Head of Financial Institutions Group Sales — Australia & New Zealand (Executive Director) recruitment
Department Summary:
JPMorgan Chase Co is a global financial services powerhouse with assets of US$1.3 trillion and operations in more than 50 countries. The firm is a leader in investment banking, financial services for consumers, small business and commercial banking, financial transaction processing, asset and wealth management, and private equity.
Treasury Securities Services (TSS) provides a wide range of transaction, investment and information services that support the needs of small businesses, middle market companies, large corporations, governments, municipalities, financial institutions and institutional investors. Trillions of dollars in cash and securities flow around the world daily as these clients conduct business, and JPMorgan Chase is a key facilitator of that monetary flow through TSS' two divisions: Treasury Services (TS) and Worldwide Securities Services (WSS).
Treasury Services (TS) -- the world's largest cash management provider -- moves, concentrates and invests client money, and provides trade finance and logistics solutions. TS products include payments, collections, trade finance, investments, and information services that help companies manage working capital and liquidity. The business, which operates in 41 countries, is the world's largest U.S. dollar clearer, processing an average of $3.2 trillion in fund transfers each day.
Position Summary:
The Financial Institutions Sales Manager plays a critical role in developing and executing the TS sales strategy (inbound/outbound) for both the FI and NBFI segments in Australia and NZ. This is a critical role with people management and financial accountability. The Financial Institutions Sales Manager will be accountable for driving TS financial goals from existing and prospective clients, working closely with Corporate Bankers in Australia, as well as Global, Regional and Local TS Sales personnel based outside of Australia NZ.
The position can be based in either Sydney or Melbourne and reports in to the TS Country Executive locally and the TS APAC Sales Executive regionally.
Key Accountabilities/Major Responsibilities:
- Own and deliver against TS Financial Institutions Cash Management financial targets for Australia and New Zealand
- Assist the TS Country Head to drive the local product agenda based on client requirements and local sector strategies
- Build and maintain relationship with Regional Sales Head ensuring global and regional sales and client account plans are locally executed
- Ensure core disciplines around pipeline management, including proactive management of conversion cycles and revenue ramp up, conducting weekly sales meetings, local deal reviews, pipeline analysis and reporting
- Maintain strong relationships with existing FI clients, working in close partnership with the Corporate Bank and Investment Bank (IB) in order to continually grow existing portfolio and generate leads so as to maximise cross-sell of TS products and bundled solutions
- Conduct regular cross functional reviews with peers in Client Service and Operations (locally and regionally) to ensure coordinated management of client relationships
- Promote the TS business in the broader marketplace including press interviews and managing client events such as coordination of regular Economic Forums in Sydney, Melbourne and New Zealand
- Ensure strong Sales Risk Management compliance (KYC, Reputational Risk) and adherence to client relevant Audit, Credit, Compliance and Risk policies
- Participate in regular TS Management Meetings and Talent Reviews
- Promote the needs of Australian and New Zealand clients with local and regional product partners
Skills
General Knowledge and Experience Required:
- Previous experience managing a sales team in a complex matrix organisation (Critical)
- Detailed knowledge of high value clearing flows, in particular USD clearing, account structures and liquidity management (Critical)
- Sound working knowledge of credit related products including trade finance and FX products (Critical)
- Minimum of 10 years experience in new business development and/or relationship management at a senior level
- Strong middle level and senior client contacts with financial institutions operating in Australia and New Zealand (Critical)
Formal Qualifications:
- Relevant Tertiary Qualifications (Preferable).
Competencies:
- Proven Sales Management track record
- People and business management skills
- Client advocacy and relationship building experience
- Strong communications and presentation skills
- Strategic, decisive and can execute
- Team player