Head of NAM Solution Sales – Citi Commercial Banking

Citi • New York, NY

3d

About The Position

Develop and execute a client sales strategy that drives increased market share, revenue growth leveraging wallet share and data analytics, and to orientate our sales effort in the direction of the most important opportunities, going wider and deeper for our CCB clients. Support the roll-out of a sales management process that ensures globally consistent usage of our Client Relationship Management platforms and Deal Design best-practice across Cash Management, Trade and Cards origination, that leverages clear R&R's and disciplined deal management processes. The head of this role will be required to execute the design of the Global Solution Sales and Business Development structure via the following structural components - and hold new responsibilities across Cash Management, Trade and Cards Origination sales goals: Drive growth with existing clients across all industries - deepen client wallets across Services solution suite Deepen client wallet through end-to-end solutioning and execution. Drive Data Initiatives and Campaigns for the Acquisition Journey and align earlier engagement with CCB on discussions with wallet opportunities. Technical Expertise and Execution - Concentrated Support for Global Expansion and Product Diversity Concentrate Ecosystem Mapping and Client Focus with resource alignment for High-Growth Industries, Product Complexity and Global Mandates / Solutions and RFP's. Support GSS clients (L2's) in line with account planning and wider opportunity-focus with more complex and unique solutioning needed. Subsidiary and Outbound Flow Capture - Enhance Connectivity for Global Corridor Capture Align Global CCB Corridor Desks with CSG Sales for Complex Deal Structuring and concentrate on the 8 CCB Priority Markets and Related Flow Capture. Agree new standards and targets with CCB Banking on origination partnership for Cash Management products, Trade and Cards. Ensure country sales pipeline management discipline & execution against defined Sales KPI's for the country - and support RFP & implementation activities where required to help oversee timely revenue ramp up of new business. Ensure consistent, proficient delivery of all sales management reporting and disciplines including account planning, calling intensity and lead generation. Design consistent Scorecards for each Sales Role, along with a set of key performance indicators to ensure we are measuring key aspects of our business to identify progress on an ongoing basis. Ensure that our upstream sales process (prospecting, origination, deal design, among other) supports a world class onboarding experience for existing Commercial Bank clients. Work in partnership with marketing to leverage previous TTS-sales best-practices and institute deeper, more comprehensive alignment on industry events, proprietary events and with internal channel and network socialization (CCB EDGE, Seismic, etc). An experienced strategic leader who has strong communication and interpersonal skills and can create great client impact. An influential executive that helps us drive our Services growth agenda for CCB through a world class sales process and sales management governance. A disciplined approach to sales management and ideally relevant experience in Treasury & Trade Solutions and the Commercial Bank segment - with a proven ability to spot and develop opportunities to build alliances and partnerships to drive innovative solutions, Manage and coordinate the complexities of multiple geographies, while leading a team of professionals, to strengthen and ease the knowledge, insight and differentiators about the NAM region. Help to manage significant exposure to senior stakeholders, influencing strategic thinking and direction - with a strong pathway to further Services and CCB leadership opportunities. Deep, broad and diverse functional experience (i.e. marketing, credit, product development, analytics) with a strong track record of driving business innovation and leveraging management information and data analytics to drive results. Extensive and relevant experience senior leadership in leading and managing teams. Extensive direct people management experience. An accomplished Business Manager who understands well the Services (TTS) value proposition. Proven track record of successfully managing a large and complex business. Strong communication and interpersonal skills to deal internally and with clients of large global organizations with multiple wallets in multiple locations. Strong and demonstrated leadership skills managing a diverse team with the ability to motivate and influence and foster innovation. Superior problem analysis/solving, analytical, interpersonal and teamwork skills. Proven track record on delivering results, recognized for his or her execution skills. Exceptional understanding of Trade and Cash products. Experience in and understanding of new technology developments, their applications and how those enable product delivery at the highest level for our clients. Experience or understanding of e-commerce solution capabilities and their advantages. Undergraduate Degree, MBA preferred.

