CIB-GCB-North America Multinational Corporations-Treasury Sales Officer Lead, Executive Director
Req #: 200015583_4
Location: San Francisco, CA, US
Job Category: Relationship Management/Sales
J.P. Morgan's Corporate & Investment Bank is a global leader across banking, markets and investor services. The world's most important corporations, governments and institutions entrust us with their business in more than 100 countries. The Corporate & Investment Bank provides strategic advice, raises capital, manages risk and extends liquidity in markets around the world.
The Multinational ("MNC") team within the Global Corporate Bank manages J.P. Morgan's overall relationships with North American subsidiaries of large corporations headquartered outside the United States, to solve problems for clients and help them to grow. We help our clients meet their objectives and challenges in financing, risk management, working capital, cash management, trade services (including commercial and standby LCs) and investments. Clients benefit from dedicated coverage provided by experienced Corporate Bankers and Treasury Service Managers, who deliver the firm's extensive product platform and presence in North America. We leverage the capital strength of JPMorgan Chase and extend credit to help clients grow their business.
This role is for the Head of North America GCB MNC Treasury Services Sales. This is a dual role to lead the North America MNC TS Sales team, in addition to covering a portfolio of non-US headquartered clients. As a sales lead, you will be responsible for driving team strategy and product engagement across the group, in addition to covering clients and being responsible for developing business from under penetrated clients/prospects while retaining existing business with current clients. The Treasury Sales Managers are expected to build pipeline and achieve new business sales goals through effective account planning, strong relationships and implementation of sophisticated selling strategies. As team lead, key responsibilities include coaching, mentoring, strategizing and driving the new sales efforts of the group to deliver revenue-generating success.
The core responsibilities of this position include:
Working in partnership with GCB bankers to develop new profitable business from prospective clients; developing strategic account plans and executing them
Deepening and growing existing market relationships
Managing client visitation and contact; understanding clients' business goals, environments, strategies, and industry trends to better determine their requirements and identify potential new business opportunities for JP Morgan Treasury Services via appropriate solution(s); tradition cash management, trade, International, liquidity and commercial card.
Understanding the competitions' capabilities and gaps, and how to position JP Morgan Treasury Services
Promoting sales through frequent client meetings and discussions covering new products, market and industry developments. Client meetings with Treasury Sales Managers plus independent client base required, requiring travel flexibility.
Managing proposal writing and the entire sales process
Developing and enhancing in-depth client knowledge and sharing it with the client coverage team for both new business development and management of client risk
Working closely with the coverage team to drive efforts to expand existing business with current clients, providing feedback to product managers and generating cross-sell opportunities by maintaining strong working relationships with other JP Morgan lines of business
Engage JP Morgan Treasury Services sales, bankers and clients at senior and strategic levels to provide integrated treasury solutions within a consultative and client driven framework
Create strategic dialogues around key client-centric issues, incorporating best practices, benchmarking, opportunity quantification and solution positioning
Partner with internal product, implementation and client service stakeholders when representing the client perspective in the development/evolution of complex products and solutions
Deliver thought leadership to the market, prospects and clients on the working capital solutions at client roundtables, industry conferences, webinars, articles, etc.
Deliver an internal business-wide understanding of the sales strategy of the MNC TS business, through coordination with global sales partners and product executives, at offsites, town halls and leadership meetings.
Execute against a clear set of engagement principles that ensures consulting resources are mapped against the largest revenue opportunities within Treasury Services
Possesses knowledge and understanding of Treasury Services products, credit process, overdraft management discipline, and pricing philosophy
Possesses a minimum of 5+ years of US cash management, sales and relationship management experience
Experience of managing direct reports (a plus)
Bachelor's degree or equivalent
Ability to drive and lead a deal team and sales organizations in the design, sale and delivery of value-added services
Competence in assessing new opportunities/prospecting, contacting key decision makers
Strong account planning and demonstrated execution
Comprehension of customer's industries, business needs and potential solutions
Strong creative solution and problem solving skills
Strong teamwork skills, with ability to mentor and inspire exceptional team-wide performance
Strong ability to influence and negotiation skills
Excellent verbal and communication skills
Proven ability to build and develop relationships
Superb attention to detail and time management skills
Possesses ability to devise and execute training programs, workshops and offsite agendas
Understanding of Compliance and KYC processes
Demonstrates cultural sensitivity and awareness
Association for Financial Professionals (AFP) - Certified Treasury Professional Designation (a plus)
Bilingual (a plus)
Jpmorgan Chase & Co.