Senior Relationship Manager Senior Relationship Manager …

Northern Trust
in St Peter Port, Guernsey, United Kingdom
Permanent, Full time
Be the first to apply
Northern Trust
in St Peter Port, Guernsey, United Kingdom
Permanent, Full time
Be the first to apply
Northern Trust
About The Role: Responsible for managing client relationships for Global Fund Services clients, the relationship manager utilises knowledge of Global Fund Services products and services to provide clients with information and suggestions to add value to the relationship. Identifies opportunities to cross sell products generating additional revenues



•Manages client relationships for Global Fund Services

•Ensures overall client satisfaction by facilitating efforts of service team, co-ordinating resources to end-delivery and issue resolution, and effectively communicates client concerns / needs to partners

•Develops complete understanding of client’s business objectives, goals and market challenges and develops a relationship plan to reflect these

•Cultivates strong working relationships with client contacts.  Demonstrates the ability to add value by providing solutions and partnering with the client to implement

•Educates the client on emerging issues, Northern Trust products and services, regulatory/tax changes, the general fund environment, advising the client of the impact on the client’s business and on Northern Trust services

•Cross sells Northern Trust products and services and participates in development of solutions to meet client needs, co-ordinates presentations, brings in experts where necessary, ensures smooth delivery of new services and communicates emerging needs

•Develops, maintains and reviews client relationship plans and ensures Service Delivery Descriptions are in place for all clients

•Ensures that all At Risk clients have an action plan in place to manage the relationship out of At Risk status

•Assigns Executive Sponsors and / or Senior Callers to all clients, provides briefing notes as per Mosaic standards, briefs Sponsors / Callers on the relationship quarterly or semi-annually as appropriate and ensures Sponsors / Callers meet with the client at least once a year

•Ensures that all relationship documentation are kept within eRM or any other client data depository and are complete, current, timely, articulate and adhere to Mosaic standards and guidelines i.e. Call reports, relationship plans (including profitability profile), pipeline/won/lost business, cross-sell opportunities, exec sponsor calling programme, fee schedules, BRAG reports, At Risk reports, overdue fees, mailshot recipients

•Documents profitability analysis and reviews on a quarterly basis.  Has in place an action plan to return to an acceptable level of profitability any  unprofitable clients or those with a margin of less than 20% 

•Attends client Board meetings where necessary

•Manages debtor profile, facilitates the timely issuance of accurate invoices



•The ideal candidate will have proven experience in financial servicing preferably in trust or asset servicing

•Client relationship experience and track record of managing key clients is essential

•Knowledge of trust or asset management usually acquired through related work experience in managing client relationships. Knowledge of general finance and portfolio management concepts.  

•Skills in negotiation, delegating, client relationship and sales are necessary to service the client relationship.


About Northern Trust:


For more than a century, Northern Trust has worked hard building our legacy of outstanding service, expertise and integrity. From a Chicago-based bank founded in 1889, we now have more than 20 international locations and 18,500 employees globally. We serve the world’s most-sophisticated clients – from sovereign wealth funds and the wealthiest individuals and families, to the most-successful hedge funds and corporate brands.

We burnished our reputation as a global leader delivering innovative investment management, asset and fund administration, fiduciary and banking solutions enabled by sophisticated, leading technology. And through it all, we continually laid a solid, forward-looking foundation on which future generations can continue growing and achieving greater.

Northern Trust proudly cultivates a diverse workforce, to serve our diverse client base. We strongly believe that diversity of experience contributes to a broader collective perspective that will consistently lead to a better company. We encourage applications from the best regardless of ethnicity, gender, gender identity, age, nationality, disability, sexual orientation, education, socio-economic background, parental and caring status, or religion.


As of March 31st ,2019, Northern Trust Corporation had:

•$10.9 trillion in assets under custody/administration

•$8.2 trillion in assets under custody

•$1.2 trillion in assets under management

•$122 billion in banking assets