CIB - Treasury Services Sales - Sales Relationship Manager (EMEA High Growth Tech) - VP - London

JPMorgan Chase & Co.
London, Greater London, United Kingdom, United Kingdom
Competitive salary
01 May 2021
31 May 2021
Job role
Experience level
Job Description

About J.P. Morgan Wholesale Payments

J.P. Morgan Wholesale Payments (WP) is one of the world's largest, most trusted and innovative full-service providers of domestic and international cash management, liquidity, commercial card, FX, escrow solutions, trade finance and merchant services. With more than 135,000 corporations, financial institutions, public sector agencies and non-government clients in over 180 countries across the globe, we offer specialized solutions that provide operating efficiencies and value beyond other standardized solutions available in the market. Our global product and technology platform, integrated client service model and network of operational centers enable WP to deliver a consistent set of services to clients no matter where they are across the world.

About Treasury Services

J.P. Morgan's Treasury Services (TS) business is one of the world's largest providers of cash management, liquidity, FX, escrow services and trade finance, which help resolve the working capital and efficiency challenges facing treasury professionals. TS is essential to clients and the firm, providing value-added solutions and services to clients, a source of liquidity for the firm and steady revenue and earnings growth for the business and its shareholders.

Team Description

The EMEA High Growth Tech Sales coverage team is part of the Global Corporate Bank and responsible for all EMEA HQ High Growth Tech clients. The TS Sales role and responsibility is focused on growing new business and managing existing client relationships. The teams work closely with the various TS product areas of Core Cash, Liquidity Management, FX, Escrow, as well as the Merchant Services and Commercial Card product teams.

Within this EMEA Sales coverage team, a specific segment has been created for High Growth Tech clients. The corporate and Financial Institution client base is changing significantly and so is the global landscape for payments. There are new business models which require a world-class global banking partner to support their growth/international expansion and there are traditional companies being forced to evaluate their approach to customers and payments.

The team is accountable for sales initiatives to increase JPMorgan's cross-LOB revenues and bottom-line contribution. This includes delivery of the firm to the in-country client franchise and growing cross-border revenues.

Job Description

Reporting to the EMEA High Growth Tech Head, the Senior TS Sales Officer is responsible for managing the JP Morgan TS relationship with a portfolio of our most significant EMEA High Growth Tech clients and prospective clients.

Successful candidate will demonstrate track record and ability to maintain winning relationships with EMEA High Growth Tech client contacts including Treasurer and Treasury team (and on occasions CFO). Equally the ability to partner across JPMorgan, within TS and across the franchise, will be critical to optimise product and service delivery for clients.

Proven track record of effectively selling WP business to EMEA High Growth Tech clients - i.e. bringing in brand new incremental business.

Key Responsibilities:
  • Achieve new business goals, including the annual sales plan at target margins by identifying prospects/opportunities, developing the approach/calling plans and engaging partners/ senior managers to influence decision makers at prospective clients.
  • Provide compelling financial and market analysis to support proposals for new business.
  • Build a pipeline of potential and probable new business wins, documenting status and assumptions throughout the sales process
  • Maximize profitability with clients through the appropriate pricing of new business wins, product extensions, and cross-selling other JPM products.
  • In partnership with other TS Executives, drive the execution of the sales strategy, to achieve new business sales objectives, maintain current revenue streams, expand market share and increase the share of wallet with target clients.
  • Be the "voice of the client " for TS and manage revenue vulnerability and client loss through a deep understanding of the client's needs and identification of product and service delivery gaps.
  • Partner with Product and Client Service Executives to determine the optimum level of product integration and delivery which maximises client satisfaction and profitability.
  • Collect, manage and analyse key MIS to inform decisions.
  • Responsible for addressing business issues such as risk, legal and compliance and managing resolution.
  • Implementing and supporting ongoing client strategy and co-coordinating cross- sell opportunities with other parts of The Bank
  • Developing and managing the pipeline of opportunities, and meeting annual sales revenue targets
  • Management of the entire sales process from selling to full implementation (including proposals, contract negotiation, documentation and co-ordinating product partners / implementation teams)
  • Ensure risk agenda is fully understood and diligently managed
  • Educate partners around the firm to ensure a thorough understanding of the client base
  • Keep up-to-date on the current regulatory regimes impacting the client base, and upcoming amendments/new regulations
  • Raising the firm's visibility and manage/enhance oversight for its reputation and regulatory risk

About Us

J.P. Morgan is a global leader in financial services, providing strategic advice and products to the world's most prominent corporations, governments, wealthy individuals and institutional investors. Our first-class business in a first-class way approach to serving clients drives everything we do. We strive to build trusted, long-term partnerships to help our clients achieve their business objectives.

We recognize that our people are our strength and the diverse talents they bring to our global workforce are directly linked to our success. We are an equal opportunity employer and place a high value on diversity and inclusion at our company. We do not discriminate on the basis of any protected attribute, including race, religion, color, national origin, gender, sexual orientation, gender identity, gender expression, age, marital or veteran status, pregnancy or disability, or any other basis protected under applicable law. In accordance with applicable law, we make reasonable accommodations for applicants' and employees' religious practices and beliefs, as well as any mental health or physical disability needs.

About the Team

The Corporate & Investment Bank is a global leader across investment banking, wholesale payments, markets and securities services. The world's most important corporations, governments and institutions entrust us with their business in more than 100 countries. We provide strategic advice, raise capital, manage risk and extend liquidity in markets around the world.

Investment banking is about more than offering industry-leading advice and financial expertise. Teams serve clients by building long-term, trusted partnerships that put their needs first. The world's largest corporations, institutions and governments rely on the in-depth industry knowledge and market insights provided, knowing their goals are our top priority.

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