Client Sales Manager – Commercial Bank (Vice President) recruitment
Department Summary:
JPMorgan Chase Treasury Services (TS) moves, concentrates and invests cash and provides trade finance and logistics solutions to support the needs of corporations, government entities, financial institutions and middle market companies. Treasury Services has operations in 39 countries around the world and in 40 states in the U.S.
The sales team develops and sells cash management, trade services, liquidity management and cards based solutions to clients in a broad range of market segments and industries.
The Commercial Bank (CB) delivers extensive industry knowledge, local expertise and dedicated service to clients including corporations, municipalities, financial institutions and not-for-profit entities with annual revenue generally ranging from $10 million to $2 billion, and nearly 35,000 real estate investors/owners. CB partners with the Firm's other businesses to provide comprehensive solutions, including lending, treasury services, investment banking and asset management to meet its clients' domestic and international financial needs. The Commercial Bank International (CB) in Australia is responsible for the relationship management of the Australian and New Zealand subsidiaries of US Commercial Bank clients.
Position Summary:
Sales executives are required to increase revenue by cross-selling additional products and services within their existing client portfolio as well as acquiring new clients through prospecting and new business acquisition. The executive will have the ability to identify and win business from new clients, as well as win incremental revenue from existing clients.
This role focuses on selling the entire Treasury Services product suite including cash management, liquidity, trade, cards and technology solutions to Commercial Bank International clients in Australia and New Zealand.
Key Accountabilities/Major Responsibilities:
- Understand the market, trends and needs of clients in order to identify market opportunities and focus on high potential prospects / areas
- Build relationships with key partners in the Commercial Bank to leverage existing relationships and ensure the overall approach is aligned with the Commercial Bank
- Develop specific sales initiatives and account plans to support achievement of revenue targets
- Maintain and grow the existing client portfolio through cross-sell initiatives
- Originate new business by identifying and calling on new prospects
- Take the lead role in RFPs and proposals, coordinating the development of solutions with local and regional products teams and support areas
- Liaise with Product, Client Services, Operations and Compliance teams to ensure solutions can be effectively delivered
- Work with Account Management, the Solution Centre, and Operations teams to resolve important client-related issues escalated to sales
- Execute new product roll-outs and repricing exercises
- Identify and communicate market trends and enhanced client requirements to product managers
- Execute repricing exercises
- Providing backup sales coverage for the rest of the sales team
- Actively participate in internal and external industry sessions
- Meet all the compliance and other requirements of the role including KYC, AML / OFAC sales reporting, and continuing professional development
- Formulate and implement account management plans proactive service plans to ensure customer satisfaction, retention of business and identification of new opportunities
- Create and foster relationships within company treasuries (Treasurer, CFO, Financial Managers)
- Nurture relationship with clients through an active calling program to ensure pro-active management of accounts
- Monitor customer satisfaction on a pro-active basis and respond as necessary
- Seek ways to improve the relationship and identify better processes for the client and .JP. Morgan
- Grow existing revenues by identifying new opportunities
- Conduct Relationship reviews
Skills
General Knowledge and Experience Required:
- A detailed knowledge of cash management services and products including receivables, payments, account structures, and liquidity management (Critical)
- Minimum of 5 years experience in new business development and/or relationship management at a senior level, i.e. CFOs, Financial Controllers, Treasurers (Critical)
- Exposure to trade finance and FX products (Preferable)
- Experience working in a complex matrix organisation (Preferable)
- A strong understanding of the corporate market in Australia and New Zealand (Preferable)
Formal Qualifications:
- Relevant Tertiary Qualifications (Preferable).
Behavioural Competencies:
Competencies
- Sales Ability - understands clients needs, develops an agreed solution that meets the clients needs, and gains the clients commitment to the deal
- Planning and Organising - plans activities, prioritises important issues, and completes important tasks in a timely manner
- Business Acumen - understands and manages the revenue and cost aspects of key sales decisions
- Relationship Building - builds productive relationships with key internal and external partners
- Communication - effectively communicates using a range of different communication mediums
- Attention to Detail - recognises and focuses on important details
Personal Attributes
- Resilient - maintains an optimistic outlook even in the face of adversity (e.g. losing deals)
- Achievement Drive - has the drive and passion to achieve challenging objectives
- Conceptual - comfortable working with concepts and ideas
- Conscientious - likes to complete important tasks in a timely manner
- Influencing - enjoys influencing others
- Collaborative - enjoys working with others when required
- Autonomous - comfortable working with minimal supervisory support