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Trade & Working Capital Sales Head - Executive Director (all genders)

JP Morgan

Location: Greater London

Job Type: Full time


Working closely with the Global & Regional heads of Trade & Working Capital (T&WC), the T&WC Sales Head for UK and Western Europe is responsible for driving profitability growth of the UK & Western Europe portfolio in line with the business plan through providing J.P. Morgan Trade product/solutions including Core Trade & Structured Trade solutions to our target UK & Western Europe headquartered (HQ) clients to meet their local and outbound requirements and inbound requirements of our multinational (MNC) clients. The role could be based in either London or Frankfurt.

Job responsibilities

  • Ownership of the UK & Western Europe Trade Profit & Loss (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 $20mm + annually
  • In partnership with Payments functional partners and coverage Bankers, to drive 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 UK & Western Europe
  • Responsible to address business issues in UK & Western Europe, such as risk, legal and compliance and managing resolution. Coordinate and interact with local regulators for client agenda and audits
  • Proactively drive talent management holistically including growth, mobility, and succession planning for the Sales team
  • Proactively 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 contact with the press. Represents 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 UK & Western Europe
  • Deep Trade and banking product/solution set and regulatory guidelines knowledge relevant to the UK & Western Europe 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
  • Exposure to various functions including sales, client service, operations preferred
  • 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

Preferred qualifications, capabilities and skills

  • European language skills would be a significant positive, especially French, German
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