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Subsidiary Payments Sales Manager - Vice President
senior · Sales & Business Development
Join the North America Subsidiary Payments Sales team! As a key individual contributor on the team, you will drive the end-to-end client experience for an inbound Payments portfolio of Large Corporate Asia Pacific HQ clients.
As a Payments Sales Manager (PSM) within the Payments Corporate Sales team, you will be responsible for developing new business from clients within the Subsidiary Payments Sales vertical. You will be expected to structure relevant U.S & Canada Payments solutions for clients with value to the firm (goal will vary by position) as well as build a strong pipeline of opportunities.
In order to achieve the sales goal, each PSM is expected to execute a comprehensive selling strategy in conjunction with Global Corporate Banking, Subsidiary Banking, and Product. You will also be required to collaborate with stakeholders across the business - client service, implementation, operations, technology, risk, credit, legal in order to optimize delivery. You will also be responsible for actively gaining a thorough understanding of the market, the industry in which the client operates, the client’s organizational and operating structure, buying process, regional nuances and business objectives to effectively position J.P. Morgan and Payments solutions optimally.
Job responsibilities
Deepen and grow existing market relationships
Work in partnership with bankers to develop new profitable business from prospective clients
Engage J.P. Morgan Payments Solutions, bankers and clients at senior and strategic levels to provide integrated treasury solutions within a consultative and client driven framework
Partner with internal product stakeholders when representing the client perspective in the development/evolution of complex products and solutions
Understand clients’ business goals, environments, strategies, and industry trends to better determine their requirements and identify potential new business opportunities for J.P. Morgan Payments via appropriate solution(s); traditional cash management, trade & working capital, liquidity, TSFX, commercial card and merchant acquiring.
Understand the competitions’ capabilities and gaps, and how to position J.P. Morgan Payments
Manage client visitation and contact; promoting sales through frequent client meetings and discussions covering new products, market and industry developments
Manage proposal writing and the entire sales process including both competitive RFIs/RFPs
Develop and enhance in-depth client knowledge and share it with the client coverage team for both new business development and management of client risk
Address business issues such as risk, legal, and compliance, and manage resolution, including conducting AML due diligence reviews of high-risk industry clients.
Work closely with the subsidiary banking coverage team to drive efforts to expand existing business with current clients, providing feedback to product managers and generating cross-sell opportunities by maintaining strong working relationships with other J.P. Morgan lines of business
Required qualifications, skills and capabilities
Strong experience in a financial services sales focused role, providing payments and cash management services (6+ years industry experience)
Demonstrated ability to develop and deepen senior client relationships
Deep knowledge of payments ecosystem covering transaction banking, merchant acquiring and working capital
Ability to develop creative solutions to optimize working capital levels across the organization
Ability to develop collaborative relationships with key internal partners –Sales, Product Management, Client Service, Global Corporate Bank, Investment Banking and Implementations
Must have strong leadership, presentation and communication skills
Proven ability to negotiate and execute large scale projects
Bachelor’s degree or equivalent in Business Administration, Finance, or a related field
Preferred qualifications, skills and capabilities
Strong verbal communication skills – Mandarin or Japanese