Overview

About Northern Trust: Northern Trust, a Fortune 500 company, is a globally recognized financial institution with a history of operation since 1889. We provide innovative financial services and guidance to sophisticated clients while upholding principles of service, expertise, and integrity. With more than 130 years of financial experience and over 22,000 partners, we serve leading clients using leading technology and exceptional service.Position: Head of Sales Operations, EMEA. This role oversees strategic planning, implementation, and optimization of sales operations across the region to enhance sales performance, streamline processes, and align with business objectives. The ideal candidate will demonstrate leadership, a deep understanding of sales processes, project management acumen, and a proven track record of driving sales growth and change. The Head of Sales Operations, EMEA also manages and coaches the Sales Associates function within EMEA Sales, providing leadership, performance management, and career development guidance. This role may act as the primary lead for deal management on complex deals on occasion and will report to the Global Head of Sales Operations for Asset Servicing to align with global objectives and best practices.Major Duties

Training and Team Management

Provide leadership and guidance to Sales Associates, fostering teamwork and communication.Conduct performance management for Sales Associates and establish development standards.Identify talent within the group and align operations to maximize performance based on individual strengths.Maintain communication with Heads of Sales and Sales Managers to anticipate needs and provide support.Allocate workload across Sales Associates and promote use of Sales Academy tools for new business opportunities.Encourage differentiation of Northern Trust during the sales process and support opportunities through the deal review process.Train and coach new starters to proficiently follow the sales process criteria.

Sales Operations Optimization

Capacity planning with Global Head of Sales Operations and regional Heads to prioritize workloads and key deals, and manage resource allocation. Act as the main point of contact for larger deals involving Sales Operations and coordinate with Sales Groups and Client Servicing Teams to define services for clients.Support deal review governance and feed into broader planning; lead deal review meetings and ensure timely reporting.Manage pipeline and reporting at quarter and year end; mitigate risk through capacity management, governance, planning, and reporting.Assist decisions on optimal operating model and staffing needs, including hiring; manage the ARC process for direct reports with Global Head of Sales Operations.Oversee ad-hoc projects (Compliance/Audit/Regulatory) and drive adoption of CRM tools with focus on data integrity for forecasting and reporting.Champion AI-driven tools and analytics to enhance sales performance and client insights; coordinate with global operations for best practices.Identify and implement AI solutions to automate workflows and improve decision-making.

Project Management

Oversee larger deals requiring deal management, assembling cross-functional workstream teams as needed.Support development of client relationships and stakeholder engagement throughout the deal; manage the project plan and communicate plans internally and externally.Support deal teams to engage stakeholders for effective implementation; monitor progress and report status to Heads of Sales.Provide comprehensive leadership to the team and partners as needed.

Qualifications and Skills

Strong flexibility and adaptability to change; solid commercial understanding and risk management.Understanding of internal governance procedures; IT proficiency with advanced PowerPoint skills.High-quality interpersonal, written and verbal communication; high emotional intelligence.Ability to work under pressure with tight deadlines; strong analytical, organizational, and time-management skills.Ability to engage key business owners on significant deals and optimize resource allocation.Experience in sales operations optimization and qualification of opportunities; coaching on deal management for large opportunities.Self-starter, collaborative, with integrity and customer-centric mindset.Open to adopting AI to streamline administrative processes; able to manage multiple deadlines and dynamic workloads.Management experience; experience in project/program management within financial services; stakeholder management at senior levels.CRM, data analytics, and sales enablement tools expertise; strong communication and problem-solving skills.Working with Us

As a Northern Trust partner, you will be part of a flexible and collaborative work culture rooted in financial strength and stability. Movement within the organization is encouraged, senior leaders are accessible, and we are committed to assisting the communities we serve. Join a workplace with a greater purpose and build your career with us.Additional Information

Northern Trust is committed to providing reasonable accommodations in the employment process for individuals with disabilities. If you need accommodation, please email our HR Service Center.We value an inclusive workplace and understand flexibility means different things to different people. Apply today and discuss your flexible working requirements.

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