JPMorgan Chase Asset Management – Head of Central US and Canada Region, North America Institutional in Chicago, Illinois

J.P. Morgan Asset & Wealth Management, is a global leader in investment and wealth management. Its clients include institutions, high-net-worth individuals and retail investors in every major market throughout the world. The division offers investment management across all major asset classes including equities, fixed income, alternatives, multi-asset and money market funds. For individual investors, the business also provides retirement products and services, brokerage and banking services including trusts and estates, loans, mortgages and deposits.

Asset Management is a leading investment manager of choice for institutions, financial intermediaries and individual investors worldwide. With a heritage of more than two centuries, a broad range of core and alternative strategies and investment professionals operating in every major world market, we offer investment experience and insight that few other firms can match.

Business Overview

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.

Position Overview

The Institutional Head of Central US and Canada Region leads approximately 15 individuals, including Client Advisors and Sales Support, covering a broad cross-section of client segments. In this position, you will be responsible for hiring, coaching and managing Sales talent, in an effort to maximize their productivity and contribution to sales results. In addition, you will have direct responsibilities for client accounts, which entails developing an in-depth understanding of the clients’ investment process, needs and constraints, and executing on sales and servicing metrics. The candidate will be expected to learn about the broad investment and servicing capabilities across JPMAAM and to position those to execute Sales Strategies and deepen Client Relationships.

Roles & Responsibilities

People Management – Facilitate a dynamic sales environment of top producers

  • Evaluating the quality of Client Advisors’ activity and providing regular coaching to enhance skills and territory management abilities;

  • Retaining and developing high quality staff who have the ability to maximize the opportunity in their territory;

  • Supporting and training on the development of sales skills among the Client Advisor team and ensuring ongoing enhancement of their industry and product knowledge;

  • Evaluating and providing developmental feedback to Client Advisors on an ongoing basis.

Business Development – Assist each Client Advisor to create and implement an aggressive business plan that maximizes their sales opportunity

  • Developing and maintaining relationships with key decision makers, gatekeepers and centers of influence throughout the territory;

  • Developing sales ideas and presentations in conjunction with Marketing;

  • Developing, implementing and monitoring practices to increase the Client Advisors’ effectiveness and efficiency;

  • Organizing and directing sales development and training activities;

  • Monitoring implementation and progress of territory business plans;

  • Monitoring progress of sales goal achievement;

  • Developing strategic partnerships with clients at the most senior decision-maker-level (CIO) by influencing and building close personal relationships at client firms.

Direct Client Coverage Responsibilities

As mentioned, this is a “player/coach” role and the individual would be expected to personally take on direct client coverage responsibilities. The number of accounts may be less than Client Advisors, to balance allocation of time between duties.

  • Establishing and deepening client relationships with the goal of increasing JPMAM’s share of managed assets;

  • Thoughtfully delivering additional value-add services to clients e.g. analytics, research, etc. to position JPMAM as a thought leader and “asset manager of choice”;

  • Delivering against sales metrics, including AUM, revenue and activity targets;

  • Acting as the internal quarterback for client’s needs/requests by efficiently executing internal processes;

  • Leading strategic client initiatives to constantly improve the products and services we offer clients;

  • Staying abreast of industry and client investment trends to actively contribute to the internal product development, marketing and research processes;

  • Influencing investment and servicing functions to work as one client team in delivering JPMAM’s vast capabilities to clients.

Administrative/Organizational Management

  • Budgets – Developing and monitoring budgets for each territory;

  • Activity – Reporting on Monthly activity metrics to sales management and various sales reports as needed; maintaining and monitoring travel schedules for the Client Advisors;

  • Expenses – Monitoring and approving/rejecting territory expenses;

  • Team Development – Leading weekly staff meetings, participating on conference calls, attending sales meetings, marketing meetings and others, as necessary;

  • Human Resource Policies – Understanding HR policies and administering/supporting as needed;

  • This position has a seat on the North America Institutional Management Team, which comes with wider responsibilities in contributing to the delivery of the overall objectives of the North America Institutional business.

Requirements

  • 10+ years sales, preferably with institutional clients and investment management, and with proven sales leadership;

  • 10+ years of Management experience including managing senior and junior employees;

  • Sustained track record of building, developing and growing client relationships;

  • Capital Markets: Demonstrates and applies knowledge of the global economy, financial markets and the political landscape:

  • Deep penetration of the marketplace;

  • Ability to position and differentiate our products against competitor firms and their Investment products and processes, as well as service platforms.

  • Product Knowledge: Expert understanding of our product range and positioning within the competitive landscape:

  • Deep knowledge of Investments, preferably including alternatives, DC products, equities (public and private), fixed-income, international markets, pension finance investments, real estate, as well as the state of the industry and any other pertinent topics;

  • Ability to influence product development, pricing, positioning and competitor analysis.

  • Client Understanding: Deep understanding of the client's strategic issues, risks and 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 of running client relationships with complex and multiple product offerings.

  • Professional Competence: Skilled to best represent and deliver the firm:

  • Ability to 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.

  • Required: Series 7, 63, 3 will be required within three months of hire. Series 24 required within twelve months of hire;

  • Undergraduate degree required; advanced degree preferred;

  • CFA preferred.

JPMorgan Chase is an equal opportunity and affirmative action employer Disability/Veteran.