Relationship Manager - Insurance & Healthcare Practice

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 Summary

The Relationship Manager (RM) is responsible for nurturing and expanding relationships with existing Northern Trust Asset Management institutional clients, while also prospecting to establish new Northern Trust Asset Management relationships with institutional investors.  This RM role is part of Northern Trust Asset Management’s specialized Insurance and Healthcare Practice.  Exceptional interpersonal skills and technical awareness of the unique investing needs insurance companies and healthcare systems are strongly valued. 

Primary Duties & Responsibilities

• Oversee client servicing and business development functions as part of Northern Trust Asset Management’s Institutional Client Group, focusing on the specialized investing needs of insurance companies and healthcare systems.  Relationship Managers are responsible for all activities within their assigned client base and business development territory, including positioning with new-to-Northern Trust prospects and cross-sell activities with existing Northern Trust asset servicing/banking clients.

• Serve as lead Relationship Manager and thus the central point of contact for assigned clients utilizing Northern Trust Asset Management investment solutions, coordinating regular performance reviews for clients in conjunction with Northern Trust Asset Management portfolio managers and strategists.  Interface regularly and with a solutions-orientation with CIOs, senior investment staff, and day-to-day client contacts.

• Identify appropriate targets for new business development purposes, with a focus on insurance company and healthcare system entities. New business targets will include institutional investors possessing no existing relationship with Northern Trust as well as entities currently relying on Northern Trust for non-investment functions (i.e., custody, banking, etc.). Knowledge of the unique investing needs of insurers and healthcare providers will be key, allowing the relationship manager to identify alignment between those needs and Northern Trust Asset Management’s strengths. Responsible for an individual annual revenue goal to meet team targets.

• Achieve technical expertise and apply a consultative approach to gain deep awareness of each client/prospect’s institutional investment philosophy, relying on third-party research tools (S&P Capital IQ Pro, Money Market Directory, etc.) to determine alignment between each investor’s needs and NTAM’s proprietary public and private asset class solutions, including public equity (Tax-Advantaged, Quant Active, Passive), public fixed income (Active, Tax-Aware, Passive), alternatives (Private Credit, Private Equity, Hedge Funds) and OCIO/multi-manager solutions. 

• Contribute to the development of thought leadership output and execution of marketing events (arranging sponsorships, speaker/panelist roles, etc.) designed to build awareness of Northern Trust Asset Management’s capabilities for insurance and healthcare system investors.

• Coordinate on-going relationships with third party field consultants, particularly those focused on serving insurance and healthcare investors, making them aware of NTAM’s investment capabilities in partnership with Northern Trust Asset Management’s Consultant Relations Team.

• Maintain deep knowledge of investment products, services and vehicles utilized by insurance company and healthcare institutions, while remaining aware of evolving laws and regulations impacting those investor types.  This includes achieving awareness of industry peers’ capabilities and how to appropriately position Northern Trust Asset Management’s solutions competitively.

• Mentor/coach junior client servicing teammates, taking time to help build Northern Trust Asset Management’s talent pool while demonstrating strong teamwork with peers from across the organization.

Necessary Knowledge, Skills and Experience

• Investment acumen: Knowledge of full range of public and private asset class solutions, including key high-priority Northern Trust Asset Management capabilities, along with awareness of industry trends influencing institutional investor behavior, particularly for insurance general accounts and healthcare system investments.

• Refined communication skills:  Ability to listen purposefully and position Northern Trust Asset Management solutions to sophisticated institutional investors and investment consultants. Strong negotiation and collaboration skills are critical.

• Experience:  A College or University degree and 7+ years’ experience interacting with institutional investors, with a strong preference for candidates possessing knowledge of the unique investing needs and constraints of insurance entities and healthcare systems. Advanced credentials (CFA/CAIA/MBA) preferred

• Licensing:  Series 7 and 63 required

Salary Range:

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 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.