CIB - Payments - Treasury Services - India Head of Corporate Sales

Job Description

About J.P.Morgan Payments: Payments - the worlds largest cash management provider - moves, concentrates and invests client money. Payments products include payments, collections, trade finance, investments, and merchant acquiring that help companies manage working capital and liquidity. The business, which operates in more than 40 countries, is the worlds largest U.S. dollar clearer, processing an average of $6 trillion average value of transactions processed daily. More than 135,000 corporations, financial institutions, governments and municipalities in over 180 markets and territories entrust their cash business to J.P. Morgan. Scope of the Role: Working closely with the APAC Head of Corporate Sales, the India Head of Corporate Sales is responsible for driving profitability growth of the India portfolio in line with the business plan through providing J.P. Morgan Payments product/solutions including core cash clearing, liquidity management, foreign exchange, merchant services and trade solutions to our target India headquartered (HQ) to meet their local and outbound requirements and inbound requirements of our multinational (MNC) clients. Responsibilities include:
• Lead the India Corporate Sales team to drive the achievement of new business goals for India, including the annual sales plan at target margins by identifying prospects/opportunities, developing the approach/calling plans and engaging partners to influence decision makers at prospective clients
• In partnership with Payments functional partners and coverage Bankers, to drive the execution of the sales strategy, to achieve new business sales objectives, expand market share and increase the share of wallet with targeted clients
• Develop compelling financial and market analysis to formulate proposals for new businesses
• Drive strategic account planning for targeted clients, focusing on the use of credit capital and balancing client needs against firm wide priorities
• Direct the development/evolution of complex products and solutions for clients through partnership with internal product stakeholders
• Oversee the management of the entire sales process and end to end onboarding and implementation process for new local clients in India
• Responsible to address business issues in India, such as risk, legal and compliance and managing resolution.
• Ensure individual and team compliance with all required training deliverables
• Manage/meet the required regulatory deliverables for KYC including new business, remediation and renewal
• Represent Payments at appropriate external market/industry forums locally.
• Proactively drive talent management holistically including growth, mobility, and succession planning for the India Corporate Sales team
• Proactively build and drive collaborative firm wide relationships
Requirement:
• Senior sales management with proven track record in leadership roles in Transaction Banking
• Strong knowledge of MNCs and Large Corporate clients in India
• Deep transaction banking product/solution set knowledge relevant to the market and demonstrated track record of success
• Ability to manage client risk dynamics and drive team to manage risks, work with internal partners and clients to implement balanced risk/reward relationship
• Exposure to various functions including sales, client service, operations preferred
Key competencies:
• 20+ years of relevant experience in local / regional / global transaction banking sales and sales management with successful track record in managing complex client relationships and team
• Proven ability to operate effectively in a matrix organization, work under pressure and to tight timeframes
• Excellent communication, influencing and negotiation skills
• Effective collaboration, relationship-building and interpersonal skills, preferably demonstrated in a client-facing role
• Self-starter with positive attitude, strong work ethics and sense of team work
,

Keyskills :
salesmarketingbusiness developmentfinancereportingsales plannew businessmarket sharetrade financebanking sales