JPMorgan’s ETF Business

The ETF business at JPMorgan is significant, and growing rapidly.  We entered the ETF industry over 7 years ago and have garnered $78 billion in US AUM, making JPMorgan the 7th largest ETF provider in the industry overall.

Our diverse ETF lineup, built to serve client needs, spans across single factor, multi factor, beta, and active strategies.

Active ETFs are the most successful, strategically important, and fastest growing part of our ETF business.  The number 1 and number 3 ranked Active ETF strategies (by AUM) are both JPMorgan sponsored funds.  Our Active ETF flows were number 1 last year, and on pace to finish number one in 2022.  We are aggressively launching new active strategies run by top active mutual fund PMs across asset classes.  Finally, we are thoughtfully considering conversions where they make sense.

JPMorgan is highly committed to this business, dedicating significant resources to building the right funds, the right collateral, and a first class distribution force.

The role of a JPMorgan ETF Client Advisor

The team of ETF Client Advisors (often in the industry known as “wholesalers”) are experienced ETF distribution professionals.  The Client Advisor (CA) role is work-from-home, involving a balance of proficiency with Zoom and an expectation of extensive travel.  ETF CAs report to Will Davis, Managing Director and National Sales Manager – ETF for the US.

Distributing ETFs at JPMorgan is a team sport.  The JPMorgan ETF CA job description is twofold – Serving Clients, and Partnering.

Serving Clients.  One aspect requires consultative distribution efforts to Financial Advisors and Firms across RIA, IBD and Wealth Management utilizing JPMorgan’s Insights (like Guide to the Markets and Portfolio Insights).  The distribution aspect has a particular focus on raising awareness of smaller, newer ETFs to build momentum and increase the likelihood of broad Broker Dealer placement in the future.

Partnering.  A second aspect of the role is collaboratively partnering with Generalist Client Advisors within all 3 channels at JPMorgan to educate on, and build comfort with, our ETF lineup.  This partnering aspect also involves collaborating on client coverage to produce the best possible outcome for the client.

Both aspects of the role are critically important.

This ETF Client Advisor role therefore requires a candidate with 1) deep, specific knowledge of the ETF industry 2) significant relationships with FAs and Firms who use ETFs and 3) a desire to collaborate and thrive in a team based environment where compensation, recognition and rewards accrue to the teams that operate in clients best interests.

Examples of specific activity expectations include:

  • Prepare & deliver JPMorgan ETF presentations to prospective and existing clients
  • Develop deep client relationships, with an emphasis on investment decision makers.
  • Leverage a consultative sales approach to drive net new ETF assets.
  • Partner with our Generalist Client Advisors on ETF sales calls.
  • Provide clients with Capital Markets insights regarding ETF secondary market trading.
  • Engage clients in new product concepts and product improvement opportunities.

Successful ETF CA candidates will demonstrate:

  • Strong ETF industry and product knowledge.
  • Achievements in ETF distribution.
  • Management of a territory a business.
  • Capacity to operate in a team setting, cultivating effective relationships with internal partners
  • Ability to capture, increase and retain ETF AUM
  • Relationships with Wealth Management, IBD and/or RIA advisors.
  • Excellent written and verbal communication skills.

This position requires:

  • Minimum 5 years financial services (ETF strongly preferred) sales experience
  • Bachelors degree.  CIMA or CFA preferred
  • Licenses – Series 7 & 63
  • The ability and desire to travel extensively

Source: for more information click here.

Share: