About Platform Sales Securities Services J.P. Morgan Securities Services 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. Securities Services leverages the firm's global scale, leading technology and deep industry expertise to service investments around the world. It has $31 trillion in assets under custody and over $19 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.
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 Sales team is responsible for developing new relationships with key prospects as well as managing all aspects of the overall relationship with existing customers of Securities Services. The sales manager and senior client relationship 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 referenceability and retention for existing key Securities Services German, Swiss and Austrian 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. The Sales Manager has responsibility for achieving regional sales targets and to sell the broad array of products and services which J.P. Morgan has to offer into that client and prospect base, as well as running a team of sales professionals in Frankfurt and Zurich.
Team members are entrepreneurial and commercial, working across both Securities 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: Sales Manager, Head of Sales Germany, Austria and Switzerland (reporting to Head of Sales Continental Europe)
Create and sustain board level relationships with clients and prospects
Act as role model re strategic account planning and execution of opportunities
Create need with prospects and clients
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 JPM CIB, and other areas of the firm, and will be required to create a holistic client plan that includes services outside Securities Services, and co-operate very well with other CIB areas like CIB Markets and GCB
Create and execute strategic prospect account plans to successfully attract new approved clients to Securities 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.
Be able to operate independently at this level both internally and externally, i.e. to be able to close deals on their own.
Identification of opportunity and influencing partners to drive solutions
Ability to engage senior staff and key decision makers within (and beyond) the German, Austrian and Swiss market 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 global client strategy and share with product partners.
Development of close client relationships
Build strategic partnerships 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 German, Austrian and Swiss franchise
Develop initiatives to build profile both internally and externally demonstrating our creativity and innovative solutions for German, Austrian and Swiss clients and prospects.
Manage risk appropriately
Work closely with Risk and Compliance, and support general Sales in those activities if required
To include the maintenance of KYC/AML, collation of relevant documentation and accountability for client adherence to Legal and Compliance requirements
Lead and 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 franchise institutional client relationships and related profitability in the German, Austrian and Swiss region
Track record in cross selling and growing a client or business
Experience in creating/maintaining close working relationships with clients at senior levels
Excellent working knowledge of Securities Services product suite relating to Securities Services German, Swiss and Austrian markets - Global Custody, Depositary Services, fund accounting, securities lending, FX, cash management, outsourcing, clearing and collateral management.
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, Securities Services German, Swiss and Austrian industry network and profile
An ability to discuss, in detail, knowledge of securities services and related Bank products including how to price them against key competitor's offering
An ability 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, CFO, and other Board members, key decision makers at the client
High proficiency level in German and English (spoken and written)