Head of Client Services

Northern Trust Company
Hong Kong
Competitive salary
Who we are
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 16,500 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.

What we do
Northern Trust's international business has grown dramatically over the last decade. Some of our largest clients are located in Asia and Australia, which represents a rapidly growing client base for the company. Since 1986, we have been serving clients in Asia-Pacific (APAC), including corporate pension funds, investment managers, insurance companies, government agencies, family offices and corporations. Our intricate understanding of the region allows us to provide unique insights and strategic perspectives to our clients. Currently, we have client offices in Beijing, Hong Kong, Melbourne, Singapore, Seoul, Tokyo and Kuala Lumpur.

What you will do
You will be responsible for all aspects of client relationship management with strong emphasis on new business generation and market leadership, including accountability for the performance management process and staffing for the unit. This role will participate in developing the strategic plan and manages client profitability and business unit financials.

  • Manages an institutional client relationship unit. Conducts the performance management process, identifies training and development needs, and establishes performance standards for the unit.
  • Determines staffing needs, makes hiring and firing decisions, handles salary administration, and ensures resources are available to accomplish priorities.
  • Participates in developing the business unit strategic plan and sets goals and priorities based on the direction set for the unit. Follows through to ensure objectives are met.
  • Develops unit(s) budget and manages financials for the unit.
  • Provides leadership and guidance to staff, fostering an environment which encourages employee participation, teamwork, and communication.
  • Maintains communication with sales staff to anticipate needs effectively and provide support when needed. Initiates and maintains strategic dialogues with senior client contacts to generate ongoing cross sell opportunities.
  • Prepares and analyzes consolidated quarterly reports on new business progress for the unit and presents results to senior management.
  • Oversees client profitability. Understands competitive environment and anticipates and identifies opportunities for cross selling, develops pricing strategies, and works with the unit to enhance profitability.
  • Promotes the bank and its products through speaking at industry and client conferences, public relations interviews, and participating in task forces.
  • Participates and/or leads bank-wide efforts through committee work.
  • Oversees master trust and custody client relationships. Responsible for policy recommendations, redesign of processes, and creative problem-solving.

  • Knowledge/Skills
    • Knowledge of asset servicing business segment - specific issues usually acquired through work experience is required to promote the bank and its products.
    • Familiarity of general finance and portfolio management concepts, usually acquired through formal education or experience, is needed to oversee client relationships.
    • Excellent Skills in negotiation, delegation, and sales are necessary to service the client relationship.
    • Ability to communicate effectively at a senior level (CEO/COO) - Cantonese, Mandarin and English language proficiency is highly regarded.
    • A strategic leadership mindset and excellent team management skills are required to determine the unit goals, resources needed, and to assess and develop the skills of the staff.
    • Self-motivated and capable of driving business independently. Proven client relationship skills with a history of working with Business Development teams.
    • 7-10 years of experience in a client servicing capacity in a financial environment.

    As of March 31, 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

    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 that is committed to strengthening the communities we serve!

    We recognize the value of inclusion and diversity in culture, in thought, and in experience, which is why Forbes ranked us the top employer for Diversity in 2018.

    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 ethical companies. Build your career with us and apply today!

    • Want to learn more about our company? Visit northerntrust.com
    • We are a leading global financial institution- Click here to check out our company accolades!

    For a private discussion please contact Gez Williams on +61 3 9935 8204.