Head of Sales EMEA & APAC - Global Family Office (GFO)

Role Overview

Responsible for leading Global Family Office (GFO) sales and business development activities across Europe, the Middle East and Asia‑Pacific (EMEA & APAC). Reporting to the Global Head of Sales and operating in close alignment with the Head of Global Family Office & Private Investment Office (GFO) for EMEA and APAC, this role leads the regional Wealth Strategist and Sales Associate teams while contributing as a member of the Wealth Management Sales Leadership Team. The role is accountable for developing and executing market growth strategies, driving new business opportunities, enhancing sales effectiveness, and establishing best‑in‑class sales processes and governance.

Key Responsibilities

• Lead and develop EMEA & APAC GFO Wealth Strategists and Sales Associates, setting performance objectives and financial targets aligned to business goals.
• Drive regional growth initiatives and oversee all business development activities, including new client acquisition, cross‑selling opportunities, asset inflows, and fee restructuring initiatives.
• Partner closely with GFO Regional Managing Directors and senior business leaders to maximise business growth, client acquisition, and sales effectiveness.
• Lead regional marketing and client engagement initiatives, including events and thought leadership programmes, in collaboration with GFO Regional Managing Directors.
• Develop and execute the regional Centres of Influence (COI) strategy, strengthening key intermediary and referral relationships.
• Collaborate with product and business leaders across Banking, Asset Servicing, Investments, Fiduciary and Advisory to enhance the client value proposition and support product innovation.
• Establish and monitor sales reporting, pipeline management, forecasting, performance analytics, and key business metrics to support strategic decision‑making.
• Promote sales governance, process excellence, and best practices across the region to drive consistency, scalability, and sustainable growth.

Skills & Experience

• 10‑15+ years of progressive experience in financial services sales, business development and relationship management, including leadership responsibility for teams, revenue growth and market expansion.
• Extensive experience in business development, sales leadership and strategic growth planning within wealth management, private banking, family office or broader financial services environments.
• Strong track record of developing and maintaining relationships with ultra‑high‑net‑worth individuals, family offices and key professional intermediaries.
• Experience leading complex sales campaigns and driving revenue growth across multiple jurisdictions and international markets.
• Demonstrated people leadership experience, including building, managing and developing high‑performing sales and business development teams.
• Professional financial services qualifications and regulatory registrations relevant to the jurisdictions covered by the role.
• Sound understanding of the regulatory environment, governance requirements and market practices relevant to the jurisdictions covered by the role.
• Strong commercial acumen, negotiation skills and the ability to identify and execute growth opportunities.
• Excellent client relationship management and stakeholder engagement skills, with a focus on long‑term partnership development.
• Experience leading marketing initiatives, client events and business development programmes to enhance market presence and generate new business opportunities.
• Strong analytical capabilities, with the ability to interpret sales performance data, pipeline metrics and market trends to support strategic decision‑making.

Work Authorization

Applicants must have the right to work in the United Kingdom at the time of application and for the duration of employment. Northern Trust is unable to provide visa sponsorship for this role.

Reasonable Accommodation

Northern Trust is committed to working with and providing adjustments to individuals with health conditions and disabilities. If you need a reasonable accommodation for any part of the employment process, please email our HR Service Center at MyHRHelp@ntrs.com, or alternatively discuss your individual requirements with the recruiter you are working with.

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