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 representative 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
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 24 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 4-5MM 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 must haves for at least VP level candidates, with ED level possibly more extensive.
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
Ability to travel as needed
JPMorgan Chase & Co., one of the oldest financial institutions, offers innovative financial solutions to millions of consumers, small businesses and many of the world's most prominent corporate, institutional and government clients under the J.P. Morgan and Chase brands. Our history spans over 200 years and today we are a leader in investment banking, consumer and small business banking, commercial banking, financial transaction processing and asset management.
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.