Job Description

Join us as a Team Lead (Vice President) in our newly-established APAC Deal Governance and Pricing Team which is part of the Global Payments Transformation organization. You will lead deal pricing, governance, approvals and subsequent reprice management for the Payments Business in APAC.

As a strategic partner to Sales, Product and other internal stakeholders, the Team will provide support and guidance from the perspectives of deal governance and pricing. This Team will centralize and streamline pricing activities, and function as a centre of excellence for deal pricing activities, pricing approvals governance, local pricing practices and intelligence across different markets in APAC.

This is a unique opportunity to be part of a new team that will improve and shape pricing strategy and processes in the APAC region, improve pricing transparency, controls and driving greater efficiency in deal pricing and repricing activities.

Job Summary

As the Team Lead of the APAC Deal Governance and Pricing Team, you will mentor a high-performing team and build up its knowledge and capabilities in deal governance and end-to-end deal pricing activities. You would also be the lead strategic partner to Sales for deal modelling and the preparation of competitive pricing proposals, as well as the lead advisor to Sales on pricing intelligence, local pricing standards and best practices in APAC.

You will establish collaborative relationships between the Team and key internal stakeholders. This includes fronting discussions with senior leadership in Payments and Sales during deal reviews and pricing approvals, and working closely with partners like Product, Controls, Operations, Finance and Business Management to implement new pricing initiatives or to enhance pricing processes.

In addition, you will champion data-driven decision making, by leveraging data analytics to identify pricing trends and insights, optimize strategies and uncover new revenue opportunities for APAC Payments. Thus, you will have the opportunity to play a pivotal role in building up the firm's capabilities to price deals better and manage deal profitability more effectively in the long-term.

This role will involve accountability and exposure within APAC, as well as directly to the Global Pricing Head. You will be part of a supportive and dynamic team environment where your contributions will make a significant impact to the firm.

We value innovation, collaboration, and adaptability. Success in this role will be measured by successful rollout and development of the team's capabilities, successful strategic partnership and collaboration with other teams, increased efficiencies and execution excellence in pricing activities, and new pricing strategy and process improvements that lead to revenue growth or minimized revenue leakage.

Job Responsibilities

Lead and develop the APAC Deal Governance and Pricing Team's expertise in deal governance and end-to-end deal pricing activities, including profitability modeling, pricing proposals, approvals, implementation and validation of set-ups.
Work closely with Sales and Product Teams to understand client needs and decisioning, in order to proactively suggest and prepare competitive deal pricing proposals that optimize the balance between share of Client wallet with deal profitability.
Guide Sales as the primary strategic adviser on local standard pricing, pricing benchmarks, local nuances and best practices in APAC markets, based on the pricing data and intelligence.
Guide Sales in complex pricing scenarios like multi-region deals or bespoke pricing, and support any other ad-hoc pricing requests as the primary expert on APAC's pricing processes.
Oversee deal financials preparation for deal governance committee reviews, and support Sales in the engagement of senior leaders in Product and Sales during pricing approvals.
Develop the Team's expansion of scope of activities over time to include more strategic activities, and to include other wider pricing-related activities such as long-tail client pricing review, re-pricing initiatives and the tracking of fee waivers and deal ramp.
Leverage analytics on accumulated pricing data and intelligence, such as deal win/loss history and reasons, to refine portfolio pricing and suggest new pricing strategy that can sharpen JP Morgan's competitive value proposition, deliver profitable growth and optimize client wallet penetration.
Work with internal stakeholders like Product to develop new pricing strategies, including growth opportunities and improvements to product and segment strategies, as well as enhance existing processes and controls in conjunction with partners like Product, Controls, Operations, Finance and Business Management.
Maintain oversight of deal governance and pricing processes, models and tools in APAC, ensuring robust governance, compliance and risk management across all deal governance and pricing activities.
Provide transparency into deals priced, and support reporting of pricing information to meet regulatory or business requirements.
Represent the APAC Deal Governance and Pricing Team in senior leadership forums, and drive strategic alignment and coordination with other Global and Regional Pricing Teams.

Required Qualifications, Capabilities And Skills

Minimum experience of 8 years in the Banking industry
Bachelor's degree in Business Management, Economics, Finance or equivalent
Strong grasp of deal commercials, from the lens of pricing optimization that balances Client share of wallet with deal profitability
Experience in leveraging financial or data analysis successfully for the identification of new business strategy or revenue opportunities
Strong stakeholder management and communication skills, with experience in working in an international setup with multiple stakeholders including senior leadership
Strong leadership skills with the ability to train and mentor new team members effectively, while fostering a culture of innovation and excellence. Any previous proven track record of building and mentoring teams will be helpful to your application.
Strong business acumen and ability to translate data insights into actionable strategies and opportunities to enhance the firm's pricing processes, pricing decisions and delivery of value to clients
Ability to gain a good grasp of complex global organizational processes around deal governance and pricing, while ensuring compliance to both internal and regulatory requirements
Client-focused mindset, with the ability to work well under time pressure, with the ability to adapt to changing Client/deal circumstances and manage priorities dynamically

Preferred Qualifications, Capabilities And Skills

Experience in deal financials or profitability analysis, or in the design and execution of new pricing initiatives or strategies for revenue growth
Familiarity with Payments product offerings across payments and receivables to translate complex client requirements into accurate pricing requirements codes and set-up requirements
Highly motivated self-starter comfortable in a fast-paced, dynamic environment where speed to market can decide over winning or losing a deal.
Ability to multi-task and manage various pricing proposals and implementations simultaneously without compromising on quality and attention to details.

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

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.

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