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Wealth Strategist-New Business Trust and Investment Sales

Sells trust products and services to individuals. Seeks prospects, presents products and services in calling presentations, and follows through tocomplete sale. Maintains ongoing contact with clients and promotes relationship enhancement opportunities through relationship managers.
1. Sells bank products and services to individuals focusing on trust products.
2. Cultivates existing bank clients as well as internal and external business and personal contacts to identify and develop prospective clients.
3. Researches prospect's financial picture and possible needs to determine how to best provide service.
4. Composes letters to prospective clients and follows up with telephone calls to arrange meetings.
5. Presents bank product materials to prospective client or designated liaison (e.g. attorney, CPA, etc.).
6. Responds to questions, consulting bank partners for additional product/service information when necessary. Conducts additional prospect analysis to further determine services.
7. Consults with clients and their attorneys on the benefits of estate planning products/services. Analyzes property/assets and develops alternatives (e.g. creation of living or insurance trusts).
8. Consults with clients and their attorneys to determine appropriate plans for estate taxes. Utilizes knowledge of inheritance, gift, income, and estate taxes to sell services to clients.
9. Summarizes account assets to determine eligibility, qualifications, and tax classification.
10. Maintains current in-depth knowledge of a full range of trust-oriented services (e.g. personal trusts, living trusts, wills, investment management, security custody, financial consulting, estate and tax planning).
11. Initiates and follows through on any request for loan, checking, or savings account services by contacting banking and operations areas as appropriate.
12. Develops a perspective on individual client situations to use as a vehicle for selling products.
13. Maintains periodic contact with client and acts as a liaison between the client and the rest of the bank for various activities (e.g. setting up accounts, facilitating transactions).
14. Cross sells relationship improvement opportunities to existing clients by providing pertinent client update information to partners within appropriate areas of the bank.
15. Sets personal sales goals with manager based on sales history and product knowledge.
7+ years of experience in trust and investment sales and an established network of referral sources and centers of influence in the Eastern Michigan area. Must have a demonstrated track record of successfully selling to ultra-high net worth clients. Knowledge of fiduciary products and services (e.g. personal trusts, living trusts, wills, investment management, security custody, financial consulting, estate planning), including fee structures and documentation, acquired through work experience is required to respond to issues that arise during sales calls. Analytical and sales skills are required to relate individual customer asset situations to specific products. Interactive skills are required to comprehend prospect needs and respond with the appropriate solutions. Candidates should have a demonstrated track record of success. Position requires Series 7, 63; Professional designations such as CFP, CFTA, CFA, CIMA are strongly preferred.
For more than a century, Northern Trust has worked hard building our legacy of outstanding service, expertise and integrity. From a Chicago-based bank founded in 1889, we now have more than 20 international locations and 16,500 employees globally. We serve the world's most-sophisticated clients ? from sovereign wealth funds and the wealthiest individuals and families, to the most-successful hedge funds and corporate brands.
We burnished our reputation as a global leader delivering innovative investment management, asset and fund administration, fiduciary and banking solutions enabled by sophisticated, leading technology. And through it all, we continually laid a solid, forward-looking foundation on which future generations can continue growing and achieving greater.
As of June 30, 2018, Northern Trust Corporation had:
$135 billion in banking assets
$8.1 trillion in assets under custody
$10.7 trillion in assets under custody/administration
$1.1 trillion in assets under management

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