MNC & Corporate Sales Manager (Vice President) 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 MNC and Corporate Sales Manager plays a critical role in developing and executing the TS sales strategy (inbound/outbound) for both the Local Corporate and MNC segment in Australia and NZ. The Sales Manager is 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.
This role is focused on selling the entire product suite including cash management, liquidity, trade, cards and technology solutions to MNC and Local Corporate Bank names in Australia and New Zealand.
The Sales Manager will work closely with Corporate Bankers in Australia, as well as Global, Regional and Local TS Sales personnel based outside of Australia NZ.
The position is based in Melbourne and reports in to the Head of Corporate Cash and Trade Sales - 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 Institutional Bank to leverage existing relationships and ensure the overall approach is aligned with the Institutional 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 cold 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 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 and executing repricing exercises
- Providing backup sales relationship management 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 / OLFAC, sales reporting, and continuing professional development
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 (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 without a lot of interpersonal support