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CIB - EMEA Sales & Marketing - Investor Services Sales - Associate

Req #: 180038653
Location: London, ENG, UK
Job Category: Relationship Management/Sales
Potential Referral Amount: 3500 Pound Sterling (GBP)
About Investor Services

J.P. Morgan Investor Services (IS) is a premier securities servicing provider that helps institutional investors, alternative asset managers, broker dealers and equity issuers optimise efficiency, mitigate risk and enhance revenue. IS leverages the firm’s global scale, leading technology and deep industry expertise to service investments around the world. It has $20 trillion in assets under custody and over $9 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 100 markets to help clients optimise 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 takes a consultative approach to working with clients to assess and address their individual needs.

J.P. Morgan continues to solidify its leadership position by consistently receiving awards and top ranking in industry surveys.

Sales Team Overview
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.

Sales team is responsible for managing all aspects of the overall relationship with customers of Investor Services as well as developing new relationships with key prospects.  The senior client relationship and sales manager has overall responsibility for 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 existing key IS 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 sales targets and to sell the broad array of products and services which JPMorgan has to offer into that client and prospect base.

Team members are entrepreneurial and commercial, working across both Investor Services and Markets businesses to co-ordinate and execute holistic strategies for both clients and prospects. This requires working knowledge of a wholesale banking services and involves exposure to a broad cross section of services, colleagues and senior management.  

  • Create and sustain board level relationships with clients and prospects
  • Act as role model re strategic account planning and execution of opportunities
  • Create need with prospects and clients
  • To involve the creation and execution of long term client plans to manage profitability, initiate and close cross-sell opportunities and maintain high customer satisfaction levels
    Collaboration with client facing colleagues across  JPM CIB, and other areas of the firm, and will be required to create a holistic client plan that includes services outside Investor Services, and co-operate very well with other CIB areas like CIB Markets and GCB
  • Create and execute strategic prospect account plans to successfully attract new approved clients to Investor Services;  driving a deep understanding of key decision makers,  buying criteria for change, portfolio structure and investment strategy, assessment of viable products / solutions as well as understanding and leveraging existing relationship channels across or outside the CIB.      
  • Be able to operate independently at this level both internally and externally, i.e. to be able to close deals on their own.
  • Identification of opportunity and influencing partners to drive solutions
  • Ability to engage senior staff and key decision makers within (And beyond) the UK market to determine strategy and establish how we can offer solutions to help them reduce risk and gain operational efficiencies.
  • Influencing skills are required with both clients and internal product partners
  • Feed client demands, trends and buying behaviour into the wider global client strategy and share with product partners.
 
Development of close client relationships
  • Build strategic partnerships where clients share all their concerns and priorities early in their thought process so that we are given opportunity with new requirements and do not receive unexpected news. View the client as a Partner to the firm demonstrating proactive engagement at all times.
  • Build the profile of our UK franchise
  • Develop initiatives to build profile both internally and externally demonstrating our creativity and innovative solutions for UK clients and prospects.
  • Manage risk appropriately
  • Work closely with Risk and Compliance, and support general Sales in those activities if required
  • To include the maintenance of KYC/AML, collation of relevant documentation and accountability for client adherence to Legal and Compliance requirements
  • Lead and participate in pitches for new business
  • Ability to be seen as the prospect’s senior advocate within the Bank with ability to influence and get results
Qualifications
  • Proven track record in managing franchise institutional client relationships and related profitability in the EMEA region
  • Track record in cross selling and growing a client or business
  • Experience in creating/maintaining close working relationships with clients at senior levels
  • Excellent working knowledge of Investor Services product suite relating to IS market  – Global Custody, fund accounting, securities lending, FX, cash management, outsourcing, clearing and collateral management.
  • Solid Financial Services Industry Knowledge including finance, risk management, client services, sales and operations
  • Experience in maintaining close working relationships with sales teams, client services, operations, Legal, Credit and Risk and Product Management to deliver both sales and customer satisfaction
  • Solid understanding of changing regulatory environment , IS industry network and profile
  • An ability to discuss, in detail, knowledge of securities services and related Bank products including how to price them against key competitor's offering
  • An ability to discuss your experiences actively generating innovative solutions to meet clients’ needs
  • You can demonstrate how you have used your communication skills and commercial acumen to influence the COO / Operations Director, and other Board members, key decision makers at the client
 
About J.P. Morgan’s Corporate & Investment Bank
 
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. With $18 trillion of assets under custody and $393 billion in deposits, the Corporate & Investment Bank provides strategic advice, raises capital, manages risk and extends liquidity in markets around the world.  Further information about J.P. Morgan is available at www.jpmorgan.com
 
JPMorgan Chase & Co. offers an exceptional benefits program and a highly competitive compensation package. JPMorgan Chase & Co. is an Equal Opportunity Employer.
 
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