EMEA Sales & Marketing - Securities Services Platform Sales - VP/ED (m/f/d) - Frankfurt

Frankfurt am Main, Germany
01 Oct 2020
05 Oct 2020
Industry Sector
Finance - General
Employment Type
Full Time
J.P. Morgan's Corporate & Investment Bank

J.P. Morgan's Corporate & Investment Bank is a global leader across banking, markets and securities services. The world's most important corporations, governments and institutions entrust us with their business in more than 100 countries. With $18 trillion of assets under custody and $393 billion in deposits, the Corporate & Investment Bank provides strategic advice, raises capital, manages risk and extends liquidity in markets around the world. Further information about J.P. Morgan is available at www.jpmorgan.com.

JPMorgan Chase & Co. offers an exceptional benefits program and a highly competitive compensation package, as well as a family friendly and multi-cultural working environment. JPMorgan Chase & Co. is an Equal Opportunity Employer

J.P. Morgan Securities Services

J.P. Morgan Securities Services is a premier securities servicing provider that helps institutional investors, alternative asset managers, broker dealers and equity issuers optimise efficiency, mitigate risk and enhance revenue. Securities Services leverages the firm's global scale, leading technology and deep industry expertise to service investments around the world. It has $21 trillion in assets under custody and over $9 trillion in funds under administration.

We provide innovative custody, fund accounting and administration and securities services to the world's largest institutional investors, alternative asset managers and debt and equity issuers. We leverage our scale and capabilities in 100 markets to help clients optimise efficiency, mitigate risk and enhance revenue through a broad range of securities services as well as securities clearance, collateral management and alternative investment services. As a strategic partner with a long-standing commitment and proven experience, J.P. Morgan takes a consultative approach to working with clients to assess and address their individual needs.

J.P. Morgan continues to solidify its leadership position by consistently receiving awards and top ranking in industry surveys.

The Role

The Platform Sales Manager (f/m) drives the strategic dialogue with J.P. Morgan's key clients and prospects and is ultimately responsible to retain and grow the existing book of business with a sustainable approach. As such he/she needs to be an energetic, hands-on business developer with profound understanding of the Securities Services industry in Germany. He/she must have entrepreneurial drive and possess strong interpersonal skills.

Embedded in the German, Austrian & Swiss Platform Sales Team, the future position holder will be responsible for further developing the Securities Services business in Germany, one of J.P. Morgan's priority markets worldwide.

He/she will actively develop relationships with prospective institutional clients such as pensions, insurances, banks, asset managers, endowments/foundations. As such, the Sales Manager will generate business strategies, win new clients and act as a trusted advisor to the commercial and strategic relationship lead within J.P. Morgan Securities Services for existing and prospective clients of JPM in Germany, and potentially Austria.

The future sales manager will be operating from the J.P. Morgan AG office in Frankfurt. He/she will hold the title of a Vice President or an Executive Director and will report to the Head of Platform Sales for Germany, Austria and Switzerland.

Position Specification

The future Platform Sales Manager will be responsible for the following primary functions:

Relationship building with strategic planning for clients and prospects
• Drive a client and prospect dialogue based on J.P. Morgan's value proposition and represent as well as promote the franchise in the market
• Manage prospect engagement and ensure that J.P. Morgan is included in any new business opportunities coming to the market from the in-scope prospective client base
• Prospecting - act as role model re strategic account planning and execution of opportunities

o Create and sustain board level relationships with clients and prospects with the aim to generate prospecting opportunities and to build trustful client relationships on Executive level

o Create and execute strategic prospect sales plans to successfully attract new clients

o In particular develop a deep understanding of the prospective client base, including e.g. key decision makers, buying criteria for change, portfolio structure and investment strategy, assessment of viable products / solutions
• Relationship Management - Act as commercial and strategic lead for existing clients

o Build strategic partnerships to continuously grow our wallet share with existing clients

o Execute long term client plans to grow the business and manage profitability at the same time

o Act as client advocate where existing clients share concerns and priorities early in their thought process so that we are given opportunity with new requirements

o View the client as a Partner to the firm demonstrating proactive engagement at all times and use the ongoing dialogue to continuously identify, develop and execute new opportunities

