Trade & Working Capital – Trade Finance Client Management & Sales - Vice President (all gender)[...]

Leveraging one of the world’s largest Trade Finance investor networks, we scale funding to support this growing asset class on a global basis. Our institutional strength, practical expertise, comprehensive technology, and financial partner network enable us to deliver global solutions, when and where our clients need them. In Trade & Working Capital (T&WC) We connect counterparties with market-leading Supply Chain Finance, Receivables Finance, Contract Finance, Working Capital Lending, Export Agency Finance, and Traditional Trade solutions.

Job Summary

As a Vice President in the EMEA Trade Client Management team, you will assume responsibility for the management of a portfolio of active Supply Chain Finance customers. Your primary focus will be on growing the existing book of Supply Chain Finance programmes. Recently, our team\’s remit has expanded to include both the origination of new Supply Chain Finance programmes and the cross-sell of other Trade & Working Capital products into the existing Supply Chain Finance client population. You will design a comprehensive client engagement and programme execution strategy for the assigned portfolio and will be responsible for promoting asset and revenue ramp through the identification of both organic and strategic growth opportunities. This role offers the opportunity to work within a tight knit, collaborative team environment, as well as with both internal and external partners.

Job Responsibilities

• Drive outsized asset and revenue generation through steering of SCF programme ramp and supplier enrollment, while supporting the client’s ability to achieve their own organizational objectives
• Work with the T&WC Sales team on prospecting and origination of net-new SCF programme opportunities via research, sales calls, client visits, and RFPs
• Identify and pursue opportunities to position the adoption of incremental Trade & Working Capital solutions, to existing SCF clients, by developing an intimate understanding of the assigned clients’ businesses and the related applicability of the T&WC product suite
• Manage overall Trade client relationships and serve as primary point of contact for usage of multiple Trade products, while centrally managing available capital to optimize returns
• Establish and maintain client specific engagement plans designed around achieving identified strategic and tactical goals, in addition to meeting defined cross-sell targets
• Analyze ongoing client financial performance to understanding trend development and profitability, informing potential adjustments to execution strategy
• Monitor credit facility usage and patterns while working in close partnership with Distribution desk to ensure sufficient capital is available to accommodate discounting needs
• Facilitate requests and inquiries from cross functional partners across the JPM franchise (Sales, Bankers, Credit, Client Service, Operations, Legal, Product and others)
• Support the ongoing advancement and adoption of several critical technology initiatives designed towards improving the business’ broader operating model
• Coordinate programme expansions, supplier enrollment activity, and other related delivery tasks with counterparts in other regions
• Assist in supporting and/or managing stretch projects centered around driving incremental business growth and/or achieving better efficiencies

Required Qualifications, Capabilities, and Skills:

• Relevant level of client coverage experience required in a similar role
• Self-starter with ability to prioritize and manage multiple deliverables within a timely fashion
• Positive, results oriented thinker with propensity for new idea generation
• Competitive and independently driven to consistently outperform expectations (of both internal stakeholders and clients)
• Strong verbal, written, and presentation skills with comfort leading interactive client discussions
• Exceptional organizationaland time management skills
• Fluency in English

Preferred Qualifications, Capabilities, and Skills:

• Familiarity with (or exposure to) Trade & Working Capital, Supply Chain Finance, Receivables Finance, Inventory Finance, or Traditional Core Trade
• Sales and/or structuring experience
• Credit analysis experience or exposure
• Fluency in additional Western European language
• Bachelor’s Degree and/or relevant professional experience in a similar role

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