he TMO will partner closely with Banking, Product and Industry teams to drive strategic sales initiatives for HHN entities with annual revenues greater than $100 million. The TMO will work closely with bankers to ensure proper alignment of strategies and credit capacity for all Treasury Services products as well as ensuring all proper risk control protocols are considered and followed in the sales process.
The core responsibilities of this position include :
Working in partnership with market bankers to develop new profitable business from prospective clients; developing and/or collaborating on business capture plans and executing them
Maintaining an ongoing commitment to staying current and fully understanding relevant industry trends with the ability to apply them in complex client solutioning opportunities and helping clients see the connection to treasury solutions proposed.
Managing a proactive posture towards client visitation and interaction; understanding clients' business environments, strategies, and industry to better determine their requirements, identify potential new business opportunities for JP Morgan Treasury Services and provide the appropriate solution(s)
Understanding the competitions' capabilities and gaps, and how to position JP Morgan Treasury Services against them
Promoting sales through regular client interactions and discussions covering new products, market and industry developments
Managing proposal writing and the entire sales process
Developing and enhancing in-depth client knowledge and sharing it with the client coverage team for both new business development and management of client risk
Escalating all client concerns as well as ensuring projected deal closing timelines are achieved
Providing feedback to product managers and maintaining strong working relationships with other JP Morgan lines of business
Approximately 50% to 70% regular business travel meeting with clients and prospects as well as attending industry events and conferences
Key Objectives/Responsibilities:
Engage JP Morgan Treasury Services Sales, Bankers and clients at senior and strategic levels to proactively provide integrated treasury solutions within a consultative and client driven framework
Create strategic dialogues around key client-centric issues, incorporating best practices, peer benchmarking, industry data analytics, ROI quantification and solution positioning
Utilize template-driven business case quantification for clients in support of JP Morgan solutions
Raise new solution ideas and partner with internal product stakeholders when representing the client perspective in the development/evolution of complex products and solutions
Deliver thought leadership to the market, prospects and clients on the working capital solutions at client roundtables, industry conferences, webinars, articles, etc.
Execute against a clear set of engagement principles that ensures consulting resources are mapped against the largest revenue opportunities within Treasury Services
Independently lead business process reviews aligned to key client sales opportunities and engage industry solutions specialist for VIP and complex client business process reviews
Regularly travel to meet with client and prospects as well as attending industry conferences and events. Travel requirement approximately 50% to 70%.
Qualifications:
Possesses a minimum of 7+ years of cash management, sales and relationship management experience, preferably in the healthcare, higher education and/or not-for-profit sectors
Possesses knowledge and understanding of Treasury Services products, credit process, overdraft management discipline, and pricing philosophy
B.A./B.S. in Accounting/Finance preferred
Demonstrated experience in the Healthcare, Higher Education and/or Not-for Profit vertical with parallel scale and scope
Ability to develop strong working relationships with clients, colleagues, external centers of influence (COI), and external consulting organizations
Ability to generate ideas, identify and drive the development of new business
Demonstrates excellent/strong selling and negotiation skills
Demonstrates excellent/strong verbal and written communication skills
Possesses strong industry/market expertise
Demonstrates strong time management, organizational and planning skills
Possesses strategic thinking skills
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.
