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Treasury Services Sales Industry Solutions Specialist/Executive Director (Healthcare) – Phoenix, AZ; Los Angeles, CA; Chicago, IL; or New York, NY

Req #: 180019032_3
Location: New York, NY, US
Job Category: Relationship Management/Sales
Potential Referral Amount: 0 US Dollar (USD)

JPMorgan Chase Overview

JPMorgan Chase is a leading global financial services firm with assets of $2.3 trillion 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.


Commercial Banking Overview

Commercial Banking offers clients the convenience and vast banking network of Chase, combined with the thought leadership and global financial capabilities of J.P. Morgan. We deliver extensive industry knowledge, local expertise and dedicated service to more than 24,000 clients, including corporations, municipalities, financial institutions and not-for-profit organizations with annual revenue generally ranging from $20 million to $2 billion. We offer a comprehensive set of financial products and services including credit, equipment finance, real estate finance, treasury services and provide clients with access to the investment services of J.P. Morgan.


Commercial Banking Treasury Service

Treasury Services (TS) delivers cash management, trade, liquidity and commercial card capabilities that resolve the working capital and efficiency challenges treasury professionals face today. Our TS platform is recognized as among the best in the industry, and we are committed to investing in a seamless, global operating model that differentiates us in the market. As a leading provider of global treasury management services, we offer innovative ways to save time and money keep pace with our changing industry and deliver a full range of solutions to help clients achieve their Treasury objectives.


The Role

The Treasury Services Industry Solutions Specialist (ISS) is an integral member of the Treasury Services coverage team who contributes to new sales targets and industry growth objectives through the team’s industry specialization agenda. The position has three primary objectives:


1) Serve as an ISS in their area of expertise nationally supporting the sales plans of Treasury Management Officers, Bankers, Industry Managers, and Senior Leadership across the organization through a significant agenda of client and prospect calling efforts

2) Actively support, participate in, and occasionally facilitate strategic treasury consulting engagements in assigned industry 

3) Accountable for industry thought leadership content that addresses current and future trends and challenges faced by practitioners (clients and prospects) in the assigned industry.  Provide ideas for, develop, and deliver a wide variety of thought leadership materials to both internal and external audiences by working with various internal partners in the execution of the firm’s thought leadership agenda adhering to all policies regarding content publication.  This may include speaking at external industry conferences.


The successful candidate will be proactively manage a robust prospect and client calling agenda driven in conjunction with market leadership partners while at the same time remaining focused on ensuring thought leadership activities are moving forward, meeting deadlines, and keeping the firm on the forefront of the knowledge our clients and industry leadership desire and expect from our firm.  This role will also have an opportunity to broaden their industry knowledge beyond the Healthcare sector by learning about the Healthcare industry and growing our practice where these two industries meet for Academic Medical Centers.


The ISS will be part of the Healthcare, Higher Education, and Not-for-Profit (HHN) Industry Solutions Team which is part of the HHN Treasury Sales organization. This group of ISS and Industry Associates (IA) serve their respective industries as the most knowledgeable subject matter experts and contribute in meaningful ways to the growth of J.P. Morgan's HHN focused treasury business.


The HHN segment targets clients across: 

  • Healthcare – Hospitals, Health Systems Large Physician Groups, LTC Facilities, etc.
  • Higher Education –  College and Universities
  • Not For Profits – Social/Human Services, Membership Organization, Foundations, and Cultural Institutions



Position will sell J.P. Morgan Chase's portfolio of TS products and services into the not-for-profit health care industry segment. 


Responsibilities include, but are not limited to:

  • In-depth understanding of health care industry segment including trends and impacts of federal health care reform legislation, and the common healthcare I.T. systems and transaction processors
  • Experience with healthcare revenue cycle and patient accounting processes and best practices
  • Experience across a range of healthcare organizations from hospitals and healthcare systems to specialty clinics and large medical groups
  • Proactively meet with senior stakeholders in identified health care institutions to position JPM value and differentiators prior to RFP release in collaboration with HHN coverage and treasury sales colleagues
  • Develop compelling business case/value proposition for consideration by health care decision makers pre-RFP, highlighting benefits of doing business with JPM
  • Understanding of health care industry procurement processes and requirements
  • Develop market map of priority health care institutions, identify all potential JPM solutions, how they would bring value to the client and update quarterly to reflect calling efforts and sales campaign advances
  • Work as subject matter expert in preparation of RFPs for submission to client (addressing key client issues; stressing relevant JPM strengths; positioning effectively vs. competitive offerings)
  • In-depth understanding of competitive products, services and pricing models to assist in positioning JPM most positively in market as well as providing relevant competitive intelligence to JPM product management
  • Work effectively and collaboratively as selling team member with assigned Treasury Management Officers and Commercial Bank partners as well as Product Management (and other organizational partners in the matrix organizational structure)
  • Develop accurate and timely pipeline and forecast - report information as required
  • Achieve new business revenue objectives
  • Demonstrate excellent written and oral communication skills
  • Demonstrate effective negotiation skills
  • Demonstrate success managing a virtual team where success is achieved through influence vs. direct reporting relationship
  • Sales Territory - United States
  • Travel Requirements - 60%-70% Travel
  • Possesses a minimum of 10+ years of cash management, sales and relationship management experience with strong working relationships w/clients & colleagues
  • Ability to generate ideas, identify and drive the development of new business
  • Demonstrates excellent/strong selling and negotiation skills
  • Demonstrates excellent/strong verbal and written communication skills
  • Possesses strong industry/market expertise
  • Demonstrates strong time management, organizational and planning skills
  • Possesses strategic thinking skills
  • Has the ability to mobilize internal networks and resources
  • Has the ability to use various PC and internet-based systems to manage their business portfolio

The final officer title and job grade is at the discretion of the firm and will be discussed at the time of offer.  It may be different than what is listed on the requisition based on candidate experience level. 

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