Job Summary

As a Merchant Services Payments Business Development Manager – Executive Director 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 be recognized as a leader in the industry an extensive network of senior merchant contacts in the region. You possess 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. 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 optimise global solutions and service delivery whilst developing, maintaining, and enhancing the relationships with the clients.  Candidates must be able to demonstrate previous experience at a senior level within a client facing role within the merchant acquiring sector in EMEA.

Location:  Frankfurt, Dublin or Amsterdam depending on the successful candidate 

Job Responsibilities

Meet and exceed assigned revenue goals  Identify client needs and 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 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 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. 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. Partner 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. Manage the entire sales process from selling to full implementation (including proposals, contract negotiation, documentation and co-ordinating product partners / implementation teams) and responsible for addressing business issues such as risk, legal and compliance and managing resolution.  

Required Qualifications, Skills and Capabilities

Demonstrate significant experience in payment processing and merchant acquisition that includes deep knowledge of Payment Facilitation and Marketplace models Demonstrable track record of successful selling to and managing relationships with large / complex organisations in Europe within the Merchant Acquiring 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/Latin America 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  Able to demonstrate thought leadership in solutions for client as demonstrated by articles, speaking engagements, industry bodies, etc. Demonstrated ability to work across cultures with internal teams and external clients globally and demonstratable 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, Skills and Capabilities

Fluency in at least one European language, in addition to English 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%)