Global Sales & Marketing - Platform Sales Manager, Securities Services - Executive Director - Abu Dhabi

Global Sales & Marketing - Platform Sales Manager, Securities Services - Executive Director - Abu Dhabi

JP Morgan Chase & Co.
Not Specified
Not Specified

Job Description

Job Description :

About J.P. Morgan Chase
JPMorgan Chase is a leading global financial services firm with assets of $2.7trillion and operations in more than 60 countries. The firm is a leader in investment banking, financial services for consumers, small business and commercial banking, financial transaction processing, asset management and private equity. Information about JPMorgan Chase is available at
JPMorgan Chase operates through four distinct lines of business (CIB, AWM, CB and CCB) with one common goal: serving our customers. The J.P. Morgan Corporate & Investment Bank (CIB) is constituted from variety of whole-sale business. It offers world-class custodial and asset administration services, as well as provides strategic advice, raises capital, manages risk and extends liquidity in markets around the world. The world's most important corporations, governments and institutions entrust us with their business. The Corporate & Investment Bank (CIB) is a global leader across banking, markets and securities services.
Our business
J.P. Morgan Securities Services being operated under CIB 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. Securities Services leverages the firm's global scale, leading technology and deep industry expertise to service investments around the world. It has $31 trillion in assets under custody and $10.8 trillion in funds under administration.
We provide innovative custody, fund accounting and administration and securities services to the world's largest institutional investors, alternative asset managers and debt and equity issuers. We leverage our scale and capabilities in 98 markets to help clients optimize efficiency, mitigate risk and enhance revenue through a broad range of investor services as well as securities clearance, collateral management and alternative investment services. As a strategic partner with a long-standing commitment and proven experience, J.P. Morgan Securities Services takes a consultative approach to working with clients to assess and address their individual needs.
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
To be based in Abu Dhabi, the role will cover key franchise names in the UAE, Qatar and prospect opportunities in Central and Eastern Europe. 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

Prospect Responsibilities
  • 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

Financial responsibilities
  • 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

Other responsibilities
  • Become the secondary Sales coverage for key franchise clients
  • 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
  • RFP assistance
  • 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

Essential requirements
  • Proven sales record preferred or previous roles with a client facing component
  • Prior experience in sales & relationship management function within a financial services organisation
  • Direct relevant market client segment (Asset Managers/Asset Owners) and Securities Services product experience preferred
  • Effective people and interpersonal skills and experience
  • Educated to Degree level or equivalent

  • High integrity and drives for results - Individually and as a Team
  • Relationship Building - Ability to develop and build strong relationships with clients and internal stakeholders. Ability to influence those outside of direct management control.
  • Foster existing client relationships - Individually and as a Team
  • Communication - 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, adhere to policies and procedure.Manage Control Environment
  • Mobilises internal and external networks and resources.
  • Partner with colleagues across Platform Sales and Securities Services at all levels of management
  • Thinks strategically and anticipates consequences.
  • Develops capabilities of self and others.
  • Excellent verbal and written communications skills.
  • Excellent influencing and listening skills, combined with confidentselling and negotiation skills.
  • Impactful presentation skills and client presence.
  • Proficient knowledge of MS Outlook, Word, Excel, and PowerPoint.
  • Available totravel (at least 25%)

Job Details

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J.P. Morgan is a global leader in financial services, providing strategic advice and products to the world's most prominent corporations, governments, wealthy individuals and institutional investors. Our first-class business in a first-class way approach to serving clients drives everything we do. We strive to build trusted, long-term partnerships to help our clients achieve their business objectives. We recognize that our people are our strength and the diverse talents they bring to our global workforce are directly linked to our success. We are an equal opportunity employer and place a high value on diversity and inclusion at our company. We do not discriminate on the basis of any protected attribute, including race, religion, color, national origin, gender, sexual orientation, gender identity, gender expression, age, marital or veteran status, pregnancy or disability, or any other basis protected under applicable law. In accordance with applicable law, we make reasonable accommodations for applicants' and employees' religious practices and beliefs, as well as any mental health or physical disability needs.

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