Relationship Manager Senior Associate - Merchant Services - Chase Payment Solutions - Canada
JPMorganChase
Role summary
The Relationship Manager owns a portfolio of Canadian merchant clients and is accountable for net revenue growth, retention, and client satisfaction across in-store, eCommerce, and omnichannel payment solutions. The RM leads commercial strategy, pricing, and contract negotiations; orchestrates cross‑functional engagement with Implementation, Risk, Product, and Service; and acts as the client’s strategic advisor on payments, fraud, and checkout optimization. This role combines portfolio management with targeted opportunities to expand share of wallet and deliver durable margin growth.
Scope
- Portfolio: Merchants across diversified industries; mix of card-present and eCommerce.
- Revenue responsibility: Own and grow portfolio net revenue, margin, and volume targets.
- Autonomy: Operates independently on complex accounts; escalates strategically.
- Geography: Canada-wide.
- Travel: Up to 10%.
Job Responsibilities
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Growth and Retention
- Build and execute account plans to deliver net revenue and margin growth targets.
- Drive cross-sell of product offerings (e.g. gateways, fraud tools, reporting/analytics, value-added services) in coordination with partners.
- Lead pricing and repricing strategies; model commercial outcomes and manage portfolio targets.
- Develop, maintain, and convert a healthy pipeline in targeted cross-sell opportunities.
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Client Advisory and Solutioning
- Serve as the trusted advisor on payments optimization, omnichannel journeys, acceptance cost, chargebacks, and fraud mitigation.
- Translate client requirements into solution roadmaps; partner with key stakeholders to deliver successful go-lives and feature adoption.
- Guide merchants on network nuances and checkout best practices.
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Commercial Execution
- Own end‑to‑end commercial motions: proposals, term sheets, negotiations, and contract execution
- Coordinate with Risk/Underwriting and Compliance to ensure KYC/AML diligence and merchant activation readiness
- Manage renewals, RFPs, and competitive positioning; defend and expand market share
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Portfolio Health and Governance
- Run disciplined portfolio reviews: volume trends, attrition risks, margin growth/compression.
- Forecast accurately and maintain CRM hygiene; deliver weekly, monthly, and quarterly cadences.
- Proactively manage escalations and systemic issues; drive root‑cause resolution with internal and external teams.
- Uphold firmwide controls and policies.
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Internal Leadership
- Represent client voice to Product, Risk, and Operations; influence roadmap and service outcomes.
- Share insights, contribute to best-practice playbooks.
Required qualifications, capabilities and Skills
- 3–8+ years in payments/acquiring, merchant services, or B2B RM/sales with a demonstrable track record in portfolio growth, retention, and margin management.
- Deep knowledge of card schemes and Canadian market specifics: Visa, Mastercard, Amex, Interac, domestic debit routing, interchange and assessments, chargebacks and fraud, gateway and tokenization concepts.
- Experience negotiating commercial contracts: pricing schedules with interchange/assessments pass-through, gateway or value‑added services, and term provisions.
- Familiarity with risk and compliance requirements including KYC/AML for merchant onboarding, PCI DSS.
- Strong analytical skills: portfolio diagnostics, trend analysis, and deal modeling; proficiency with Excel and CRM tools; ability to build executive-ready materials in PowerPoint.
- Excellent negotiation, communication, and executive presence; comfort engaging senior client stakeholders (Finance, Product, Technology, and Executive teams).
- Bachelor’s degree or equivalent experience.
- Bilingual English/French.
Success metrics
- Net revenue and margin expansion across the portfolio.
- Activation of new or expanded solutions.
- Retention and churn within target thresholds; pricing yield and win/loss conversion.
- Pipeline quality and forecast accuracy; CRM hygiene and cadence adherence.
- Service outcomes and client satisfaction.
- Risk/compliance adherence.
Working model
- Full time in North York office; travel to client sites and occasional cross‑Canada travel as needed.
JPMorganChase, one of the oldest financial institutions, offers innovative financial solutions to millions of consumers, small businesses and many of the world’s most prominent corporate, institutional and government clients under the J.P. Morgan and Chase brands. Our history spans over 200 years and today we are a leader in investment banking, consumer and small business banking, commercial banking, financial transaction processing and asset management.
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.
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.
Relationship Manager, Merchant Services, Chase Payment Solutions – Canada.