Commercial Banking, Corporate Client Banking & Specialized Industries, Treasury Management, Treasury Services, Vice President, Tokyo, Japan

Job Description

JPMorgan Chase Overview

JPMorgan Chase & Co. is a leading global financial services firm with assets of more than $2.7 trillion, over 240,000 employees and operations in over 60 countries. It operates across four business segments including Asset & Wealth Management, Corporate and Investment Banking, Commercial Banking and Consumer and Community Banking.

Commercial Banking Overview

Commercial Banking offers clients the convenience and vast banking network of Chase, combined with the thought leadership and global financial capabilities of J.P. Morgan. We deliver extensive industry knowledge, local expertise and dedicated service to more than 24,000 clients, including corporations, municipalities, financial institutions and not-for-profit organizations with annual revenue generally ranging from $20 million to $2 billion. We offer a comprehensive set of financial products and services including credit, equipment finance, real estate finance, treasury services and provide clients with access to the investment services of J.P. Morgan.

Corporate Client Banking & Specialized Industries Overview

The Corporate Client Banking & Specialized Industries (CCBSI) group is part of Commercial Banking at JPMorgan Chase and focuses on companies typically with revenues of over $500mm which require traditional banking services in addition to investment banking products. Our competitive advantage is that we cover this market in a truly unique way - through a partnership between our corporate bankers and investment bankers who together build relationships with our clients and offer customized financial solutions. Our bankers bring strategic ideas to clients as well as sell commercial banking solutions and structure loan facilities for our clients. This approach brings together integrated financial solutions ranging from cash management to raising capital and structuring complicated financial solutions. Our business partners include Investment Banking, Corporate Derivatives Marketing, Treasury Services and Asset and Wealth Management, among others. This business unit is looking to expand its business model to APAC headquartered companies of this size with an initial focus on Japan, to deliver the breadth of J.P. Morgan with our unique coverage model.

About J.P. Morgan Treasury Services

J.P. Morgan Treasury Services (TS) is one of the world's largest providers of treasury management services. J.P. Morgan's TS business is a full-service provider of innovative cash management, liquidity, US commercial card and merchant services - specifically developed to meet the challenges treasury professionals face today. More than 135,000 corporations, financial institutions, governments and municipalities in over 180 countries and territories entrust their business to J.P. Morgan. Our TS platform is recognized as among the best in the industry, and we are committed to investing in a seamless, global operating model that differentiates us in the market. As a leading provider of global treasury management services, we offer innovative ways to save time and money, keep pace with our changing industry and deliver a full range of solutions to help clients achieve their Treasury objectives.

Team Description

The CCBSI Japan Corporate Sales coverage team is part of the Commercial bank in Corporate Client Banking & Specialized Industries (CCBSI) and responsible for all CCBSI Japan HQ Corporates. The TS Sales role and responsibility combines managing existing client relationships and building new business. The teams work closely with the various TS product areas of Core Cash, Liquidity Management, FX, as well as the Merchant Services and Commercial Card (USA) product teams.

The team is accountable for sales initiatives to increase JPMorgan's cross-LOB revenues and bottom-line contribution. This includes delivery of the firm to the in-country client franchise and growing cross-border revenues.

Job Description

The Treasury Management professional is responsible for maintaining and growing a portfolio of clients in Japan in line with the business plan through selling treasury products to our target headquartered clients. This individual will position the global treasury platform offered from J.P. Morgan as appropriate.

In order to drive new business, this individual will work closely with the local CCBSI banker and partners locally and overseas and will be responsible for developing global cash & liquidity solutions for corporate clients. Sales activities include market or segment strategy development, direct client calling, profiling targeted companies, creating proposals, making presentations and structuring, negotiating and closing transactions.

The ability to liaise and partner across JPMorgan is critical to optimise product and service delivery whilst developing, maintaining and enhancing the relationships with the clients.

Key Responsibilities:

• Achieve new business goals, including the annual sales plan at target margins by identifying prospects/opportunities, developing the approach/calling plans and engaging partners/ senior managers to influence decision makers at prospective clients
• Provide compelling financial and market analysis to support proposals for new business
• Build a pipeline of potential and probable new business wins, documenting status and assumptions throughout the sales process
• Maximize profitability with clients through the appropriate pricing of new business wins, product extensions, and cross-selling other JPM products
• In partnership with other TS Executives, drive the execution of the sales strategy, to achieve new business sales objectives, maintain current revenue streams, expand market share and increase the share of wallet with target clients
• Be the "voice of the client" for TS and manage revenue vulnerability and client loss through a deep understanding of the client's needs and identification of product and service delivery gaps
• Partner with Product and Client Service Executives to determine the optimum level of product integration and delivery which maximizes client satisfaction and profitability
• Collect, manage and analyse key MIS to inform decisions
• Responsible for addressing business issues such as risk, legal and compliance and managing resolution.
• Implementing and supporting ongoing client strategy and co-coordinating cross- sell opportunities with other parts of the Bank
• Developing and managing the pipeline of opportunities, and meeting annual printed fee revenue targets
• Management of the entire sales process from selling to full implementation (including proposals, contract negotiation, documentation and co-ordinating product partners / implementation teams)
• Representing TS at appropriate external market/industry forums
• Raising the firm's visibility and manage/enhance oversight for its reputation and regulatory risk

Required Skillset:

• Requires undergraduate degree
• 7+ years of cash management, sales and relationship management experience
• Knowledge of Corporate clients headquartered in Japan
• Fluent in both conversational and business Japanese and English
• Product/solution set knowledge relevant to the market
• Demonstrated personal contribution to driving client/solution sales and development with client references
• Personal knowledge of clients in these markets and personal access to senior decision makers
• Demonstrated track record of collaboration across bank (or former employer) especially with relationship bankers, product, service and operations partners
• Thought leader in solutions for client as demonstrated by articles, speaking engagements, industry bodies, etc.
• Strong organizational & planning skills and a track record of being able to follow through on your plans
• Demonstrated ability to manage client risk dynamics and drive team to manage risks, work with internal partners and clients to implement balanced risk/reward relationship
• Demonstrated ability to work across cultures with internal teams and external clients globally
• Ability to operate in a matrix environment where you can demonstrate strong partnership in achieving your goals
• Proven ability to operate effectively in a matrix organisation
• Proven ability to work under pressure and to tight timeframes
• Excellent communication, influencing and negotiation skill