CIB - EMEA Sales & Marketing - Investor Services - Relationship & Sales Manager, SSA – VP, Johannesburg, South Africa
About J.P. Morgan
J.P. Morgan is a leading global financial services firm with assets of $2.1 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. Information about J.P. Morgan is available at www.jpmorganchase.com.
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 $16.1 trillion in assets under custody and $6.7 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.
Relationship Management & 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.
The Relationship Management & Sales Group 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 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 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 Relationship & Sales Manager has responsibility for achieving individual incremental and new growth targets and to cross-sell the broad array of products and services which JPMorgan has to offer into that client base. The team is mainly focused on: protecting the firm, raise commercial awareness, new/incremental business development as well as product delivery.
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.
Key Responsibilities: Relationship & Sales Manager, SSA region
Strategic account planning and execution of opportunities
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 the Bank will be required to create a holistic client plan that includes services outside Investor Services
Create and execute strategic prospect account plans to successfully attract new 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..
Identification of opportunity and influencing partners to drive solutions
Ability to engage senior staff and key decision makers within SSA based Central Banks, Sovereign wealth funds, Pensions, and Financial institutions 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 Investor services and Public Sector strategy and share with product partners.
Development of close client relationships
Build relationships 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 SSA franchise
Develop initiatives to build profile both internally and externally demonstrating our creativity and innovative solutions for SSA based investment organisations.
Work closely with Risk and Compliance
To include the maintenance of KYC/AML, collation of relevant documentation and accountability for client adherence to Legal and Compliance requirements
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
• Proven track record in managing institutional client relationships and related profitability,
• Track record in cross selling and growing a client or business
• Experience in creating/maintaining close working relationships with clients at senior levels
• Good working knowledge of Investor Services product suite relating to Public Sector – Fund accounting, custody, securities lending, FX, cash management and collateral management. An understanding of Markets products that are used by such organisations will be an advantage.
• 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
• You will be able to discuss, in detail, your knowledge of securities services and related Bank products including how to price them against key competitor's offering
• You will be able 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 of 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.