The Head of Australia Corporate Sales is responsible for leading and driving the Corporate Sales agenda for existing and prospective clients headquartered in Australia. This role involves working closely with in-country Corporate Banking Heads to achieve new business goals, expand market share, and increase the share of wallet with target clients. The individual will oversee the development and execution of sales strategies, manage client relationships, and ensure compliance with regulatory requirements.
- Leadership & Strategy:
- Lead the Australia Corporate Sales team to achieve annual sales targets and profitability growth in line with the business plan.
- Develop and execute sales strategies to expand market share and increase the share of wallet with Australia-headquartered clients.
- Drive strategic account planning for targeted clients, focusing on the use of credit capital and balancing client needs against firm-wide priorities.
- Client Relationship Management:
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- Build and cultivate strong client relationships to grow the business and cross-sell products, focusing on transaction banking and cross-border solutions.
- Oversee the management of the entire sales process, including end-to-end onboarding and implementation for new clients.
- Work in partnership with functional partners, coverage bankers, and global teams to deliver comprehensive solutions to clients.
- Proactively build and drive collaborative relationships with Wholesale Product and Global Corporate Banking coverage resources and other relevant partners.
- Address business issues such as risk, legal, and compliance, and manage resolution.
- Ensure compliance with all required training and regulatory deliverables, including KYC, new business, remediation, and renewal.
- Proactively drive talent management, including growth, mobility, and succession planning for the Australia Corporate Sales team.
Required qualifications, capabilities, and skills
- Bachelor's Degree in Finance or a related discipline.
- Minimum of 15 years of relevant experience in corporate sales, with a proven track record in leadership roles.
- Strong knowledge of large corporate clients headquartered in Australia and deep product/solution set knowledge relevant to the market.
- Proven ability to manage client risk dynamics and drive a team to manage risks effectively.
- Experience in managing a sales and/or relationship management team, with strong leadership, management, execution, coaching, and influencing skills.
- Excellent communication, influencing, and negotiation skills.
- Effective collaboration, relationship-building, and interpersonal skills, preferably demonstrated in a client-facing role.
- Self-starter with a positive attitude, strong work ethics, and a sense of teamwork.
- Ability to operate effectively in a matrix organization, work under pressure, and meet tight deadlines.
Preferred qualifications, capabilities, and skills:
- Exposure to various functions including sales, client service, and operations.
- Proven success in cross-selling products and meeting or exceeding aggressive product penetration goals.
- A high level of success in establishing and maintaining excellent relationships with clients.
ABOUT US
J.P. Morgan is a global leader in financial services, providing strategic advice and products to the world's most prominent corporations, governments, wealthy individuals and institutional investors. Our first-class business in a first-class way approach to serving clients drives everything we do. We strive to build trusted, long-term partnerships to help our clients achieve their business objectives.
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. We also make reasonable accommodations for applicants' and employees' religious practices and beliefs, as well as mental health or physical disability needs. Visit our FAQs for more information about requesting an accommodation.
ABOUT THE TEAM
J.P. Morgan's Commercial & Investment Bank is a global leader across banking, markets, securities services and payments. Corporations, governments and institutions throughout the world entrust us with their business in more than 100 countries. The Commercial & Investment Bank provides strategic advice, raises capital, manages risk and extends liquidity in markets around the world.