Head of Digital Sales Capabilities

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.

Lead Product Manager

Areas of Oversight

Partner Workstation Platform

Sales Enablement Capability

Objectives

Lead the transformation of the Partner Workstation platform to align with sales process optimization in the WM Sales Practice and the field to align directly with Wealth Management’s strategic growth objectives. This includes partnering with the WIN team on the creation of single sales focused partner landing page to include Client 360, book of business, share of wallet, cross sell, and new product opportunities. This role requires close partnership with the National Sales Practice and Salesforce to identify and deploy digital leads, pipeline management, unified and standardized sales dashboards, and incentive management features.

As a Platform owner, this role will also need to ensure that the Partner Workstation platform is responding to the needs of it’s embedded user base and to the DCPX capabilities that are building features on the platform. Partnership with the WM data organization will be critical in order to ensure that Partner Workstation becomes a trusted source of data for Wealth Management leadership and for advanced reporting. Finally, this role will need to work with leadership to ensure that the platform supports best practice as client service standards and segmentation definitions evolve.

This role reports directly to Jeremy Julian, Head of Digital Client and Partner Experience (DCPX), and is part of the DCPX Leadership Team.

Major Duties : 1. Responsible for management of product lifecycle and the issues that impact the delivery of capability or service which include :

Discovery and Innovation : Derive market insights and formulate product strategy

New Product Planning : Concept, feasibility and definition

New Product Introduction : Development and launch of product

Post-Launch Product Management : Performance & lifecycle management

2. Leads, motivates and cultivates a team of product managers to manage product group

3. Ensures the development and execution of product roadmaps with 3-5 year horizons that outline the strategic goals as determined and prioritized in partnership with the Product Executive and Business Stakeholders. Partner with Technology Lead to ensure recommended roadmap is feasible and aligns with corporate / C&IS technology strategy

4. Manages the alignment of the business strategy and objectives to the product strategy

5. Ensures reliability, performance, quality and robustness of the product group

6. Ensures that industry and market research is conducted on product viability and competitive threats and understand how they may impact product strategies

7. Assesses the investment needs (capital and expense) through understanding trends, client’s needs and roadmap review and makes recommendations to the Product Executive and Business Stakeholders

8. Represents organization with thought leadership - product at industry events, in publications, and at client events

9. Establish, manages and monitor the financial and market progress of product group through metrics and key performance indicators

10. Understand the impact of new regulations on the business and how that may impact the business strategy

11. Serves as main product point of contact for sales teams, communicates new features and their value proposition, oversees RFI, RFPs and due diligence responses

12. Displays a balanced, cross-functional perspective, liaising with the business to improve efficiency, effectiveness and productivity

13. Makes staffing decisions, manages expenses and salary review process for the division

14. Participates in developing division strategic plan and sets goals and priorities based on the direction set for the unit; follows through to ensure that objectives are met

15. Provides leadership and guidance to staff, fostering an environment that encourages employee participation, teamwork, and communication.

Knowledge : Excellent oral and written communication skills are required. Proficient in constructing / overseeing logical and conclusive presentations, distilling complex subject matter into management-ready materials

Proven business leadership skills, with track record of building products and / or understanding of the core concepts of product management required. Ability to understand and grow the strategic business vision

Strong understanding or knowledge of applicable NT product and a strong understanding of client needs and how this impacts the product development agenda / roadmap

Proven track record of managing, leading, coaching and developing a team

Excellent in building key relationships, influencing and negotiating with clients, partners and leaders across multiple disciplines

Program or project management experience is advantageous; planning, analysis, design and governance

Knowledge of business strategy development is necessary to provide long term planning and to manage the profitability / performance of a major business segment. Leadership and organizational skills are required to

determine the Business Unit's goals, resources needed, and to assess and develop the skills of staff.

Experience : A College or University degree and / or relevant proven work experience is required. Related Industry qualification (e.g. ACCA) is required

Salary Range :

$164,600 - 288,000 USD

Salary range is a good faith estimate of base pay. Northern Trust provides a comprehensive benefits package including retirement benefits (401k and pension), health and welfare benefits (medical, dental, vision, spending accounts and disability), paid time off, parental and caregiver leave, life & accident insurance, and other voluntary and well-being benefits. Northern Trust also provides a discretionary bonus program that may include an equity component.

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 andapply 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.

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