The Real Estate Sales team, part of the EMEA FIG Sales coverage, focuses on managing client relationships and building new business with Financial Institutions and Non-Bank Financial Institutions in Europe. The team works closely with other business lines to manage bank-wide client relationships, catering to the evolving needs of the Real Estate industry. Given the growth of the Real Estate sector across Europe, J.P. Morgan Payments aims to support their complex treasury needs and continue promoting growth in this segment.
Job Summary
As a Real Estate Payments Sales Manager in the EMEA Real Estate Payments Team, you will report to the Head of Asset Management & Real Estate Payments Sales in the region. You will serve as a Sales Executive for new and existing clients, maintaining and growing the team’s portfolio in line with business plans by selling treasury and payments products to target clients. You will collaborate across J.P. Morgan to optimize product and service delivery while developing, maintaining, and enhancing client relationships. You will gain an in-depth understanding of the real estate sector.
Job Responsibilities
- Achieve new business goals, including the annual sales plan at target margins by identifying prospects/opportunities and developing approach/calling plans with prospective clients.
- Build and manage a pipeline of potential new business wins, diligently documenting status and assumptions throughout the sales process.
- Maximize profitability with clients through appropriate pricing of new business wins, product extensions, and cross-selling other JPM products.
- Partner with Global Payments Executives & GCB (Global Corporate Bank) to drive the execution of the sales strategy, achieve new business sales objectives, maintain current revenue streams, expand market share, and increase the share of wallet with target clients.
- Conduct compelling financial and market analysis to support proposals for new business and support the team through ad hoc project work and analysis.
- Manage the end-to-end client onboarding processes, including Compliance deep dives (when required), and handle Know Your Client (KYC) / Anti Money Laundering (AML) responsibilities, including KYC renewals and managing the compliance inquiry process with clients.
- Prepare client account plans, senior officer briefing memos, and portfolio management reporting.
- Implement and support ongoing client strategy and coordinate cross-sell opportunities with other parts of the Bank.
- Educate partners around the firm to ensure a thorough understanding of the Real Estate segment and the Payments strategy for this sector.
- Mentor junior team members, assisting in their career development.
- Raise and escalate business issues such as risk, legal, and compliance, and manage resolution.
Required Qualifications, Capabilities, and Skills
- Demonstrated experience in a Financial Services Sales role focused on providing payments and treasury services.
- A good understanding of the Real Estate sector and the current market dynamics.
- Proven ability to develop and deepen senior client relationships.
- Organized and disciplined with the ability to handle multiple priorities and act on own initiative.
- Strong leadership, presentation, and communication skills.
- Experience working across cultures with internal teams and external clients.
- Ambitious, with a "can-do" attitude focused on delivery and execution.
- Ability to manage risk dynamics and support the team in managing risks, working with internal partners and clients to implement a balanced risk/reward relationship.
Preferred Qualifications, Capabilities, and Skills
- Bachelor’s degree or equivalent in Finance, Banking, or a related field.
- Experience working with Real Estate managers / funds
- Experience / Awareness of the Luxembourg Corporate Banking landscape.
- Proven track record of successfully managing client relationships and driving business growth.
- Familiarity with alternative and infrastructure funds is beneficial.
- Awareness of market regulation, its implications, and impact on the client and the bank.
- Organized and disciplined with the ability to handle multiple priorities and act on own initiative.
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.
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.
