Head of Business Management – Global Sales page is loaded

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 world’s 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 22,000 partners, we serve the world’s 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 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.

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.

We’d love to learn more about how your interests and experience could be a fit with one of the world’s 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 MyHRHelp@ntrs.com .

We hope you’re 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.

Similar Jobs (3)

Global Head of Settlements

Global Head of Brokerage Operations

Head of Liquidity Sales EMEA - Asset Management

A global financial leader with more than 22,000 employees in 23 locations worldwide, Northern Trust empowers our employees to achieve more than just business goals. Our focus on work-life balance, career mobility and unique opportunities are just a few of the reasons we’ve been named one of the world’s most admired companies.

Northern Trust is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please email our HR Service Center or call 1-800-807-0302 (North America), +630-276-5353 (Asia Pacific), 1800-425-0333 (India), +44(0)207 982 4357 (Europe, Middle East and Africa) and let us know the nature of your request and your contact information.

Equal Employment Opportunity Statements

APAC/INDIA EEO STATEMENT

It is the policy and practice of Northern Trust to provide equal employment opportunities to all employees and applicants. Northern Trust does not discriminate on the basis of race, colour, religion or belief, nationality, ethnic or national origin, sex, marital status, sexual orientation, disability or age. All employment decisions will be made in a non-discriminatory manner in accordance with our obligations under the law and codes of practice. This includes human resources’ decisions relating to recruitment, terms and conditions of employment, transfers, promotions and access to learning and development.

Northern Trust is an Equal Opportunity Employer. Hiring and other employment decisions at Northern Trust are made without regard to race, colour, religion, sex, ancestry, national origin, ethnic origin, age, disability, citizenship, veteran status, sexual orientation, record of offences, marital status, family status, or any other characteristic protected by federal, provincial,]]> <