Divisional Sales Manager, Intermediary

Northern Trust

Divisional Sales Manager leading Intermediary sales efforts, managing team performance and growth at Northern Trust. Collaborating with leadership to design distribution strategies and coach teams.

Posted 7/6/2026full-timeChicago • California, Illinois, New York • 🇺🇸 United StatesSeniorLeadWebsite

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Lead all aspects of the Senior Market Leaders (SMLs) within your division of the Intermediary sales effort including, but not limited to: supervision, recruitment, and training in an effort to drive net organic revenue growth in the Intermediary channel.
Oversee, supervise, manage and develop regional sales team.
Partner with the WCG Leadership group to support the firm’s sales and service initiatives, ensuring the regional sales team has the appropriate levels of knowledge, service, professionalism and activity.
Supervise and conduct performance reviews, manage career development processes, and disciplinary actions to ensure the division meets and exceeds their sales goals.
Set expectations, implement activity standards and monitor call activity, including inbound, outbound and campaign-focused calls.
Partner with National Sales Manager and WCG Leadership to design and implement distribution strategy.
Spearhead training effort to develop selling skills, professionalism and effectiveness.
Ensure external wholesaling team (SMLs) partner effectively within WCG, and especially with their respective internal wholesalers (Market Associates), to achieve our collective goals.
Organize all aspects of recruiting for your division (SMLs), partnering with National Sales Manager and NTAM’s internal Recruiting team.
Attend industry conferences/events to directly engage with our clients and prospects, as well as, observe and evaluate your direct reports.
Identify implementation opportunities and marketing/collateral needs, that will help drive adoption and usage of NTAM’s capabilities.
Report weekly activities, accomplishments, and opportunities through the Salesforce.com CRM, as well as, interact on a consistent bases with WCG leadership.
Manage division’s T&E budgets
Travel to observe and coach your SMLs at least twice a year with a goal of four times a year

Requirements

What you’ll need

BA/BS degree required
NASD Series 7, 24, 63 and 65 required
MBA, CIMA, CFP and/or CFA certification preferred
10+ years of intermediary experience with an established ETF, mutual fund, SMA, etc. distributor
3+ years of management experience, preferably with an established ETF, mutual fund, SMA, etc. distributor
Proven understanding and implementation of competitive analytics and analysis and a high adoption rate to new technologies.
Exceptional verbal, written and sales presentation skills
High energy, motivated individual, commitment to excellence
Ability to work in a team environment is critical
Be present in Chicago HQ office on at least a quarterly basis (week at a time)

Benefits

Comp & perks

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
other voluntary and well-being benefits
discretionary bonus program that may include an equity component

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales Strategy ImplementationCompetitive AnalyticsSales Presentation SkillsRecruitment and SupervisionBudget Management

Soft Skills

High EnergyMotivatedCommitment to ExcellenceTeam CollaborationExceptional Communication

Certifications

BA/BS DegreeMBACIMACFPCFA