Our Client Account Management (CAM) team has outstanding business, client, product, and industry knowledge. The team manages client relationships throughout their lifecycle and is responsible for all aspects of the service we provide to our clients. Client Account Managers understand their clients’ structure, constraints, and requirements, which enable them to define and implement tactical and strategic service and technology solutions that best satisfy their needs, as well as analyzing the client’s mix of business in order to maximize their revenue potential for the business.
The team are the senior client facing staff for the product in EMEA, being responsible for all aspects of service delivery. Comprised of >30 individuals across London and Paris, we are responsible for managing the profitability, risk and capital footprint of the clearing client base and for maximizing the return on equity of the EMEA client base. This role has a local London reporting line into an Executive Director in PFS Client Account Management.
Job responsibilities:
The team supports and leads business and revenue growth for Prime Financial Services through effective management of client relationships. The background and experience of the members of the team include credit risk, market risk, trading, operations, finance and technology.
The team is responsible for profitability and market share of our client base – providing ongoing support to clients with respect to margin methodologies, operational workflows, regulatory updates, treasury and product enhancements. The ability to build and maintain client relationships, based on deep knowledge of the product and solutions are fundamental to the success of the business.
The client base for this role is primarily Banks and Asset Managers/ Pension funds with a focus on Futures & Derivatives Clearing, however this is a cross product role and the successful candidate should display a desire and aptitude to cover all products in the PFS suite to our client base, including Prime Brokerage
On-boarding & New relationships:
- Attend client pitches to provide consultative product expertise to close deals where required. Point of contact for Sales during the marketing phase, particularly when faced with questions relating to bespoke requirements, credit or risk-related issues.
- Where appropriate, help the Sales agenda by leveraging internal and external sources to create potential leads.
- Execute the acquisition strategy defined in partnership with Sales & Marketing teams, taking from ‘client win’ into ‘client live’ phase.
- Define the most appropriate solutions for client asks (e.g. technology, legal, margining, operations, position transfers, collateral, interest, commission, reports, high level timeline).
- Act as a point of escalation throughout the on-boarding lifecycle.
Preferred qualifications, capabilities, and skills:
- Responsible for managing profitability of existing clients, initially acting in support of Primary Relationship Manager but expanding to take individual responsibility for a client portfolio
- In partnership with Sales, ensure that pricing is in line with business potential, objectives, cost of servicing the client and client overall wallet size.
- Capitalize on client relationships to influentially direct Prime Finance business and revenue increasing opportunities
- Communicate existing and future functionality, services and solutions to clients. Undertake in-depth training as required.
- Develop strategic relationships with key decision makers at the client and strengthen existing client relationships through regular interactions, meetings and events
- Ensure the effective managing of client issues in order to prevent client defection, client dissatisfaction and/or revenue loss.
- Manage client escalations, resolve client issues and help the client navigate the firm and industry/regulatory developments.
- Understand and solve ‘complex’ client problems and provide long-term solutions for client requirements, manage Change (J.P. Morgan, industry or regulatory driven) with the client base.
Required qualifications, capabilities, and skills:
- Practical experience of Exchange Traded, OTC Markets or Prime Brokerage gained either from Sales, Trading, Credit Risk/Market Risk or Operations, ideally across asset classes
- Strong appreciation of risk-related macro-economic environments
- Ability to understand client portfolio risk and strategy
- Financial and mathematical numeracy
- Strong written, verbal, presentation, interpersonal and negotiation skills
- Relationship management – demonstrable aptitude for maintaining and expanding relationships at different levels
- Effective teamwork, constructive and supportive approach, execution/delivery focused
- Self-starter – able to prioritise and manage issues and make risk-adjusted priority calls
- Comfortable with technology – aptitude and desire to engage in technology discussions, lead to automate and leverage self-solve technologies and deliver new solutions for our clients
- Knowledge of European languages: German and French or other European languages advantageous
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. In accordance with applicable law, we make reasonable accommodations for applicants’ and employees’ religious practices and beliefs, as well as any mental health or physical disability needs.
About the Team
The Corporate & Investment Bank is a global leader across investment banking, wholesale payments, markets and securities services. The world’s most important corporations, governments and institutions entrust us with their business in more than 100 countries. We provide strategic advice, raise capital, manage risk and extend liquidity in markets around the world.
Clients turn to our industry-leading Markets, Sales and Research team to offer clients unique market insights on sectors and companies, and actionable ideas using research to make well-informed investment decisions. Teams understand products across asset classes and help clients structure solutions that manage risk, enhance yield and solve complex financial problems.
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