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, Inventory 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 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 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
- This role will be based in San Francisco
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 $25 trillion of assets under custody and $450 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.