Head of Business Management - Global Sales

Head of Business Management - Global Sales

About Northern Trust:

• 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

• 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

• 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

• Act as the primary risk steward for the Sales team, ensuring all sales activities align with the firm's 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.

• 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 documentation including the annual updates and attestations to the sales best practice document.

• 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.

• 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

As a global leader in innovative wealth management, asset servicing and investment solutions, Northern Trust (Nasdaq: NTRS) is proud to guide the worl...

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