The FIG Sales Specialty Finance Sales team is part of the Europe Financial Institutions Group (FIG) Sales coverage. The Europe FIG Sales coverage team is focused on managing client relationships and building new business with Financial Institutions and Non-Bank Financial Institutions across the European region. The Broker Dealer and CCP Sales team works closely with other business lines to manage bank-wide client relationships, specifically catering to the evolving needs of broker dealers and CCPs. With the growth in trading volumes and the changing needs of both traditional and neo-broker dealers, J.P. Morgan Payments aims to support their complex needs and continue promoting growth in this segment.
As a FIG Sales Specialty Finance Sales Vice President/ Executive Director within our Broker Dealer and Central Counter Party (CCP) Sales team, you will be reporting directly to the Head of FIG Sales Specialty Finance Sales. Your role will involve acting as a senior Sales Executive for both new and existing clients, providing you with the opportunity to broaden our team's portfolio. You will be responsible for selling treasury products to our target clients, collaborating across J.P. Morgan, and ensuring the best product and service delivery. Additionally, you will have the opportunity to cultivate, sustain, and improve client relationships, while gaining an in-depth understanding of the broker dealer and CCP sectors.
Job Responsibilities
- Achieves new business goals, including the annual sales plan at target margins by identifying prospects/opportunities and developing approach/calling plans with prospective clients.
- Builds a pipeline of potential new business wins, documenting status and assumptions throughout the sales process.
- Maximizes profitability with clients through appropriate pricing of new business wins, product extensions, and cross-selling other JPM products.
- Partners with Payments Executives to drive the execution of the sales strategy, achieve new business sales objectives, maintain current revenue streams, expand market share, and increase the share of wallet with target clients.
- Conducts compelling financial and market analysis to support proposals for new business and support the team through ad hoc project work and analysis.
- Manages client onboarding processes, including Compliance deep dives when required, and handle Know Your Client (KYC) / Anti Money Laundering (AML) responsibilities, including KYC renewals and managing the compliance inquiry process with clients.
- Prepares client account plans, senior officer briefing memos, and portfolio management reporting.
- Implements and support ongoing client strategy and coordinate cross-sell opportunities with other parts of the Bank.
- Educates partners around the firm to ensure a thorough understanding of the Broker Dealer and CCP segments.
- Mentors junior team members, assisting in their career development.
- Raises and escalates business issues such as risk, legal, and compliance, and manage resolution.
Required Qualifications, Capabilities, and Skills
- Demonstrated experience in a Financial Services Sales role focused on providing payments services.
- Proven ability to develop and deepen senior client relationships.
- Organized and disciplined with the ability to handle multiple priorities and act on own initiative.
- Excellent leadership, presentation, and communication skills.
- Ability to manage risk dynamics and support the team in managing risks, working with internal partners and clients to implement a balanced risk/reward relationship.
- Experience of working across cultures with internal teams and external clients.
- Ambitious, with a "can-do" attitude focused on delivery and execution.
Preferred Qualifications, Capabilities, and Skills
- Bachelor's degree or equivalent in Finance, Banking, or a related field.
- Experience working with broker dealers, CCPs, and related financial institutions.
- Proven track record of successfully managing client relationships and driving business growth.
- Familiarity with trading and clearing operations is beneficial.
- Awareness of market regulation, its implications, and impact on the client and the bank.
- Organized and disciplined with the ability to handle multiple priorities and act on own initiative.
J.P. Morgan's Commercial & Investment Bank is a global leader across banking, markets, securities services and payments. Corporations, governments and institutions throughout the world entrust us with their business in more than 100 countries. The Commercial & Investment Bank provides strategic advice, raises capital, manages risk and extends liquidity in markets around the world.
#J-18808-Ljbffr