Securities Services Head of EMEA Proposals – Vice President

Greater London
Full time
Posted
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JP Morgan
Banking, investment & finance
10,001+ employees
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The proposal team is part of the broader Sales Enablement group supporting the global Securities Services Sales organization. Our core objective is to help the firm win business by building the best sales collateral in the shortest amount of time, with efficient use of time from sales, product and other subject matter experts. The role reports to the global head of proposals who is based in Hong Kong. As a group we ultimately report to the head of Securities Services Sales in New York.

As a Vice President Head of EMEA Proposals within the Securities Services, you will lead a dynamic team of five proposal writers based in London and Mumbai.

Your role will encompass managing the recruitment process, setting goals, providing performance feedback, and nurturing the professional growth of your team members. You will be responsible for capacity planning for current and future proposal activities in the EMEA region, necessitating close collaboration with regional sales partners. Your duties will also include actively managing, creating, and delivering high-quality proposal documents for both existing and potential clients in the EMEA region.

Working closely with senior management, sales, client management, and subject matter experts will be essential in crafting and personalizing proposals. To achieve the desired results, you will need to understand the proposed solution and integrate bid strategy, organizational positioning, and supporting messages and benefits into your proposals. You will also be expected to use and contribute to a centrally managed database of component material, ensuring that metrics and narrative are captured and utilized globally.

The Sales Enablement Group is part of the Securities Services Sales organization and also provides support to the Prime Finance and Clearing businesses. The group contributes to the firm’s results through the creation and production of sales collaterals (proposals & pitchbooks), the management & delivery of information assets to the sales organization and the design of marketing assets. In doing so, the group works in close partnership with subject matter experts from areas including sales, product management, client service, operations and pricing. The group consists of around 45 people organized functionally across four teams - Proposals, Presentations, Knowledge Management and Design; and geographically across five countries - United States, United Kingdom, India, Philippines and Hong Kong.

Job Responsibilities

  • Manage a team of five proposal writers (based in London and Mumbai):
    • Provide performance feedback and professional development to your team
    • Successfully hire new writers as required
  • Manage capacity planning for current and pipeline proposal activity in EMEA region
  • Provide coverage for in-region proposal projects and accounts primarily across EMEA and other regions as required
  • Collaborate with senior management and sales staff to ensure that proposals meet client/prospect requirements and reflect bid strategy
  • Build and maintain relationships with internal clients over a widespread geographic region, understand cultural and regional nuances, including language requirements
  • Identify risks and red flags inherent in functions, interaction with clients/internal partners and controls risks

Required qualifications, capabilities, and skills

  • Relevant experience with managing onshore and offshore teams, sales support background, business writing / communications or marketing
  • Solid background in writing sales documents, understanding importance of key messages and unique selling points
  • Demonstrate understanding of the securities services industry and associated products
  • Strong project management skills and stakeholder management with the ability to manage tight schedules
  • Excellent communication skills, both verbal and written, can engage and influence partners and stakeholders
  • Self-starter with sound judgment and ability to operate independently and apply initiative
  • Ability to collaborate with cross-functional teams and build relationship with team members across the globe on various tasks and special projects
  • Advanced proficiency with MS Word, Excel and PowerPoint required

Preferred qualifications, capabilities, and skills

  • Knowledge and experience with Qvidian and SalesForce preferred
  • Advanced degree or post-graduate diploma, preferred but not required