CIB, Securities Services, Sales & Relationship Management Team - Vice President

Job Description

About JPMorgan Chase (JPMC)
JPMorgan Chase is a leading global financial services firm with assets of $2.7trillion and operations in more than 60 countries. The firm is a leader in investment banking, financial services for consumers, small business and commercial banking, financial transaction processing, asset management and private equity. Information about JPMorgan Chase is available at www.jpmorganchase.com .

About J.P. Morgan Corporate & Investment Bank (CIB)
JPMorgan Chase operates through four distinct lines of business (CIB, AWM, CB and CCB) with one common goal: serving our customers. The J.P. Morgan Corporate & Investment Bank (CIB) is constituted from variety of whole-sale business. It offers world-class custodial and asset administration services, as well as provides strategic advice, raises capital, manages risk and extends liquidity in markets around the world. The world’s most important corporations, governments and institutions entrust us with their business. The Corporate & Investment Bank (CIB) is a global leader across banking, markets and securities services.

About Securities Services
J.P. Morgan Securities Services being operated under CIB is a premier securities servicing provider that helps institutional investors, alternative asset managers, broker dealers and equity issuers optimize 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 $24.7 trillion in assets under custody and $10.8 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 optimize efficiency, mitigate risk and enhance revenue through a broad range of investor 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 Securities Services takes a consultative approach to working with clients to assess and address their individual needs.

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

Sales & Relationship Management Team Overview

As a strategic partner with a long-standing commitment and proven experience, J.P. Morgan takes a consultative approach to working with existing clients and target prospects to assess and address their individual needs.

The Sales & Relationship Management team of securities services is responsible for managing all aspects of the overall relationship with customers of Securities Services as well as developing new relationships with key prospects with creating and implementing relationship strategy and calling plans for a portfolio of existing and new client accounts. The objective of the role is maintain full referencability and retention for key Securities Services clients, putting plans in place to strengthen and develop existing business relationships and to lead new business development opportunities in line with the existing strategy and policy. Each Sales & Relationship Manager has responsibility for achieving individual incremental and new growth targets and to cross-sell the broad array of products and services which J.P. Morgan has to offer into that client base.

Team members are entrepreneurial and commercial, working across various business functions in the firm to co-ordinate and execute holistic strategies for both existing clients and new prospects. This requires working knowledge of a wholesale banking services and involves exposure to a broad cross section of services, products, risk & control partners and senior management.

Position Summary:
A Securities Services Japan Sales & Relationship Manager is responsible for actively managing client strategic relationship and profitability, understanding client needs, increasing prospecting for new clients and developing incremental sales revenue, cultivating and broadening client intimacy, creating strong references and presenting and developing appropriate product solutions. This is done in accordance with client retention and incremental sales budgets.
A Sales & Relationship Manager supports the firm’s sales strategy and works in collaboration with areas such as client service management, product management, operations, technology, risk, credit and legal to optimize product and service delivery. They act as a principal point of contact with the client as a window into J.P. Morgan and on day to day commercial and contractual issues.
Key Responsibilities:
• Assuming full responsibility for managing all aspects of the client relationship
• Ability to penetrate clients and cross-sell Securities Services products
• Maintaining & growing business from existing clients
• Prospecting for new clients
• Developing Account Plans to include regular relationship and service reviews including developing a calling program, to include both regular conference calls and meetings
• In depth knowledge of the client's business strategies and objectives, ensuring wherever possible that J.P. Morgan contributes in the fulfillment of those objectives
• Identifying opportunities to increase revenue through product development and cross selling CIB products
• Contributing directly to the line of business revenue targets through growth across client portfolio
• Working with Client Service Management, Product Management & Operations Groups to assist in driving product development and addressing product gaps
Experience:
• Proven sales record
• Experience in sales & relationship management function within a financial services organization
• Has strong people management skills and experience
• Direct relevant market client segment (institutional investors) and Securities Services product experience.

Key Skills:

• Effective interpersonal and client skills
• Self-starter with the ability to work in a sometimes pressurized environment
• Deep knowledge on global custody, fund services and other securities services products and industry.
• Knowledge on financial markets and capital markets
• Excellent communication skills both written and verbal
• Ability to operate at broad level within the client's office
• Broad knowledge of the financial services industry
• Ability to demonstrate a strong commercial acumen and attention to detail
• Superior oral and written communication and presentation skills in both business English and Japanese
• Ability to get results working through large business infrastructure.
• Strong PC skills (proficient knowledge of MS Word, Excel, and PowerPoint; knowledge of Outlook preferred)
Competencies:

• High integrity
• Build relationships with clients
• Drives for results
• Mobilizes internal and external networks and resources
• Thinks strategically and anticipates consequences
• Develops capabilities of self and others
• Excellent verbal and written communications skills both in Japanese and English
• Excellent influencing and listening skills.
• Strong selling and negotiation skills
• Strong presentation skills and client 'presence'