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Trade & Working Capital – Trade Finance Client Management & Sales - Vice President
lead · Sales & Business Development
Ignite your passion for product innovation by leading customer-centric development, inspiring solutions, and shaping the future with your strategic vision and influence.
As a Trade Finance Client and Sales Manager in Trade and Working Capital, you will assume responsibility for the management of a client portfolio centered around a sub-set of active Supply Chain Finance customers. The legacy North America Supply Chain Finance Program Management team has recently expanded its remit to include both the management of existing Supply Chain Finance programs, as well as the cross-sell of other Trade & Working Capital products (Receivables Finance, Inventory Finance, Letters of Credit, etc.) into the existing Trade client population. You will design a comprehensive client engagement and program execution strategy for the assigned portfolio and will be responsible for driving asset and revenue ramp through the identification of both organic and strategic growth opportunities. You will have the opportunity to work within a tight knit, collaborative team environment, as well as with both internal and external partners.
Trade & Working Capital (T&WC) is a division of J.P. Morgan Payments. For more than 200 years, J.P. Morgan has helped clients make trade payments, access liquidity, and manage risk. 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 Responsibilities
- Leads outsized asset and revenue generation through steering of SCF program ramp and supplier enrollment, while supporting the client’s ability to achieve their own organizational objectives
- Identifies and pursues opportunities to position the adoption of incremental Trade & Working Capital solutions, to existing Trade clients, by developing an intimate understanding of the assigned clients’ businesses and the related applicability of the T&WC product suite
- Manages overall Trade client relationships and serve as primary point of contact for usage of multiple Trade products, while centrally managing available capital to optimize returns
- Establishes and maintains client specific engagement plans designed around achieving identified strategic and tactical goals, in addition to meeting defined cross-sell targets
- Analyzes ongoing client financial performance to understanding trend development and profitability, informing potential adjustments to execution strategy
- Works closely with Trade Sales on prospecting and origination of net-new Trade business opportunities via sales calls, client visits, and RFPs
- Monitors credit facility usage and patterns while working in close partnership with Distribution desk to ensure sufficient capital is available to accommodate discounting needs
- Facilitates requests and inquiries from cross functional partners across the JPM franchise (Sales, Bankers, Credit, Client Service, Operations, Legal, Product and others)
- Supports the ongoing advancement and adoption of several critical technology initiatives designed towards improving the business’ broader operating model
- Coordinates program expansions, supplier enrollment activity, and other related delivery tasks with counterparts in other regions
- Assist in supporting and/or managing stretch projects centered around driving incremental business growth and/or achieving better efficiencies
Required qualifications, capabilities, and skills
- 5+ years of client coverage experience
- Self-starter with ability to prioritize and manage multiple deliverables within a timely fashion
- Positive, results oriented thinker with propensity for new idea generation
- Competitive and independently driven to consistently outperform expectations (of both internal stakeholders and clients)
- Advanced verbal, written, and presentation skills with comfort leading interactive client discussions
- Exceptional organizational and time management skills
- Bachelor’s Degree
Preferred qualifications, capabilities, and skills
- Familiarity with (or exposure to) Trade & Working Capital, Supply Chain Finance, Receivables Finance, Inventory Finance, or Traditional Core Trade
- Sales and/or structuring experience
- Credit analysis experience or exposure