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CIB - Investor Services - Sales & Client Relationship Manager - Executive Director

Req #: 170098994
Location: Sydney, NSW, AU
Job Category: Relationship Management/Sales
Potential Referral Amount: 8000 Australian Dollar (AUD)
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.

J.P. Morgan Investor Services (IS) is a premier securities servicing provider that helps asset owners and asset managers optimize efficiency, mitigate risk and enhance revenue. The Investor Services Sales Team is responsible for driving and executing the sales segment strategy, leveraging the firm's broader product capabilities where appropriate, identifying and marketing new clients/business opportunities and managing the associated sales and tender process.

This role specifically focuses on the Superannuation and Asset Owner segments.

Your responsibilities will include:
  • Developing business opportunities with existing and prospective clients within the assigned target segment through diligent account planning and needs analyses.
  • Leading the sales process from start to finish for prospective clients, from opportunity/lead generation, to pitching products and solutions, proposal (RFP) completion, deal pricing and legal contract negotiations, through to deal closure. 
  • Being the ongoing principal point of contact to clients for sales/new products, commercial and contractual issues.
  • Building strong value propositions based on approved product capabilities that establish or deepen relationships and enhance the client’s experience with and/or perception of JPMorgan.
  • Providing clients/prospects with thought leadership on latest industry news, market developments and issues, regulatory changes.
  • Working closely with product and pricing teams on new deals as well as overall providing market intel for product pricing strategy.
  • Acting as the KYC owner for the assigned client portfolio , including onboarding clients and their products, in accordance with all AML/KYC policies and procedures
  • Working collaboratively with areas such as client service, product, operations, technology, risk, credit, legal, and marketing to deliver the optimal client experience.
  • Keeping abreast of changes in the market and participating in industry forums and conferences to ensure market visibility for the J.P.Morgan franchise, and actively networking and leveraging information gathered, such as ACSA and FSC.
  • Leading regular trading services updates for FX and Securities Lending to existing clients and looking at opportunities to add value and optimise the overall services.
  • Mentoring of junior employees.
To be successful, you will need:
  • A tertiary qualification in a relevant discipline or equivalent experience.
  • At least seven years of relevant sales or relationship management experience in financial services. 
  • A proven track record of revenue generation from new and existing customers within the financial services industry.
  • Broad knowledge of financial markets, products and services.
  • Previous experience with sales and marketing of complex solutions.
  • A demonstrated ability to mobilise and lead diverse teams (internal and external) towards a common goal.
  • Excellent presenting, influencing and negotiation skills.
We are open to conversations about flexible working for this position. This could range from ad hoc flexibility in a full time position to a more formal Flexible Work Arrangement.


  

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