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Media & Communications Payments Sales Manager - Vice President
manager · Sales & Business Development
Join the Commercial and Investment Bank (CIB) Payments Sales team! As a key leader on the team, you will drive the end-to-end client experience.
As a Payments Sales Manager (PSM) within the Media & Communications Industries team, you will be responsible for developing new business from clients within a specific segment and manage the existing portfolio revenue and balances. You will be expected to sell products with value to the Firm as well as build a strong pipeline. In order to achieve the sales goal, each PSM is expected to execute a comprehensive selling strategy in conjunction with Product and the Banking coverage teams. You will also be required to collaborate with Client Service, Implementations, Operations, Technology, Risk, Credit, and 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 and business objectives to effectively position JPMorgan and solutions optimally.
Job responsibilities:
Deepen and grow existing market relationships
Manage portfolio revenue and balances
Work to develop new profitable business from prospective clients
Engage JPMorgan 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 JP Morgan Payments via appropriate solutions; traditional Treasury Services, Merchant Services, Trade & Working Capital and Commercial Card
Understand the competition’s capabilities and gaps and how to position JP 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
Work closely with the 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 JP Morgan lines of business; partner with Sales Success Office, Client Service, and Implementations to retain, grow, and enhance existing client relationships
Required qualifications, capabilities and skills
3+ years of cash management, sales and relationship management experience
Possesses knowledge and understanding of Payments products
Competence in assessing new opportunities/contacting key decision makers
Strong account planning and demonstrated execution
Strong creative solution and problem solving skills
Excellent verbal and written communication skills as well as negotiation skills
Proven ability to build and develop relationships
Superb attention to detail and time management skills
Understanding of Compliance and KYC processes
Effective collaboration, relationship-building and interpersonal skills