Northern Trust
Head of Sales EMEA & APAC - Global Family Office (GFO)
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About Northern Trust
As a global leader in innovative wealth management, asset servicing, asset management and banking services, Northern Trust (Nasdaq: NTRS) is proud to guide the world’s most successful individuals, families, corporations and institutions.
Since 1889, we have aligned our efforts with our three guiding Principles That Endure: Service, Expertise, and Integrity. Together, they reflect the three cornerstones of business conduct which we strive to instill in our employees, whom we call partners, and to provide to our clients and the communities we serve worldwide.
With more than 135 years of financial experience and over 24,000 partners, we serve the world’s most sophisticated clients using leading technology and exceptional service.
About Global Family Office (GFO)
The Global Family & Private Investment Offices team (“GFO”) is a full service client delivery business, within the Wealth Management division, specifically dedicated to supporting ultra-high net worth individuals, families (>$200m of investable assets), their charities and foundations, along with the family offices who serve them.
Role Overview
Responsible for leading Global Family Office (GFO) sales and business development activities across Europe, the Middle East and Asia-Pacific (EMEA & APAC). Reporting to the Head of Global Family and Private Investment Office (GFO) - EMEA & APAC, this role provides leadership to Wealth Strategists and Sales Associates across the region and serves as a member of the Wealth Management Sales Leadership Team. The role is accountable for developing and executing market growth strategies, driving new business opportunities, enhancing sales effectiveness, and establishing best-in-class sales processes and governance.
Key Responsibilities
- Lead and develop EMEA & APAC GFO Wealth Strategists and Sales Associates, setting performance objectives and financial targets aligned to business goals.
- Drive regional growth initiatives and oversee all business development activities, including new client acquisition, cross-selling opportunities, asset inflows, and fee restructuring initiatives.
- Partner closely with GFO Regional Managing Directors and senior business leaders to maximise business growth, client acquisition, and sales effectiveness.
- Lead regional marketing and client engagement initiatives, including events and thought leadership programmes, in collaboration with GFO Regional Managing Directors.
- Develop and execute the regional Centres of Influence (COI) strategy, strengthening key intermediary and referral relationships.
- Collaborate with product and business leaders across Banking, Asset Servicing, Investments, Fiduciary and Advisory to enhance the client value proposition and support product innovation.
- Establish and monitor sales reporting, pipeline management, forecasting, performance analytics, and key business metrics to support strategic decision-making.
- Promote sales governance, process excellence, and best practices across the region to drive consistency, scalability, and sustainable growth.
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Skills & Experience
- 10-15+ years of progressive experience in financial services sales, business development and relationship management, including leadership responsibility for teams, revenue growth and market expansion.
- Extensive experience in business development, sales leadership and strategic growth planning within wealth management, private banking, family office or broader financial services environments.
- Strong track record of developing and maintaining relationships with ultra-high-net-worth individuals, family offices and key professional intermediaries.
- Experience leading complex sales campaigns and driving revenue growth across multiple jurisdictions and international markets.
- Demonstrated people leadership experience, including building, managing and developing high-performing sales and business development teams.
- Professional financial services qualifications and regulatory registrations relevant to the jurisdictions covered by the role.
- Sound understanding of the regulatory environment, governance requirements and market practices relevant to the jurisdictions covered by the role.
- Strong commercial acumen, negotiation skills and the ability to identify and execute growth opportunities.
- Excellent client relationship management and stakeholder engagement skills, with a focus on long-term partnership development.
- Experience leading marketing initiatives, client events and business development programmes to enhance market presence and generate new business opportunities.
- Strong analytical capabilities, with the ability to interpret sales performance data, pipeline metrics and market trends to support strategic decision-making.
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Work Authorization
Applicants must have the right to work in the United Kingdom at the time of application and for the duration of employment.
Please note that Northern Trust is unable to provide visa sponsorship for this role. This includes Skilled Worker visas, Global Business Mobility routes, Graduate visas, Youth Mobility Scheme, High Potential Individual visas, Scale-up Worker visas, Temporary Worker visas, and other employer-sponsored visa categories.
Working with Us
As a Northern Trust partner, you will be part of a flexible and collaborative work culture, which has a strong history of financial strength and stability. Movement within the organization is encouraged, senior leaders are accessible, and you can take pride in working for a company committed to an inclusive workplace and assisting the communities we serve.
Philanthropy is deeply rooted in Northern Trust’s history and is an essential element of our culture. Employees around the world give their time and talent to work for the greater good of their communities.
Reasonable Accommodation
Northern Trust is committed to working with and providing adjustments to individuals with health conditions and disabilities. If you need a reasonable accommodation for any part of the employment process, please email our HR Service Center at MyHRHelp@ntrs.com, or alternatively you can discuss your individual requirements with the recruiter you are working with.
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