Head of Business Management – Global Sales

About Northern Trust:

Northern Trust a Fortune 500 company is a globally recognized award-winning financial institution that has been in continuous operation since 1889.

Northern Trust is proud to provide innovative financial services and guidance to the worlds most successful individuals families and institutions by remaining true to our enduring principles of service expertise and integrity. With more than 130 years of financial experience and over 22000 partners we serve the worlds most sophisticated clients using leading technology and exceptional service.

Role/ Department:

We are looking for a proactive and risk-aware Head of Business Management to support the Global Head of Sales and work closely with the Global Head of Sales Operations.

The role encompasses strategy development oversight of key initiatives monitoring financial and operational performance and working with the wider leadership team to identify communicate and implement the best sales strategy to support the business success.

This role is also critical in embedding first line of defense (1LoD) principles enhancing resiliency and ensuring that risk control and governance frameworks are fully integrated into the sales lifecycle

The key responsibilities of the role include:

Strategy development and oversight

• Supporting the creation and maintenance of a global sales strategy to support the organisations strategic objectives whilst considering regional and business unit structures; markets and regulatory environments
• Developing measuring and monitoring key performance indicators as it relates to successful execution of this sales strategy and dependencies on functional partners across the firm (eg product marketing business units etc.)
• Supporting global sales leadership in obtaining analysing and summarising market and other intelligence to support ongoing business strategy and growth

Business performance and reporting

• Act as a trusted advisor the ability to maintain confidentiality is essential
• Accountability for the design delivery and maintenance of high-quality management information (to include consolidating HR Finance Pipeline reporting etc.)
• Accountability for Sales reporting to the business to support monthly/ quarterly Boards and/or Operating Reviews
• Partner with the management team to develop priorities to enable delivery of the overall sales strategy
• Optimise sales performance by driving key initiatives

Financial planning

• Support annual sales budgeting and planning process
• Ensure optimal resource budgeting and allocations to achieve sales priorities
• Develop ad-hoc analytics to help sales better understand and manage its costs and risks

1LoD Risk & Control Leadership:

• Act as the primary risk steward for the Sales team ensuring all sales activities align with the firms risk appetite and control frameworks.
• Lead the implementation of 1LoD responsibilities including risk identification issue management and control testing.
• In collaboration with non-financial risk ensure that corporate risk policy and frameworks are embedded within the business monitored and periodically reviewed for enhancements
• Be the key SME liaison for facilitation and execution of risk related deliverables including but not limited to RCSAs BCPs incident management compliance testing audits etc.
• Serve as the key liaison between Sales and second-line functions (Risk Compliance Legal) to ensure alignment on risk mitigation strategies and regulatory change impacts.

Sales Governance & Conduct Oversight:

• Establish and maintain robust governance structures around required risk monitoring. Ensure adherence to regulatory and internal policy requirements.
• In collaboration with risk partners work with business leads in the design documentation and deployment of controls to address any residual business risk
• Document and maintain existing processes policies procedures process flows and other key artifacts required to support the business including complaints log collateral log.
• Manage / track updates to business user attestations / procedures / key business documentationincluding the annual updates and attestations to the sales best practice document.

Resiliency & Operational Continuity:

• Develop and maintain business continuity plans and resiliency protocols for the Sales function.
• Partner with Risk Compliance and Operations to ensure readiness for disruption scenarios.

Skills/ Qualifications:

The successful candidate will benefit from having:

• Extensive experience in business management sales operations or risk/control functions within asset servicing or institutional financial services.
• Deep understanding of asset servicing products (custody fund accounting middle office) and institutional client needs.
• Proven experience implementing 1LoD frameworks and managing operational risk in a front-office environment.
• Strong knowledge of regulatory requirements (e.g. SMCR MiFID II CASS) and control frameworks.
• Proficiency in CRM systems (e.g. Dynamics) risk tools and data visualization platforms (e.g. Tableau Power BI).
• Excellent communicator (written and verbal) with ability to work effectively across multiple teams and stakeholders
• Self-motivated confident flexible and resilient with an ability to respectfully challenge the business
• Strong analytical skills with ability to understand and critique process and framework
• Strong Microsoft Office skills especially Excel and data analysis
• Work in a dynamic collaborative progressive and high-performing team

Working with Us:

As a Northern Trust partner greater achievements await. You will be part of a flexible and collaborative work culture in an organization where financial strength and stability is an asset that emboldens us to explore new ideas.

Movement within the organization is encouraged senior leaders are accessible and you can take pride in working for a company committed to assisting the communities we serve! Join a workplace with a greater purpose.

Wed love to learn more about how your interests and experience could be a fit with one of the worlds most admired and sustainable companies! Build your career with us and apply today. #MadeForGreater

Reasonable accommodation

Northern Trust is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation for any part of the employment process please email our HR Service Center at .

We hope youre excited about the role and the opportunity to work with us. We value an inclusive workplace and understand flexibility means different things to different people.

Apply today and talk to us about your flexible working requirements and together we can achieve greater.