As a strategic partner with a long-standing commitment and proven experience, J.P. Morgan takes a consultative approach to working with existing clients and target prospects to assess and address their individual needs.
The Platform Sales team manage all aspects of the overall relationship of clients within of Securities Services business. They also are responsible for developing new relationships with key prospects by creating and implementing relationship strategy and calling plans for a portfolio of existing and new client accounts. The objective of the role is maintain full referencability and retention for key Securities Services clients, putting plans in place to strengthen and develop existing business relationships and to lead new business development opportunities in line with the existing strategy and policy. Each Sales Manager has responsibility for achieving individual incremental and new growth targets and to cross-sell the broad array of products and services which J.P. Morgan has to offer into that client base. Team members are entrepreneurial and commercial, working across various business functions in the firm to co-ordinate and execute holistic strategies for both existing clients and new prospects. This requires working knowledge of Securities Services and involves exposure to a broad cross section of services, products, risk & control partners and senior management.
The Role: The Platform Sales Manager is responsible for actively managing client strategic relationship and profitability, understanding client needs, increasing prospecting for new clients and developing incremental sales revenue, cultivating and broadening client intimacy, creating strong references and presenting and developing appropriate product solutions. This is done in accordance with client retention and incremental sales plans.
A Sales Manager supports the firm's sales strategy and works in collaboration with areas such as client service management, product management, operations, technology, risk, credit and legal to optimize product and service delivery. They act as a principal point of contact with the client as a window into J.P. Morgan and on day to day commercial and contractual issues and must act as their advocate within the firm. A strong history of building internal and external strategic selling networks will be key to your success. You must be a master of all aspects of direct selling (including virtual) including developing relationships for lead generation. In addition, you will be responsible for establishing solid partnerships with other JPMorgan Chase businesses in your region to identify and close cross-sell corporate card opportunities.
Principal Duties & Responsibilities: Client responsibilities
Assuming full responsibility for managing all aspects of the client relationship
Identifying opportunities to increase revenue through product development and cross selling CIB products maintaining and growing the existing book
Ownership of all Legal & commercial negotiation under supervision of Lead Sales Manager
Maintain good relations with key client stakeholders setting up regular One to Ones
In depth knowledge of the client's business strategies and objectives, ensuring wherever possible that J.P. Morgan contributes in the fulfilment of those objectives
Briefing notes preparation working with global colleagues to pull together global view of relationships where appropriate
Ensure Client coverage and adherence to Sales Plan as articulated in the Sales Playbook
Maintenance of Strategy Documents
Be client advocate internally within the business and help them connect the dots
Helping with identifying new revenue opportunities
Complete all Client Administration e.g KYC/AML documents
Contributing directly to the line of business revenue targets through growth across client portfolio
Review Prospect names and build out prospect engagement plan
Develop strategy for prospect penetration including researching the names thoroughly
Create sales plans, playbooks and calling schedules
Prepare presentation decks
Cold call as appropriate to get initial meetings in the diary
Work with other bank partners across LOBs to seek an introduction to prospect
Management of Client Financials including close monitoring of run rates and liaison with Business Management and Product Controllers
Use of MY revenue tool and creating revenue estimates and projections and pulling global report
Ownership of all team SCRIBE deals ensure approval and forecast management, where relevant presenting deals in New Deal Approval Forum
Creation of revenue forecasts and pipeline management
Monitoring quarter-end Cash balances and liaison with Client PM's and Head of Cash Management to have balances at appropriate levels
Support other sales managers within your team
Analysis of PnL and other relationship metrics using CRM Tools
Presenting Deal Value proposition to internal stakeholders
Become the secondary Sales coverage for key franchise clients
Working on inflight deals supporting UK, Lux & Ireland Leads but also managing the lifecycle of your own deals including KYC/AML
Work with the client stakeholders as well as with the internal virtual global client team
Ownership of remediation's for clients
Liaison with Client Service, Product Partners, Operations & Tech on the Portfolio of clients
Deck preparation and design
Review of Foundation Deck Materials
Assist with events co-ordination and Events plan for the year
Keep up to date with industry news on a daily basis
Working with Client Service Management, Product Management & Operations Groups to assist in driving product development and addressing product gap
Working with internal product partners to solution non-standard opportunities
Attend Market events where appropriate
Relationship Building - Ability to develop and build strong relationships with clients and internal stakeholders. Ability to influence those outside of direct management control.
Communication - Strong ability to effectively communicate (oral and written) with multiple levels of the organization (internally and externally)
Problem Solving - Ability to identify a problems root cause and drive to resolution. Ability to direct escalations and ensure follow through.
Business Acumen - Ability to understand the overarching Platform Sales business environment both internally and externally. Ability to drive business results in alignment with strategic objectives. Ability to drive and manage process and controls
Other Key Competencies include: change management, process management, strategic leadership, consultancy, delegation, interviewing, exceptional presentation skills,
Drives for results
Mobilises internal and external networks and resources
Thinks strategically and anticipates consequences
Develops capabilities of self and others
Excellent verbal and written communications skills
Excellent influencing and listening skills.
Strong selling and negotiation skills
Strong presentation skills and client 'presence'
Strong PC skills (proficient knowledge of MS Outlook, Word, Excel, and PowerPoint
Available for travel (at least 25%)
Proven sales record preferred or previous roles with a client facing component
Experience in sales & relationship management function within a financial services organisation
Strong people and interpersonal skills and experience
Direct relevant market client segment (Asset Managers/Asset Owners) and Securities Services product experience preferred
Deliver Results - Individually and as a Team
Foster existing client relationships - Individually and as a Team
Partner with colleagues across Platform Sales and Securities Services at all levels of management