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Asset Management, US Institutional Client Advisor, MD, West Coast

Req #: 170043720
Location: San Francisco, CA, US
Job Category: Asset Management
Potential Referral Amount: US Dollar (USD)

JPMorgan Chase & Co. is a leading global financial services firm with assets of more than $2.4 trillion, over 240,000 employees and operations in over 60 countries. It operates across four business segments including Asset & Wealth Management, Corporate and Investment Banking, Commercial Banking and Consumer and Community Banking.

J.P. Morgan Asset & Wealth Management, is a global leader in investment and wealth management. Its clients include institutions, high-net-worth individuals and retail investors in every major market throughout the world. The division offers investment management across all major asset classes including equities, fixed income, alternatives, multi-asset and money market funds. For individual investors, the business also provides retirement products and services, brokerage and banking services including trusts and estates, loans, mortgages and deposits.

Asset Management is a leading investment manager of choice for institutions, financial intermediaries and individual investors, worldwide. With a heritage of more than two centuries, a broad range of core and alternative strategies, and investment professionals operating in every major world market, we offer investment experience and insight that few other firms can match.

Role Overview

In this role, you will be accountable to own a set of client relationships and sales metrics. You will drive an advisory and sales effort to organically grow the business by providing innovative thought leadership and executing on a progressive strategy for a sophisticated institutional client base.  In addition, you will be responsible to:

  • Drive YOY growth by executing sales solution strategies, identifying opportunities to build new client relationships and deepening existing client relationships, and initiating successful programs targeting specific client needs.
    • Ensure disciplined territory management
    • Generate results and focus on increasing and retaining the firm's assets
    • Retain and defend existing business
    • Grow relationships with existing clients
  • Develop strategic partnerships with clients at the most senior decision maker (CIO) by influencing and building close personal relationships at client firms
    • Achieve first call status with clients and maximize JPM opportunities
    • Identify, develop and close new business opportunities 
    • Maintain in-depth knowledge of key clients
    • Initiate and encourage broad and direct relationships across product /client service areas
  • Actively participate in major industry associations/conferences and develop key role as a market influencer and trend-setter
    • Distinguish yourself  from the competition and leave a strong, positive impression of JPMAM
    • Display integrity and trust in all client relationships and in the marketplace
  • Develop and maintain personal relationships with key decision makers, gatekeepers and centers of influence, as well as build well-coordinated partnership with internal colleagues
    • Balance team and functional needs
    • Develop targeted/specific marketing and sales ideas and presentations in partnership with marketing and other sales support teams
    • Efficiently use firm resources, appropriately leveraging the firm's relationships and openly sharing with peers, colleagues, etc.
    • Lead and leverage Portfolio Manager, Consultant Advisor and Client Service Manager (CSM) Create client/market demand, and proactively respond to consultant led searches
  • Develop and mentor junior staff members
    • Leverage and involve team member on stretch assignments
  • 7+ years sales, preferably with institutional clients and investment management, and with proven sales leadership
  • Sustained track record of building, developing and growing client relationships
  • Capital Markets: Demonstrates & applies knowledge of the global economy, financial markets & the political landscape
    • Deep penetration of the marketplace
    • Ability to position and differentiate our products against competitor firms and their Investment products & processes, as well as service platforms
  • Product Knowledge: Expert understanding of our product range & positioning within the competitive landscape
    • Deep knowledge of the Investments, preferably alternatives, pension finance, investments, fixed-income markets, equities, international, real estate, private equities, defined contribution and the state of the industry and any other pertinent topics
    • Ability to influence product development, pricing, position and competitive analysis
  • Client Understanding: Deep understanding of the client's strategic issues, risks & objectives
    • Demonstrated ability to deliver decisive and insightful solutions through an integrated strategy and initiatives
    • Excellent internal and external influencing and relationship building capabilities
    • Proven track record running client relationships with complex and multiple product offerings
  • Professional Competence: Skilled to best represent & deliver the firm
    • Work effectively within a large, complex and matrixed organization across and within teams
    • Effective communication across product sales team and proactively partners and leverages each team member, CPM, and other partners
    • Lead, develop and coach senior Client Advisors and junior staff members.
  • Required: Series 7, 63, 3; will be required right away and no later than three months of hire
  • Undergraduate degree; advanced degree preferred
  • CFA preferred
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