Requirements

• An experienced strategic leader who has strong communication and interpersonal skills and can create great client impact.
• An influential executive that helps us drive our Services growth agenda for CCB through a world class sales process and sales management governance.
• A disciplined approach to sales management and ideally relevant experience in Treasury & Trade Solutions and the Commercial Bank segment - with a proven ability to spot and develop opportunities to build alliances and partnerships to drive innovative solutions
• Manage and coordinate the complexities of multiple geographies, while leading a team of professionals, to strengthen and ease the knowledge, insight and differentiators about the NAM region.
• Help to manage significant exposure to senior stakeholders, influencing strategic thinking and direction - with a strong pathway to further Services and CCB leadership opportunities.
• Deep, broad and diverse functional experience (i.e. marketing, credit, product development, analytics) with a strong track record of driving business innovation and leveraging management information and data analytics to drive results.
• Extensive and relevant experience senior leadership in leading and managing teams.
• Extensive direct people management experience.
• An accomplished Business Manager who understands well the Services (TTS) value proposition.
• Proven track record of successfully managing a large and complex business.
• Strong communication and interpersonal skills to deal internally and with clients of large global organizations with multiple wallets in multiple locations.
• Strong and demonstrated leadership skills managing a diverse team with the ability to motivate and influence and foster innovation.
• Superior problem analysis/solving, analytical, interpersonal and teamwork skills.
• Proven track record on delivering results, recognized for his or her execution skills.
• Exceptional understanding of Trade and Cash products.
• Experience in and understanding of new technology developments, their applications and how those enable product delivery at the highest level for our clients.
• Experience or understanding of e-commerce solution capabilities and their advantages.
• Exceptional leadership and management skills.
• Exceptional strategic planning and analytical skills; ability to conceptualize and execute on the vision.
• High level of personal integrity and interest in building the business in the region.
• Ability to work with multiple organizations and stakeholders, including Senior Management.
• Competent in allocating resources across multiple priorities with varying levels of complexity.

Nice To Haves

• MBA preferred.

Responsibilities

• Develop and execute a client sales strategy that drives increased market share, revenue growth leveraging wallet share and data analytics
• Support the roll-out of a sales management process that ensures globally consistent usage of our Client Relationship Management platforms and Deal Design best-practice across Cash Management, Trade and Cards origination
• Drive growth with existing clients across all industries - deepen client wallets across Services solution suite
• Deepen client wallet through end-to-end solutioning and execution.
• Drive Data Initiatives and Campaigns for the Acquisition Journey and align earlier engagement with CCB on discussions with wallet opportunities.
• Concentrate Ecosystem Mapping and Client Focus with resource alignment for High-Growth Industries, Product Complexity and Global Mandates / Solutions and RFP's.
• Support GSS clients (L2's) in line with account planning and wider opportunity-focus with more complex and unique solutioning needed.
• Align Global CCB Corridor Desks with CSG Sales for Complex Deal Structuring and concentrate on the 8 CCB Priority Markets and Related Flow Capture.
• Agree new standards and targets with CCB Banking on origination partnership for Cash Management products, Trade and Cards.
• Ensure country sales pipeline management discipline & execution against defined Sales KPI's for the country - and support RFP & implementation activities where required to help oversee timely revenue ramp up of new business.
• Ensure consistent, proficient delivery of all sales management reporting and disciplines including account planning, calling intensity and lead generation.
• Design consistent Scorecards for each Sales Role, along with a set of key performance indicators to ensure we are measuring key aspects of our business to identify progress on an ongoing basis.
• Ensure that our upstream sales process (prospecting, origination, deal design, among other) supports a world class onboarding experience for existing Commercial Bank clients.
• Work in partnership with marketing to leverage previous TTS-sales best-practices and institute deeper, more comprehensive alignment on industry events, proprietary events and with internal channel and network socialization (CCB EDGE, Seismic, etc).

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 5,001-10,000 employees