J.P. Morgan is a global leader in asset and wealth management services. The Asset & Wealth Management line of business serves institutional, ultra high net worth, high net worth and individual clients through its Asset Management and Wealth Management businesses. With client assets of $2.8 trillion and assets under management of $2.0 trillion, we are one of the largest asset and wealth managers in the world. (Assets as of Dec. 31, 2017.)
Throughout its long and distinguished history, Asset & Wealth Management has been steadfastly committed to putting its clients' interests first. This fiduciary responsibility defines our relationship with clients and informs every decision we make on their behalf. The Asset & Wealth Management business is also guided by its strategic objective and business priorities.
J.P. Morgan’s North America Institutional business provides strategic guidance and manages assets for institutional investors, including corporate and public pension plans, corporate and public defined contribution plans, endowments and foundations, as well as healthcare systems. With over 50 sales and service professionals located throughout the U.S. and Canada, North America Institutional provides clients with global investment expertise and disciplined processes to deliver solutions and strategies from across the firm. We engage in proactive client partnerships, taking time to understand each client’s current needs, anticipate future opportunities and develop innovative, customized solutions.
In this role, you will be accountable to own a set of client relationships and sales metrics. You will drive an advisory and sales effort to organically grow the business by providing innovative thought leadership and executing on a progressive strategy for a sophisticated institutional DC client base. In addition, you will be responsible to:
Drive YOY growth by executing sales solution strategies, identifying opportunities to build new client relationships and deepening existing client relationships, and initiating successful programs targeting specific client needs.
Ensure disciplined territory management
Generate results and focus on increasing and retaining the firm's assets
Retain and defend existing business
Grow relationships with existing clients
Develop strategic partnerships with clients at the most senior decision maker (CIO) by influencing and building close personal relationships at client firms
Achieve first call status with clients and maximize JPM opportunities
Identify, develop and close new business opportunities
Maintain in-depth knowledge of key clients
Initiate and encourage broad and direct relationships across product /client service areas
Actively participate in major industry associations/conferences and develop key role as a market influencer and trend- setter
Distinguish yourself from the competition and leave a strong, positive impression of JPMAM
Display integrity and trust in all client relationships and in the marketplace
Develop and maintain personal relationships with key decision makers, gatekeepers and centers of influence, as well as build well-coordinated partnership with internal colleagues
Balance team and functional needs
Develop targeted/specific marketing and sales ideas and presentations in partnership with marketing and other sales support teams
Efficiently use firm resources, appropriately leveraging the firm's relationships and openly sharing with peers, colleagues, etc.
Lead and leverage Portfolio Manager, Consultant Advisor and Client Service Manager (CSM) Create client/market demand, and proactively respond to consultant led searches
Develop and mentor junior staff members
Leverage and involve team member on stretch assignments
10+ years of proven sales success within the Institutional DC space, and with proven sales leadership skills
Capital Markets: Demonstrates & applies knowledge of the global economy, financial markets & the political landscape
Deep understanding of all aspects of the DC Industry (i.e. Recordkeeping, trust/custody, communications, plan design)
Ability to position and differentiate our products against competitor firms and their Investment products & processes, as well as service platforms
Product Knowledge: Expert understanding of our product range & positioning within the competitive landscape
Deep knowledge of the Investments, particularly as it relates to the Target Date competitive landscape
Ability to influence product development, pricing, position and competitive analysis
Client Understanding: Deep understanding of the client's strategic issues, risks & objectives
Demonstrated ability to deliver decisive and insightful solutions through an integrated strategy and initiatives
Excellent internal and external influencing and relationship building capabilities
Proven track record running client relationships with complex and multiple product offerings
Professional Competence: Skilled to best represent & deliver the firm
Work effectively within a large, complex and matrixed organization across and within teams
Effective communication across product sales team and proactively partners and leverages each team member, CPM, and other partners
Lead, develop and coach senior Client Advisors and junior staff members.
Required: Series 7, 63, 3; will be required right away and no later than three months of hire
Undergraduate degree; advanced degree preferred