Director of Client Development, Global Family Office

About the role

Northern Trust is looking for a Director of Client Development to lead its market development officer (sales representative) for the Global Family Office (GFO) business in Asia, based in Singapore. The role reports directly to the Americas and APAC Head of Client Development for GFO and focuses on building and personally executing a market development growth strategy.

Key responsibilities

• Sourcing and closing new business opportunities across global custody, asset administration, capital markets, investments, technology and other family office solutions.
• Taking ownership of prospective client opportunities from internal and external referral sources and arranging meetings to drive the sales process.
• Developing rapport with prospects and other influencers, responding to inquiries and consulting internal partners for product and service information.
• Leading the end-to-end sales process: identification, profiling, product positioning, closing and onboarding.
• Building a referral network of key external advisors and maintaining contact with reference and referral clients.
• Representing the GFO at prospect and client-of-interest events and helping the GFO leadership with market strategy, competitor analysis and development needs.
• Collaborating with teams such as Capital Markets, Asset Servicing, Global Fund Services and Asset Management, and with other international teams.
• Complying with local laws, regulations and risk and compliance standards such as AML/KYC.

Required profile

• Bachelor's degree preferred.
• 7-10 years of trust/investment sales and/or relationship management experience.
• Prior experience with Single Family Offices, Private Trust Companies or Private Investment Office prospects/clients preferred.
• Ability to work independently and knowledge of local market practices and networks.
• Deep understanding of Northern Trust's products and services across the enterprise.

Required skills

• Analytical, interpersonal and sales skills to match prospect situations to solutions.
• Excellent oral and written communication and stakeholder engagement.
• Flexibility and adaptability to change.