Description

Role Summary

The Relationship Manager (RM) is responsible for nurturing and expanding relationships with existing Northern Trust Asset Management institutional clients, while also prospecting to establish new Northern Trust Asset Management relationships with institutional investors.  This RM role is part of Northern Trust Asset Management’s specialized Insurance and Healthcare Practice.  Exceptional interpersonal skills and technical awareness of the unique investing needs insurance companies and healthcare systems are strongly valued. 

Primary Duties & Responsibilities

• Oversee client servicing and business development functions as part of Northern Trust Asset Management’s Institutional Client Group, focusing on the specialized investing needs of insurance companies and healthcare systems.  Relationship Managers are responsible for all activities within their assigned client base and business development territory, including positioning with new-to-Northern Trust prospects and cross-sell activities with existing Northern Trust asset servicing/banking clients.
• Serve as lead Relationship Manager and thus the central point of contact for assigned clients utilizing Northern Trust Asset Management investment solutions, coordinating regular performance reviews for clients in conjunction with Northern Trust Asset Management portfolio managers and strategists.  Interface regularly and with a solutions-orientation with CIOs, senior investment staff, and day-to-day client contacts.
• Identify appropriate targets for new business development purposes, with a focus on insurance company and healthcare system entities. New business targets will include institutional investors possessing no existing relationship with Northern Trust as well as entities currently relying on Northern Trust for non-investment functions (i.e., custody, banking, etc.). Knowledge of the unique investing needs of insurers and healthcare providers will be key, allowing the relationship manager to identify alignment between those needs and Northern Trust Asset Management’s strengths. Responsible for an individual annual revenue goal to meet team targets.
• Achieve technical expertise and apply a consultative approach to gain deep awareness of each client/prospect’s institutional investment philosophy, relying on third-party research tools (S&P Capital IQ Pro, Money Market Directory, etc.) to determine alignment between each investor’s needs and NTAM’s proprietary public and private asset class solutions, including public equity (Tax-Advantaged, Quant Active, Passive), public fixed income (Active, Tax-Aware, Passive), alternatives (Private Credit, Private Equity, Hedge Funds) and OCIO/multi-manager solutions. 
• Contribute to the development of thought leadership output and execution of marketing events (arranging sponsorships, speaker/panelist roles, etc.) designed to build awareness of Northern Trust Asset Management’s capabilities for insurance and healthcare system investors.
• Coordinate on-going relationships with third party field consultants, particularly those focused on serving insurance and healthcare investors, making them aware of NTAM’s investment capabilities in partnership with Northern Trust Asset Management’s Consultant Relations Team.
• Maintain deep knowledge of investment products, services and vehicles utilized by insurance company and healthcare institutions, while remaining aware of evolving laws and regulations impacting those investor types.  This includes achieving awareness of industry peers’ capabilities and how to appropriately position Northern Trust Asset Management’s solutions competitively.
• Mentor/coach junior client servicing teammates, taking time to help build Northern Trust Asset Management’s talent pool while demonstrating strong teamwork with peers from across the organization.

Requirements

Necessary Knowledge, Skills and Experience

• Investment acumen: Knowledge of full range of public and private asset class solutions, including key high-priority Northern Trust Asset Management capabilities, along with awareness of industry trends influencing institutional investor behavior, particularly for insurance general accounts and healthcare system investments.
• Refined communication skills:  Ability to listen purposefully and position Northern Trust Asset Management solutions to sophisticated institutional investors and investment consultants. Strong negotiation and collaboration skills are critical.
• Experience:  A College or University degree and 7+ years’ experience interacting with institutional investors, with a strong preference for candidates possessing knowledge of the unique investing needs and constraints of insurance entities and healthcare systems. Advanced credentials (CFA/CAIA/MBA) preferred
• Licensing:  Series 7 and 63 required