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Director, Consultant Relations
Northern Trust
Chicago, IL, United States
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The Consultant Relations Director will be responsible for developing, managing and expanding relationships with institutional consultants utilizing Northern Trust’s various asset management products and capabilities. The successful individual will identify new opportunities and further existing opportunities to expand the adoption of additional asset management products and services across the consultant channel.
SKILLS REQUIRED: Ideally, the prospective candidate will possess a working knowledge of a full range of traditional and alternative asset management solutions, including key high-priority NTAM capabilities, along with awareness of key industry trends influencing institutional investor behavior. This array of NTAM solutions includes, but is not limited to: active and passively-managed fixed income; active and passively-managed equities; fund-of-fund and custom hedge and private equity solutions; multi-manager and OCIO capabilities. This knowledge is typically acquired through related work experience. The prospective candidate must have the ability to communicate, explain, and position NTAM products and services to sophisticated institutional consultants and investors. He/she must have the ability to differentiate NTAM solutions in a highly competitive marketplace and to successfully support the generation of new revenue for Northern Trust. He/she must possess strong communication and persuasive skills, which are critical for success.
PRIMARY DUTIES:
• Oversee the relationship-building activities for a group of institutional consultants including tier 1-4 organizations.
• Position institutional asset management products and services with the goal of obtaining favorable consultant ratings.
• Identify new consultant prospects by researching potential needs, and prioritizing engagement strategies.
• Engage with field consultants to further advance Northern Trust’s asset management presence.
• Assist with consultant driven request for proposal responses, and fee proposals for prospective clients.
• Coordinate with internal client service partners to ensure consultant/client relationships are well served.
• Maintain knowledge of investment products and services by initiating frequent contact with other financial institutions, internal product partners/portfolio managers and keeping abreast of laws and regulations affecting the industry.
• 10+ years of direct experience interacting with institutional consultants, particularly with respect to their asset management needs.
• CFA designation or MBA are highly preferred.