Cib Corporate & Investment Bank: Global Trade Sales Head Germany, Switzerland & Austria Ed (m/f/d)

Frankfurt am Main, Germany

Job Description

Legal Entity: J.P. MORGAN AG Posted: 3rd November 2020


Global Trade is a critical element of a complete Corporate & Investment Bank ("CIB") client relationship, and an important component of our international growth strategy. We offer financing and risk mitigation products to our CIB and CCBSI corporate client base. Client solutions include Supply Chain Finance, Export / ECA Finance, Trade Loans, Receivables Finance and Purchase, Contract Monetization, I nventory Finance, Commercial Letters of Credit, Standby Letters of Credit, and Guarantees.

The Global Trade Sales Head for this cluster will take end-to-end ownership of a portfolio of clients and bankers, responsible for Trade business development, management of client strategies, origination of profitable business in line with those strategies, client advisory, portfolio management, and issue resolution working closely with Corporate Bankers, Credit, Operations, Trade and various internal business partners across Lines of Business.

Key Objectives and Responsibilities

Determination of role seniority will be made based upon size, complexity of the underlying portfolio and market.

  • Lead sales and origination efforts for trade for assigned portfolio.
  • Identify, qualify and win opportunities . Drive revenues on the overall portfolio.
  • Negotiate and close complex sales of trade or cross-product solutions
  • Develop robust calling effort across assigned client portfolio.
  • Maintain account plans with banking coverage partners across assigned portfolio.
  • Maintain CRM to have at all times an accurate personal scorecard. Scorecard should show the following: (performance and performance reviews including the "How" and "What" will be tracked by scorecard).
    • Average of 20 client sales calls per month
    • Year on year revenue growth across portfolio of 10 to 20% depending on market.
    • Comply with and represent portfolio in all Global engagement committee approvals
    • ROE on deals and clients of 10%. (adjusted for region and market)
    • Depending on size of portfolio and complexity of market annual wins of 1.5-5MM per annum, of which 50% needs to be in the form of fee income.
    • Balanced cross section of entirety of Trade product suite in pipeline and wins.
  • Leverage partnerships with bankers and product partners to develop and deliver custom global trade, international, and cross product solutions for corporate clients
  • Maintain active communications with onshore and regional Trade partners in overseas markets, and up-to-date knowledge of market and product developments
  • Take end-to-end ownership to ensure positive trade experience for clients and bankers
  • Develop and execute client strategies in close coordination with Bankers, product specialist
  • Intensive client focus
  • Identify potential issues and process inefficiencies and escalate accordingly within the Risk and Control framework;
  • Identify challenges and develop solutions
  • Work with Marketing, Product Management, and Global Trade partners to deliver best-in-class external materials and engagements
  • Represent JPMC\'s Global Trade capabilities at internal and external events
  • Provide input into product development, marketing, and other strategic initiatives
  • Organize and lead ad-hoc teams

Qualifications / Skills / Experience
  • In depth knowledge of the Traditional Trade and Supply Chain Finance products
  • Familiarity with the Export Finance / Export Credit agency product set
  • In depth knowledge of local Trade product set, banking products, and local market issues for targeted overseas markets
  • A considerable level of previous proven sales, relationship building, and business development skills
  • Strategic thinking and demonstrated analytical skills
  • Experience working with credit and an understanding of the credit process.
  • Strong sense of ownership
  • A team player
  • Independent, self-motivated, high energy, able to succeed in a fast-paced environment
  • Excellent selling and negotiation skills
  • Excellent communication skills with strong organizational and multi-tasking abilities
  • Executive presence and consultative sales acumen; ability to develop advisory relationships with clients, prospects and bankers
  • Polished speaker who can present comfortably; ability to convincingly present complex material effectively to large and small audiences.
  • Proven ability to establish, develop, and manage relationships with senior executives. Ability to understand and manage the business and personal factors that influence decision making.
  • Proven track record of results-oriented performance; building and influencing strategic relationships; ability to lead and influence others
  • Capable of working with minimal supervision
  • Leadership potential preferred
  • Written and spoken English fluency
  • Written and spoken German fluency
  • Additional languages an advantage
  • Ability to travel as needed
J.P. Morgan is a global leader in financial services, providing strategic advice and products to the world\'s most prominent corporations, governments, wealthy individuals and institutional investors. Our first-class business in a first-class way approach to serving clients drives everything we do. We strive to build trusted, long-term partnerships to help our clients achieve their business objectives.

We recognize that our people are our strength and the diverse talents they bring to our global workforce are directly linked to our success. We are an equal opportunity employer and place a high value on diversity and inclusion at our company. We do not discriminate on the basis of any protected attribute, including race, religion, color, national origin, gender, sexual orientation, gender identity, gender expression, age, marital or veteran status, pregnancy or disability, or any other basis protected under applicable law. In accordance with applicable law, we make reasonable accommodations for applicants\' and employees\' religious practices and beliefs, as well as any mental health or physical disability needs.

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    Frankfurt am Main, Germany
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