Trade & Working Capital Sales Head – Payments – Executive Director (all genders)
Introduction
Trade & Working Capital (T&WC) is a division of J.P. Morgan Payments. We connect counterparties with market-leading Supply Chain Finance, Receivables Finance, Contract Finance, Working Capital Lending, Export Agency Finance, and Traditional Trade solutions. Our institutional strength, practical expertise, comprehensive technology, and financial partner network enable us to deliver global solutions, when and where our clients need them, by leveraging one of the worlds largest Trade Finance investor networks, we scale funding to support this growing asset class on a global basis.
Job summary
As a Trade & Working Capital Sales Head – Payments – Executive Director in the Trade & Working Capital division of J.P. Morgan Payments, you will be responsible for promoting profitability growth of the DACH portfolio in line with the business plan. You will provide J.P. Morgan Trade product/solutions including Core Trade & Structured Trade solutions to our target DACH headquartered (HQ) clients to meet their local and outbound requirements and inbound requirements of our multinational (MNC) clients.
Job responsibilities
- Own the DACH TWC P&L across products and leading the Sales team to drive the achievement of new business goals, including the annual sales plan at target margins by identifying prospects/opportunities, developing the approach/calling plans and engaging partners to influence decision makers at prospective clients
- Originate and structure new opportunities with clients across Core Trade and Structured Trade solutions covering Supply Chain Finance, Dynamic Discounting, Sales Finance, Inventory Finance of $5-10mm + annually
- Collaborate with Payments functional collaborates and coverage bankers, to promote the execution of the sales strategy, to achieve new business sales objectives, expand market share and increase the share of wallet with targeted clients
- Develop compelling financial and working capital analysis to formulate proposals for new businesses
- Drive strategic account planning for targeted clients, focusing on the use of credit capital and balancing client needs against firm wide priorities
- Direct the development/evolution of complex products and solutions for clients through partnership with internal product stakeholders
- Oversee the management of the entire sales process and end to end onboarding and implementation process for new local clients in DACH
- Address business issues in DACH, such as risk, legal and compliance and managing resolution. Coordinate and interact with local regulators for client agenda and audits
- Build and drive collaborative firm wide relationships
- Deliver the firm’s culture and conduct standards, including training and supervision of staff; proper assessment of the fitness and propriety of any Certified staff; and escalation of any breaches of the Code of Conduct in accordance with Firm wide policies and procedures. Responsible for internal communication of Payments topics as well as represent T&WC externally at a range of industry forums and events as well as partaking in industry consultations
Required qualifications, capabilities and skills
- Established senior sales management with proven track record in leadership roles in Trade, Transaction Banking and in managing complex client relationships and team
- Extensive knowledge of MNCs and Large Corporate clients in DACH
- Deep Trade and banking product/solution set and regulatory guidelines knowledge relevant to the DACH market and demonstrated track record of success
- Ability to manage client risk dynamics and drive team to manage risks, work with regulators, internal partners and clients to implement balanced risk/reward relationship
- Established network and experience working with Local Corporates and Multinational corporation clients
- Proven ability to operate effectively in a matrix organization, work under pressure and to tight timeframes
- Excellent communication, influencing and negotiation skills
- Effective collaboration, relationship-building and interpersonal skills, preferably demonstrated in a client-facing role
- Self-starter willing to go above and beyond with s positive attitude and sense of team work
- Proficiency in German language
Preferred qualifications, capabilities, and skills
- Exposure to various functions including sales, client service, operations preferred
- European language skills would be a significant positive, especially French
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