Financial Institutions Sales Head at CITIBANK

Sales is responsible for the structuring of Treasury & Trade Solutions (TTS) solutions across Commercial Banks and Central Banks for Nigeria and Ghana

Business Objectives:
 

• To meet the primary business and revenue growth goal across the Nigeria and Ghana
• Business Development and Wallet share growth in the FI segment across Commercial banks and Central Banks for the TTS solutions
   

Core Responsibilities:
 

• Build the strategy for the FI business- across identification and growth of new business segments, new clients and new flows with a core focus on digitization and market share growth
• Establish, nurture and lead relationships with senior client buying centers for all key clients typically at the level of EDs/GMs and CXO’s.
• Be recognized as a thought leader in the industry and work with customers to provide an enabling solution, 1st to market in an evolving business environment.
• To penetrate deeper and grow market share across Commercial Banks and Central Banks to further consolidate our position as a top correspondent through implementation of various strategies including “Bank for Banks” to help our bank clients compete with growing fintechs in the cross-border payments space.
• Be a leader in innovation & digitization, and uptier client engagements through co-creation and collaboration including open mindset on collaboration with fintechs in collaboration with the Solutions Sales Head for Fintechs
• Provide supervisory support and guidance to Global Solution Sales and Client Executives supporting the portfolio.
• Build productive working relationships with partner groups across regional/global sales teams, product, operations & technology, legal, compliance, coverage and market teams. Be involved in cross-functional workgroups to ideate and implement actions that improve customer experience with Citi TTS

Responsibilities:

This job needs the incumbent to possess specialized product knowledge in Cash and Trade across FI segment

The complexity of the FI segment stems from:

• Impact of regulatory guidelines and restrictions
• Credit linkages
• Reciprocity orientation
• Incumbent should possess specialized product knowledge of TTS products, keen understanding of the FI segment and the ability to build senior relationships. In addition, the incumbent has to:
• Work with coverage teams, regional and global FI teams, product teams regional bank partners amongst others
• Ability to deal with uncertainty and change due to internal requirements and regulations change and adapt strategy.
• Evolving buying centers- like Chief Digital officer and teams and stay on top of changing key decision maker networks across client segments.
• Achieving an aggressive revenue growth number in a highly competitive market by selling a diverse portfolio of 10+ products/sub-products.
• Maintaining customer relationships across diverse functions like Accounts, Treasury, Marketing, Purchase, IT etc. to ensure appropriate coverage across buying centers.

Financial/ Budgetary:

• Delivering revenue growth goals across Nigeria and Ghana with a specific focus on Commercial banks and Central Banks
• Handling a 80+ client base with another a few prospects

Key Deliverables:

• Manage customer expectation with the existing resource base. To ensure customer confidence despite instances of non or error-prone delivery due to resource capacity constraints both in terms of people as well as system.
• Increasing customer volumes/revenues in a competitive and dynamic environment.
• Developing personal rapport with customers. As a result, become the first point of escalation on any issue.
• Knowledge depth within the cash and trade organization, for value-adding beyond one’s normal scope of activities on an ongoing basis.
• Promote team involvement in Process and Change Management within the myriad of existing regulatory constraints.

Qualifications

• Bachelor Degree or Masters (preferred)
• Prior work experience in financial services experience in the areas described above.
• Relevant experience in the field of transaction banking or relationship management in cash and trade
• Ability to quickly understand cash and trade product propositions, business drivers, policies, customer needs and market and competition.
• Demonstrate thought leadership. Ability to create longer term, content trust and advisory based relationships will all the customers in the portfolio
• Managing effectively, the success transfers from TTS regional and global cash and trade sales teams.
• Analytical skills - to evaluate various alternative solutions to customer need