Payments - Saudi Corporate Sales - Executive Director - Riyadh

The EMEA Payments Corporate Sales Team is part of J.P. Morgan Payments. J.P. Morgan Payments offers Treasury Services, including Liquidity, Card, Trade & Working Capital and Merchant Services to its Corporate & Investment Bank clients. J.P. Morgan is recognized to provide the global scale and service of a world-class bank, with the innovation and agility of a fintech. As one partner and platform, J.P. Morgan simplifies payments, so its clients can focus on their business.

The Payments Sales Head role combines managing existing client relationships and building new business primarily with Local Saudi Arabian Corporates. The team works closely with various Payments products, solutions teams & Trade and Working Capital to sell Payments Solutions both in Saudi Arabia and globally (Americas/EMEA and Asia). The team is accountable for sales initiatives to increase J.P. Morgan's Payments revenues and bottom-line contribution. The ability to liaise and partner across JP Morgan is critical to optimize global solutions and service delivery whilst developing, maintaining, and enhancing the relationships with clients.

Job Summary

This role will be responsible for the J.P. Morgan Payments Corporate Sales Team in the Saudi Region.

The Payments Sales role combines managing existing client relationships and building new business. There will be a leadership element with two direct reports in the initial phase.

Job Responsibilities

1. Help grow the client base, share of wallet, and achieve new business goals, including the annual sales plan at target margins by identifying prospects/opportunities, developing the approach/calling plans, and engaging partners/senior managers to influence decision-makers at prospective clients.
2. Provide compelling financial and market analysis to support proposals for new business to build a pipeline of potential and probable new business wins, documenting status and assumptions throughout the sales process.
3. In partnership with other J.P. Morgan (JPM) Executives, execute the sales strategy to achieve new business sales objectives, maintain current revenue streams, expand market share, and increase the share of wallet with target clients to maximize profitability with clients through the appropriate pricing of new business wins, product extensions, and cross-selling other J.P. Morgan products to convert and optimize the regional strategy for the local markets.
4. Be the "voice of the client" for JPM Payments and manage revenue vulnerability and client loss through a deep understanding of the client's needs and identification of product and service delivery gaps, partnering with Product Management and Client Service & Implementation Executives to determine the optimum level of product integration and delivery which maximizes client satisfaction and profitability.
5. Collect, manage and analyze key MIS to inform decisions and implement ongoing client strategy while coordinating cross-sell opportunities with other parts of the Bank.
6. Management of the entire sales process from selling to full implementation (including proposals, contract negotiation, documentation, and coordinating product partners/implementation teams) and responsible for addressing business issues such as risk, legal and compliance and managing resolution. To include managing a small team in the region.
7. Represent J.P. Morgan Payments at appropriate external market/industry forums and work with the communication department to increase press coverage with a view to raising the firm's visibility and manage/enhance oversight for its reputation and regulatory risk.

Required qualifications, capabilities, and skills

1. Able to demonstrate relevant sales management experience in a Payments environment alongside demonstrating knowledge of corporate clients in the Saudi markets.
2. Able to demonstrate Product knowledge; Cash Management/Trade and Working Capital (T&WC) knowledge and solution set knowledge globally, not just in the Saudi market.
3. Ability to manage complex deals including leading Global RFPs and pitches.
4. Demonstrated personal contribution to driving client/solution sales and development with client references with a demonstrated track record of collaboration across the bank (or former employer), especially with corporate bankers, product, service, and operations partners.
5. Able to demonstrate thought leadership in solutions for clients as demonstrated by articles, speaking engagements, industry bodies, etc.
6. Able to demonstrate organizational & planning skills and a track record of being able to follow through on your plans and demonstrated ability to manage client risk dynamics and enable the team to manage risks, work with internal partners and clients to implement a balanced risk/reward relationship.
7. Demonstrated ability to work across cultures with internal teams and external clients globally and demonstrable ability to operate in a matrix partnership environment to achieve your goals. Proven ability to work to tight timeframes alongside excellent communication, influencing, and negotiation skills.

Preferred qualifications, capabilities, and skills

Education to degree level (or equivalent) in Finance, Economics, or a related discipline, or extensive relevant experience.

Please apply online at: https://tinyurl.com/mtvb2j7d

Employment Type: Full Time

Company Industry: Banking, Broking

Department / Functional Area: Finance, Treasury

Keywords: Payment Processing, Cash Management, Trade And Working Capital, Manage Global RFPs