Commercial Manager (Vice President) recruitment
Worldwide Securities Services (WSS) Summary:
J.P. Morgan Worldwide Securities Services is a premier securities servicing provider that helps institutional investors, alternative asset managers, broker dealers and equity issuers optimize efficiency, mitigate risk and enhance revenue. Worldwide Securities Services leverages the firm's unparalleled scale, leading technology and deep industry expertise to service investments around the world. It has $16.9 trillion in assets under custody and $7.3 trillion in assets under administration. For more information, go to
Team and Department (Investor Services) Summary:
The Commercial Manager will work within ANZ Solutions Group which forms part of the wider Product Department. The Solutions Group is primarily responsible for Complex Deal Management (including key RFP RFIs), New Product Solutions, Commercial Management, Client Negotiations and Pricing. The Solutions Group comprises 4-5 persons. This group sits within WSS Product (ANZ) which is ultimately accountable for the strategic positioning, financial management and development of the business. The Product Team reports locally to the CEO (Mark Kelley) and offshore to the regional head of Investor Services Product (Roger Harrold). Investor Services Product Executive reports to Head of Investor Services Product ANZ.
Position Summary:
The Commercial Manager will be a core part of the Solutions Group, supporting Product Solutions Complex Deal Management Teams across commercial modeling, PL and deal management, business cases, pricing and contractual analysis together with commercial negotiations and associated client management.
Key Accountabilities/Major Responsibilities:
- Commercial Modelling Business Case Analysis - working with core stakeholders to develop appropriate commercial models and business cases, including deriving detailed revenue and costing sensitivity analysis, NPV. This includes production and presentation of business case recommendations to local offshore senior management teams.
- Pricing - working with our local HK WSS pricing teams in developing pricing and deal models, in association with our relationship management sales teams. This also includes supporting applicable stakeholders in deriving applicable information on new deals/bids (including RFI RFPs) - to assist towards beuilding out appropriate pricing fee models.
- Deals proposals - in conjunction with our sales and relationship management teams - producing, aswell as overseeing the production of Commercial Deals and/or Proposals/Bids on any new business initiative, as applicable. This includes providing specific commercial support to the Complex Deal and Solutions Teams
- Client Engagement Commercial Negotiations - engaging with our clients and prospects with confidence across our core value proposition services within applicable remit of Commercials Deals and/or Proposals. Facilitating our clients or prospects understand of our commercial proposition and support (and lead as applicable) key client negotiations
- Contractual Analysis - from a business/commercial perspective - supporting our key client facing teams in contractual analysis negotiations from a business and Product perspective
- Teamwork Senior Executive/Stakeholders management - working in a professional team fashion with other areas of the business; including colleagues, managers and senior executives within WSS, both locally globally - demonstrating good team work, confidence with stakeholders and high standards of professionalism and collegiateness
Skills
Knowledge and Experience Required:
Mandatory:
- 10 years+ Commercial management experience; preferably in banking /or wholesale financial services
- Wholesale financial experience in at least 2 key business disciplines (Commercials, Finance, Business Development, Product, Sales, Projects or Relationship Management)
- Contractual Analysis Management;
- Senior Stakeholder Management;
- PL/Commercial/Financial management ownership;
- Deal or Bid Management;
- Client Management Negotiations
Advantageous:
- 5 years+ transactional management experience
- Project management experience
- Understanding of fund management back-office industry
- Team leadership of a small team of senior staff
- Contracts/commercial manager trained
Formal Qualifications:
- Min Degree Level
- Preference Commercial Economics background/trained
Expected Behavioural Competencies:
- Leadership
- Change Agent
- Collegiate/Team Player
- Engaging