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Treasury Services - Sales Account Manager - TMT - Vice President

Req #: 170093192
Location: Los Angeles, CA, US
Job Category: Sales/Trading/Research
Job Description:

J.P. Morgan’s Treasury Services (TS) business is one of the world’s largest providers of cash management, trade, liquidity and escrow services that help resolve the working capital and efficiency challenges facing treasury professionals.  TS is essential to clients and the firm, providing value-added solutions and services to clients, a source of liquidity for the firm and steady revenue and earnings growth for the business and its shareholders.  More than 135,000 corporations, financial institutions, governments and municipalities in more than 180 countries and territories entrust their Treasury Services business to J.P. Morgan.

Deal and Client Management
- Jointly manage complex global relationships with TSM (global account plan and calling strategy)
- Create and implement an account plan to identify opportunities to expand relationship thru targeted cross sell
- Provide rigorous project oversight on complex global deals
- Senior relationship escalation point (implementations, service, billing)
- Assist with KYC, pricing and document negotiations

Portfolio Financial Performance & Sales Operations
- Defend existing revenue on well penetrated names
- Ensure full revenue ramp is achieved on new deals
- Achieve sales portfolio goals (new business, portfolio revenue, financial pipeline)
- Maintain up to date pipeline
- Meet Activity metrics (calls, KYC, event goals, etc)
- Drive cross-border deals with global partners in a transparent way (regular updates, strategy calls, etc)

Internal and External Relationships
- Develop proactive relationships with product, implementations, service, Card, Paymentech, Trade RMs
- Drive referenceability of clients

Self Development
- Demonstrate practioner level expertise in TS products
- Complete mandatory learning on time
- Develop Associates and Analysts
- Additional contributions via product teams, industry participation, mentorship, etc.
  • Strong experience selling cash management products, knowledge of such products  (5-7 years industry experience)
  • Clear command of competitors' products, strategies and value propositions
  •  Proficiency in identifying and exploiting supplemental sales opportunities
  • Demonstrated ability to position and close new business
  • Ability to assist in the design, sale and delivery of value-added services
  • Competence in assessing new opportunities/prospecting, contacting key decision makers
  • Strong account planning and demonstrated execution
  • Comprehension of customer's industries, business needs and potential solutions
  • Demonstrated  leader through the ability to motivate others and provide a strategic vision
  • Excellent verbal and communication skills
  • Strong ability to influence and negotiation skills 
  • Second language fluency preferred but not required
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