Sales Manager, Institutional Trust

In this role you drive new business for Northern Trust in Europe by selling the bank’s multi-product capabilities to institutional asset managers and asset owners. You lead complex deals, coordinate cross-functional teams, and expand NT’s footprint in Continental Europe. Your work supports profitability targets and cross-selling across services such as global custody, fund servicing, and investment operations outsourcing. The role combines strategic business development with regional market leadership and client relationship growth.

• flexible and collaborative work culture
• strong financial strength and stability
• opportunities for internal movement
• inclusive workplace and community philanthropy
• global exposure and cross-border opportunities

• Achieve minimum annual revenue target and raise NT’s market profile in the target region
• Present the full multi-product capabilities (global custody, fund servicing, investment operations outsourcing, cross-sell) to prospects
• Identify and build a pipeline of significant opportunities with annualised income > $250k and TCV > $1m
• Lead deal teams on complex, multi-faceted sales and coordinate with senior management and product/ops teams
• Convert prospects into revenue-generating clients and cross-sell additional NT services (e.g., investment management, FX, transition management, securities lending)
• Collaborate with Product Development and global servicing centres to develop and promote product lines
• Support marketing activities to position NT as an industry expert through events, articles, and materials
• Engage with consultants and the investment community to promote NT in Continental Europe
• Maintain high standards of sales communication and manage virtual deal teams

• 5+ years in consultative institutional sales
• Track record closing mandates with annualised income ≥ $1m and TCV ≥ $5m
• Experience in asset servicing or related financial services
• Strong Rolodex in asset management and asset owner sectors
• Experience engaging at CXO level and influencing across organisation
• Knowledge of European regulatory environment and asset management/asset owner issues
• Strong understanding of Dutch pension regulation (Wet Toekomst Pensioenen - WTP)
• Ability to lead development of NT’s insurance client segment in Continental Europe
• Excellent presentation, written, and verbal communication skills
• Fluency in Dutch and English; German a plus

• relationship management
• persuasion and influence at all levels
• cross-functional collaboration
• consultative sales methodology
• complex deal management
• multi-product cross-selling