Sales strategy
• Identify and explore new areas for business development - continuously monitor the market and target wallet, to identify business opportunities related to underpenetrated prospect groups and industry segments
• Work with Product partners to establish product solutions based on emerging industry trends
• Feed client demands, trends and buying behaviour into the wider global client and Product strategy

Sales process
• Manage prospect and client tenders (RfPs/ RfIs) received through multiple channels
• Evaluate opportunities at an early stage and obtain internal support and approvals to pursue
• Collaborate with various internal partners (e.g. Product, Service, Pricing, RFP team, Legal) as part of the sales cycle, and present yourself as the lead of a virtual internal team bring all stakeholders together
• Pre-empt, manage and resolve issues relating to winning business (such as expediting fee discussions)
• Coordinate and actively involve yourself in the preparation and the customization of materials to be used with clients and prospects to showcase the product offering of J.P. Morgan and drive a strategic dialogue
• Collaborate with client facing colleagues across JPM CIB, and other areas of the firm, to create holistic client and prospect plans that includes services outside Securities Services, and co-operate closely with other CIB areas like CIB Markets and the Global Corporate Bank

Market intelligence and industry engagement
• Ability to engage senior staff and key decision makers within (and beyond) the German market to determine strategy and establish how we can offer solutions that create sustainable value for clients and prospects
• Maintain information on in-scope segments, prospects, target institutions
• Feed market intelligence back into the organisation and provide regular structured management updates
• Represent J.P. Morgan at industry events, conferences etc. and act as speaker, panellist or moderator to create visibility on our though-leadership and cutting-edge market position

• Manage any kind of risk appropriately and in line with the principles of J.P. Morgan's business conduct
• To include the maintenance of KYC/AML, collation of relevant documentation and accountability for client adherence to Legal and Compliance requirements

Candidate Qualifications and personal profile

Experience and track record:
• Proven track record and business development success in similar sales roles, particularly in managing sales pipeline and franchise institutional client relationships and related profitability in the German market
• Long-term experience in the Financial Industry and specific experience in asset servicing, asset management or capital markets in Germany with the focus on institutional clients
• Affinity to the financial services sector, very comfortable in discussing financial topics with prospective clients
• Strong relationship building and business development skills, coupled with a trusted network in the German financial industry
• Connected to decision makers in the different target client segments, up to C-level
• Specific working knowledge of the Securities Services product suite (e.g. Global Custody, Depository Services, fund accounting, securities lending, FX, cash management, outsourcing, clearing and collateral management), product knowledge in specific asset servicing areas (Accounting, Custody, Performance, etc.) and / or working knowledge of Investment law is advantageous

Personal approach:
• Energetic, entrepreneurial, self-motivated team player, setting ambitious goals for him/herself; strong work ethic coupled with the ability to think strategically with a strong commercial perspective
• Highly organized with exceptional attention to detail and excellent follow-through
• Ability to build trust, confidence and strong relationships with colleagues, drive partnership collaboration across levels and functions - in an international team with stakeholders across offices in different countries, time zones and jurisdictions
• Ability to work in a fast-paced professional team environment and against challenging deadlines
• International mind-set with a high sense of diversity and inclusion

• High proficiency level in German and English (spoken and written)
• Excellent communication, influencing, negotiation and presentation skills
• Project management skills alongside attention to detail
• Experienced with Microsoft Office (Excel/Word/Power Point)
• Prospective candidates should possess a university degree (in e.g. Business Administration, Economics, Social Studies, Political Studies, Law, and Engineering) and preferably have completed other relevant professional exams (such as CFA or CIIA).