The EMEA Payments Merchant Services team is responsible for providing acquiring solutions to global multinationals corporations with headquarters based in Europe, the Middle East and Africa (EMEA) as well as subsidiaries of J.P. Morgan's multinational client relationships. The EMEA Merchants Services Business Development team is closely aligned with the Global Payments Sales team, Corporate Bank and various other Wholesale Banking Product verticals, in delivering innovative payments solutions to J.P. Morgan's clients. This includes marketing the firm's EMEA capabilities as well as growing cross-border revenue.
As the Business Development Manager, you will be a thought leader internally and externally in developing a vision for the overall success for the business area, functions and company. The key objectives will be to increase revenue through a robust sales pipeline of Head Quartered (HQ) clients. The Merchant Services Payments Business Development Manager - Vice President will report to the EMEA Head of Sales
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Job Summary
As a Merchant Services Payments Business Development Manager - Vice President within the Europe, Middle East, and Africa (EMEA) Merchant Services team, you will be reporting to the EMEA Head of Sales. In this role, you will be responsible for prospecting, pitching, and closing payables solutions for corporate, financial institutions, healthcare, public sector, and multi-national clients. You will identify potential clients, present payables solutions, and finalize deals. You will need a deep understanding of the payables industry and a history of managing complex client transactions. Your responsibilities will also include overseeing the sales cycle, identifying unsolicited client opportunities, and maintaining a robust sales pipeline. You will also work with cross-functional teams on deal negotiations and pipeline management.
Location: Frankfurt, Dublin, or Amsterdam depending on the successful candidate
Job Responsibilities
- Meet and exceed assigned revenue goals
- Lead cross-functional deal teams
- Prepare and delivery of presentations with demonstrable ownership of all aspects of the sales cycle
- Support pricing and proposal writing process as needed
- Assist with the planning and delivery of the strategic product roadmap through collaboration with clients, sales, segment teams, channel partners, and other product owners within the payables and receivables business
- Identify client needs and upsell/cross sell MS EMEA products by acting as a consultant for clients by providing consultancy, data analytics and advice on how to best utilise the products and services of J.P. Morgan Merchant Services in EMEA
- Provide clients with comprehensive merchant acquiring payment landscape in EMEA, build business cases with clients and guide their decision-making process
- Build partnerships with the Bankers in key account planning, including setting and implementing the account strategies and support the Bankers in client on-boarding from Payments product aspects. Lead and coordinate regional Request for Proposals (RFP's) with parent Head Quartered (HQ) and country coverage team
- Maintain accurate records of client interactions; proactive reporting or dashboards on an agreed frequency
- Understand the unique challenges and requirements in the industry/client segment and partner with internal stakeholders in the development, implementation and delivery of complex products and solutions
- Identify improvements to existing systems/products & processes as well as opportunities for new products & services in region
Required Qualifications, Skills and Capabilities
- Demonstrate significant experience in payment processing and merchant acquisition (various payment methods and their checkout experience, consumer behaviours in EMEA and worldwide
- Demonstrable track record of successful selling to and managing relationships with large / complex organisations in Europe within the Merchant Services environment
- Demonstrate your experience in delivering client-focused solutions based upon their needs with a proven track record of building and maintaining relationships with senior level executives in EMEA/US/Asia Pacific (APAC) / Latin American (LATAM)
- Knowledge, skills and experience to established network and experience working with Local Corporates and Multinational corporation clients
- Demonstrate your ability to influence senior decision makers, internal stakeholders and peer group
- Demonstrate experience selling, negotiation and influencing skills
- Demonstrate partnership skills with internal and external stakeholders
- Must have a European language in addition to English.
Preferred qualifications, capabilities and skills
- Head Quartered (HQ) client experience is preferred but HQ subsidiary experience would also be considered.
- Bachelor's degree required (Business, Finance or Economics related major preferred); Master's degree preferred. Or able to demonstrate extensive level of performing successfully in a similar role.
- Some European and US travel required (up to circa 30%)
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
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.