CIB – Agency Lending Sales Specialist, Asia - HK
About J.P. Morgan’s Corporate & Investment Bank
J.P. Morgan Corporate & Investment Bank possesses all the best-in-class and global elements required to effectively serve our clients into the future.
The Corporate & Investment Bank leads transactions aimed at helping our clients succeed. The support we provide clients ripples through the economy, creating jobs and providing financing for growth and investment domestically and across the globe.
With our breadth of capabilities in Banking, Markets and Investor Services, we provide best-in-class services to companies, governments and institutions globally. Our scale, global presence and balance sheet strength allow us to make markets when others are unable to do so, provide liquidity in tough market conditions and maintain safe custody of client assets through volatile markets.
About J.P. Morgan Investor Services
J.P. Morgan Investor Services (IS) is a premier securities servicing provider that helps institutional investors, sovereigns and central banks, alternative asset managers, broker dealers and equity issuers optimize efficiency, mitigate risk and enhance revenue. With $22 trillion in assets under custody, Investor Services leverages the firm's global scale, leading technology and deep industry expertise to service investments around the world.
Summary of Main Responsibilities
The Agency Lending (AL) sales organisation is responsible for selling Agency Lending services to a diverse range of customers including Sovereign Wealth Funds, Central Banks, Pension Funds, Insurance Companies and Asset Managers who are looking to enhance the intrinsic value of a portfolio of securities by producing alpha or income which can be used to increase a portfolio’s return and/or offset expenses.
The AL Sales Specialist lead will be responsible for:
Delivering a specific target of annualised sales from AL opportunities in the Asia region
Identifying and developing target markets and clients to meet new sales targets and progress the AL business development agenda in Asia
Managing existing JPM AL clients to build strategic partnerships and win new business opportunities
Defining a clear sales strategy and segmented target list for AL in the Asia region supported by market data
Working with internal product partners to solution non-standard opportunities
Producing and presenting AL education sessions to existing and prospect clients
Developing marketing strategies in partnership with the marketing teams and broader IS organisation
Representing JPM at internal and external forums and industry events
Competencies (Knowledge / Skills/Experience)
Detailed understanding and knowledge at a technical level of Agent Lending services provided by Custodial banks
High proficiency and technical knowledge of securities financing, OTC derivatives, collateral management and clearing
Industry expertise and knowledge of market dynamics for Securities Lending and Repo markets
Broad understanding of IS products including Custody, Funds Services, Collateral Mgt & Liquidity
Skills & Profile
Proven sales and client management skills with a track record of delivering sales targets
Experienced client facing individual from the securities financing industry (securities lending, repo financing, OTC derivatives)
Excellent interpersonal skills
Articulate in both written & verbal communication
Ability to interface effectively at all levels of the organisation
Highly competent at influencing and negotiating
Ability to think through complex scenarios to deliver simple solutions
Ability to remain composed under pressure working to tight timeframes
English speaking with Mandarin language skills an advantage
5 years plus AL sales experience
5 years plus in Securities Financing industry
Proven track record in meeting sales targets
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