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TS Sales Associate (Healthcare, Higher Education, and Not-for-Profit - Industry Specialist Team)

Req #: 180002276_2
Location: New York, NY, US
Job Category: Relationship Management/Sales
Job Description:

JPMorgan Chase Overview

JPMorgan Chase is a leading global financial services firm with assets of $2.3 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.


Commercial Banking Overview

Commercial Banking offers clients the convenience and vast banking network of Chase, combined with the thought leadership and global financial capabilities of J.P. Morgan. We deliver extensive industry knowledge, local expertise and dedicated service to more than 24,000 clients, including corporations, municipalities, financial institutions and not-for-profit

organizations with annual revenue generally ranging from $20 million to $2 billion. We offer a comprehensive set of financial products and services including credit, equipment finance, real estate finance, treasury services and provide clients with access to the investment services of J.P. Morgan.


Commercial Banking Treasury Service

Treasury Services (TS) delivers cash management, trade, liquidity and commercial card capabilities that resolve the working capital and efficiency challenges treasury professionals face today. Our TS platform is recognized as among the best in the industry, and we are committed to investing in a seamless, global operating model that differentiates us in the market. As a leading provider of global treasury management services, we offer innovative ways to save time and money, keep pace with our changing industry and deliver a full range of solutions to help clients achieve their Treasury objectives.


The Role

  • The Treasury Services Industry Associate is an integral member of the Treasury Services coverage team who contributes to new sales targets and industry growth objectives through the team’s industry specialization agenda. The position has two primary objectives: 1) Support Industry Solution Specialists (ISSs) in their calling and research activities, and 2) Support, participate, and occasionally facilitate strategic treasury consulting engagements across all supported industries.  A large focus of this role is the accountability for data extracts and analysis, benchmarking, and building presentation materials in support of ISS client and prospect calling activities inclusive of macro and micro level industry trends.  Learning and understanding industry challenges, payment technology evolution, and other related topics, while ensuring coordination among product partners, ISSs, TMOs, and other internal partners, to develop and support industry content and messaging is critical for success in this role.


    As a member of the team, the Associate plays an integral role by helping to position the firm as the most knowledgeable subject matter experts within the Healthcare, Higher Education, and Not-For-Profit industries.  Furthermore, the Associate’s activities contribute to the business goals of gaining, managing and growing client relationships and revenue across the enterprise.


    This role allows an individual to develop skills over time necessary for a successful career within the firm and to pursue more senior roles within the Treasury Services including, among others, as an ISS, Treasury Management Officer (TMO), Product Sales Specialist (PSS), or Product Manager.


    The Associate will be responsible for supporting a team of Healthcare, Higher Education, and Not-for-Profit (HHN) Industry Solution Specialists (ISS) that serve their respective industries as the most knowledgeable subject matter expert and contribute to the growth of J.P. Morgan's HHN focused treasury business.


    The HHN segment targets clients across: 

    • Healthcare – Hospitals , Health Systems Large Physician Groups, LTC Facilities, etc.
    • Higher Education –  College and Universities
    • Not For Profits – Social/Human Services, Membership Organization, Foundations, and Cultural Institutions

    Primary responsibilities include:

    • Work with the ISSs on client and prospect presentations, including industry research, trends, benchmarking, and related information that positions the firm’s Treasury solutions as ways to solve the organization’s cash management challenges
    • Assist with client and prospect preparations by developing meeting agendas, obtaining data on the existing relationship, pitch books, account plans, and conducting customer and industry research as appropriate
    • Support the creation of thought leadership, case studies, and presentations in conjunction with ISSs
    • Probe and understand clients’ and prospects' Treasury cash management structure and objectives
    • Coordinate with product partners to develop comprehensive Treasury solutions based on industry specialization knowledge in conjunction with the assigned ISS
    • Develop and understand competitors’ products and positioning within the client & market
    • Assist with the positioning and closing of identified opportunities for new business as a result of ISS calling activities through preparation of case studies, white papers and presentations
    • Work with ISS throughout the sales cycle to manage pipeline and ensure services and solutions are in line with recommendations provided by the assigned ISS
    • Manage (or provide backup support for) the HHN Consulting Pipeline Reporting including New Engagement Requests, and the HHN Consulting mailbox.  Produce monthly management reporting for review by ISS team and approval by manager before submitting to senior executives. Communicate with TMOs and SAs regarding engagement requests.
    • Support, participate, and occasionally facilitate consulting engagements throughout the engagement lifecycle by joining onsite meetings and client conference calls, capturing and documenting comprehensive notes of the discussions, preparing the documentation, and helping to identify opportunities for improvements by implementing relevant JPM Treasury Solutions.  Lead the development of and participate in the formal consulting engagement presentation as required.
    • Liaise with internal partners to provide feedback on opportunities to improve the client experience
    • Approximately 25% - 30% of time requires travel to client locations.
    • Bachelor's Degree required
    • Strong quantitative and analytical skills – Not satisfied with just data, must transform to insight for use internally and in client-facing material 
    • Strategic thinker and naturally curious - comfortable transforming abstract ideas into a plan of action
    • Strong written and effective verbal communication and presentation skills required.
    • Disciplined team player, self-starter, ability to work independently on multiple projects simultaneously with strong work ethic
    • Strong time management, organizational and planning skills with proven ability to multitask and meet deadlines in a fast-paced environment 
    • 3 to 6 years of experience in Banking, Professional Services, or Corporate Treasury Roles, preferably with J.P. Morgan Treasury Services
    • Strong interest in working with experienced Treasury partners in order to recognize a client's cash flow needs and apply appropriate banking solutions
    • Demonstrates the ability to understand Treasury Services products, pricing philosophy, and billing process and procedures
    • Highly proficient in Microsoft Office (PowerPoint, Excel and Word)
    • Background knowledge of J.P. Morgan Treasury Services products, pricing philosophy, sales processes, and relationship financials a strong plus


      The final officer title and job grade is at the discretion of the firm and will be discussed at the time of offer. It may be different than what is listed on the requisition based on candidate experience level.

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