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GlobalTrade is a critical element of a complete Corporate & Investment Bank("CIB") client relationship, and an important component of our internationalgrowth strategy. We offer financing and risk mitigation products to ourCIB and CCBSI corporate client base. Client solutions include SupplyChain Finance, Export / ECA Finance, Trade Loans, Receivables Finance andPurchase, Contract Monetization, InventoryFinance, Commercial Letters of Credit, Standby Letters of Credit, andGuarantees.
The GlobalTrade Sales representative will take end-to-end ownership of a portfolio ofclients and bankers, responsible for Trade business development, management ofclient strategies, origination of profitable business in line with thosestrategies, client advisory, portfolio management, and issue resolution workingclosely with Corporate Bankers, Credit, Operations, Trade and various internalbusiness partners across Lines of Business.
KeyObjectives and Responsibilities
Determinationof role seniority will be ma de based upon size, complexity of the underlyingportfolio and market.
Lead sales and origination efforts for trade for assigned portfolio.
Identify, qualify and win opportunities
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
Must Haves,will vary depending upon seniority of role. Below represents musthaves for at least VP level candidates, with ED level possibly more extensive.
In depth knowledge of theTraditional Trade and Supply Chain Finance products
Familiarity with the Export Finance/ Export Credit agency product set
In depth knowledge of local Tradeproduct set, banking products, and local market issues for targeted overseasmarkets
A considerable level of previousproven sales, relationship building, and business development skills
Strategic thinking and demonstratedanalytical skills
Experience working with credit andan understanding of the credit process.
Strong sense of ownership
A team player
Independent, self-motivated, highenergy, able to succeed in a fast-paced environment
Excellent selling and negotiationskills
Excellent communication skills withstrong organizational and multi-tasking abilities
Executive presence and consultativesales acumen; ability to develop advisory relationships with clients, prospectsand bankers
Polished speaker who can presentcomfortably; ability to convincingly present complex material effectively tolarge and small audiences.
Proven ability to establish,develop, and manage relationships with senior executives. Ability tounderstand and manage the business and personal factors that influence decisionmaking.
Proven track record ofresults-oriented performance; building and influencing strategic relationships;ability to lead and influence others
Capable of working with minimalsupervision
Leadership potential preferred
Written and spoken English fluency
Ability to travel as needed
This role will be based in Houston
J.P. Morgan's Corporate & Investment Bank(CIB)is a global leader across banking, markets and investor services. The world'smost important corporations, governments and institutions entrust us with theirbusiness in more than 100 countries. With over $25 trillion of assets undercustody and $450 billion in deposits, the Corporate & Investment Bankprovides strategic advice, raises capital, manages risk and extends liquidityin markets around the world.
Global Trade (GT) is a division of Wholesale Payments. For more than 200 years, J.P. Morgan has helped clients maketrade payments, access liquidity, and manage risk. We connect counterpartieswith market-leading Traditional Trade, Supply Chain Finance, and Export Financesolutions. Our institutional strength, practical expertise, comprehensivetechnology, and unparalleled network enable us to deliver powerful globalsolutions, when and where our clients need them. Our global product andtechnology platform, integrated client service model and network of operationalcenters enable us to deliver a consistent set of services to clients no matterwhere they are across the world.
Internal Number: 6523251
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