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J.P. Morgan's Corporate & Investment Bank (CIB) is a global leader across banking, markets and investor services. The world's most important corporations, governments and institutions entrust us with their business in more than 100 countries. With over $24 trillion of assets under custody and $430 billion in deposits, the Corporate & Investment Bank provides strategic advice, raises capital, manages risk and extends liquidity in markets around the world.
Global Trade (GT) is a division of Wholesale Payments. For more than 200 years, J.P. Morgan has helped clients make trade payments, access liquidity, and manage risk. We connect counterparties with market-leading Traditional Trade, Supply Chain Finance, and Export Finance solutions. Our institutional strength, practical expertise, comprehensive technology, and unparalleled network enable us to deliver powerful global solutions, when and where our clients need them. Our global product and technology platform, integrated client service model and network of operational centers enable us to deliver a consistent set of services to clients no matter where they are across the world.
Background: J.P. Morgan's trade business has underperformed versus its direct peers over the last 15 years. With the business recent realignment into the Wholesale Payments business, J.P Morgan Trade is about to launch a large swathe of investments and new product capabilities that will put J.P. Morgan into the top tier of global trade banks. These products will be launched and administered on a global basis, with regional product personnel reporting directly into global product functions. The regional head roles at JP Morgan will be solely focused on client development, trade client coverage, sales and revenue growth against a defined universe of clients. Separately there will be a Global Portfolio management function that similarly to the product organization will be a globally deployed and globally administered first line of defense within Trade to supplement the product and sales organizations.
Position Summary: J.P. Morgan is looking for a highly experienced, proven Trade Sales Head to join and lead its Regional Trade team within its Wholesale Payments business. This team delivers a range of strategically significant value-add solutions to clients in the Region. Based in London, Sao Paolo, (Singapore / Hong Kong), the position reports to the Head of GT and is a key member of the global management team, while setting the customer strategy and driving the sales activities of the regions GT teams.
Build and maintain a world class Trade sales team covering Corporate Investment Bank and Commercial Bank parent and subsidiary clients operating in the region.
Set sales goals and develop comprehensive scorecard metrics for the trade sales teams.
Drive global revenue for customers parented in the region.
Be the senior sales deal closer in the region with all clients
Champion the Global Trade strategy specifically the deliver of SCF and the new structured solutions in the region.
Drive the trade client agenda with the banking teams to ensure that they are helping to originate trade opportunities.
Deliver credibility in front of clients and banking teams by knowing the new existing capabilities intimately, and how and when they should be appropriately delivered to the client base.
Oversees account planning in support of the Trade products in the region, the sales strategy and for the effective pipeline management against resources available.
Act as the regional voice of the client to set the strategic direction for the client servicing function, including engagement in technology and product initiatives which are globally centralized.
Responsible for the regional performance of GT in the voice of client feedback and for delivering gains in market share.
Client advocacy; works closely with the global product and portfolio management heads to ensure the end-to-end client experience is understood and considered in all strategic decision making.
Represent as senior sales officer in the region the advocacy of the regional client base on all Global Deal Review and risk / capital management committees
Co-lead with the regional portfolio management head as the regional first line of defense in all our client interactions in the region.
Responsible for hiring, staff planning and staff development of all customer facing and sales team members in the region.
Act as the senior lead with the regional banking teams and is responsible for improving banking feedback on the effectiveness of the regional trade personnel and the overall quality of client engagement / dialogue.
Responsible for the development and maintenance of 3-year strategic sales and revenue plans for the customers in the region.
Ensure appropriate levels of product expertise in sales and relationship management teams to sell complete suite of trade & loan products.
Meet/exceed sales new business origination targets and revenue growth objectives.
Act as the senior lead on key deals with customers from and in the region to ensure deals are won and revenue realized.
Further develop sales team through coaching and training, proactively managing talent, supplementing team with active recruiting.
Provide market and competitive feedback to product management.
15+ years of relevant experience in Trade Products, (commercial letters of credit, collections, financings, standby LCs, Supply Chain Finance, Export Finance, Commodity Finance, Trade Lending, Receivables Purchase and Securitization).
Extremely strong background with a comprehensive track record of success in leading and closing a large volume of Supply Chain Finance mandates across the region.
Strong accounting knowledge of the rules and regulations surrounding Supply Chain Finance.
Extremely strong background in Commodity Trade Finance including having experience of selling, structuring and growing borrower base finance deals.
Strong background and knowledge of IFRS 9 and FAS 166 /167 accounting principles as it relates to true sale receivables purchases.
Experience of having led and closed large structured receivables programs with a high degree of familiarity of the key tranching and risk mitigation tools that can be used.
Knowledge and experience of inventory finance including both direct and off-balance sheet financing techniques
Background of having sold and led Trade loans for Multi-national corporations and their subsidiaries around the world.
Superior credit, risk and structuring skills focused on those skills needed for Supply Chain Finance, true sale receivables purchase / securitization and inventory finance.
As well as a proven background in the above trade working capital and structured solutions capabilities the successful candidate needs to have a proven background in selling and closing the traditional trade service capabilities across the region.
Proven track record in originating and closing trade transactions across multiple products, geographies and legal jurisdictions
Strong financial and analytical skills; financially disciplined
Quick to spot and distil key business issues, communicate and drive high performance teams around agreed priorities; strong commercial judgment and influencing abilities
Exceptional stakeholder relations with the ability to interpret and deliver complex messages and concepts concisely both internally and externally at all levels within the organization and across LOBs
Dynamic, passionate and energetic, proven leader with ability to innovate, influence/drive change and challenge sales teams
Relentless focus on client experience
Highest level of integrity and good judgment; tremendous team player
Flexibility for regular domestic and international travel
Fluent in a major language in the region beyond English.
Bachelor's degree is required, Masters or MBA degree is preferred