Head, Local Corporate Coverage Unit at CITIBANK

Job Req ID: 21340009
Job Category: Institutional Banking
Job Family Group: Institutional Banking
Job Family: Corporate Banking

Job Purpose

• To manage a team of coverage bankers covering Citi’s client relationships across Top Tier Local Corporates in Nigeria.
• To build a proprietary understanding of clients’ strategic priorities, financial needs and agenda; originating and assisting in the execution of innovative deal solutions with and through Citi team partners.
• To build client loyalty by establishing a trusted advisor relationship, as the “first banker to call” who delivers high quality service, and consistently exceeds clients’ expectations.
• To identify new opportunities to add new, and up-tier existing, client relationships in breadth and depth through clients’ changing needs; and deliver Citi’s strategic product capabilities.

Key Responsibilities

• Lead and manage Local Corporate relationships and coverage team to deliver the revenue and expense plan.
• Act as Citi’s and the client’s “value-added gateway”  by originating and delivering Citi’s products and services to Sponsors, CEO, CFO and Treasurer levels of clients.
• Fully dimension the client’s wallet and identify/create opportunities for Citi to deliver, and understand clients’ business and manage the portfolio from end-to-end.
• Partner with Risk Management team to understand, lead and manage the risk inherent in the client portfolio and in any deal solutions.
• Ensure adherence to the credit and compliance process standards of the Bank.
• Coach and train junior bankers to foster teamwork across the unit. 
• Guide bankers in building and executing a relationship plan -- including a deal solutions pipeline for each client that will secure optimum Return on Capital and performance across business and credit cycles, while setting and meeting Citi’s revenue, cross-sell and capital management objectives.
• Liaise with relevant parts of the Citi network (locally and internationally), playing the team co-ordination role in developing and serving relationships, including implementation of specialist & Citi Senior calling plans.  
• Stay informed on product knowledge/developments and deal replication ideas, introduce new opportunities to internal business partners so as to maximize Citi’s opportunity to deliver the best to our clients.
• Maintain asset quality to avoid delinquent or impaired asset portfolio.

Business Relationships:
Internal:

• Frequently interact with  Capital Markets, EAF, Markets and Corporate Finance teams to generate structured customer solutions.
• Frequently interact with TTS to achieve high credit cross sell ratio by actively selling cash management, trade  and EB products.
• Frequently interact with Risk and CRMS to maintain acceptable credit quality  of relationships in the portfolio
• Frequently interact with Citiservice and O&T in general to deliver proactive customer service to Top Tier Local Corporates.

External:

• Frequently interact with all Top Tier Local Corporates Target Market prospects to generate incremental business for the bank.

Person Specification
Qualifications:

• University Degree
• A postgraduate Degree and relevant professional qualifications is mandatory.

Skills & Experience:

• 15 years post-graduation experience out of which 12 years must have been in the banking industry and at least 2 years must have been on the Deputy General Manger grade.
• Risk and Product Skillset (Capital Markets, Investment Banking)
• Mandatory working experience in at least 3 major areas of banking operations.
• Analytics -  Assimilating new information quickly and relating it to the needs of the client base
• Organized and Proactive -  Identifying new business opportunities and making it happen
• Verbal and Written Communication and Presentation skills – compelling client presentations, as well as communicating the detail of client relationship situations to internal contacts simply and succinctly

Required Knowledge:  

• Credit skills
• Solid understanding of Corporate and Investment Banking products/solutions
• Prior client relationship management experience and/or relevant product experience
• Leadership and management strategies
• Responsible for meeting a budget on a portfolio of clients
• Fully conversant with Citi credit and compliance policies and practices

Required Competencies:

• Excellent interpersonal skills, including listening skills/temperament and cultural sensitivity.  Ability to lead persuasively and foster teamwork.
• Able to build and sustain good personal contacts with client executives at varying levels of seniority, balancing client needs and Citi objectives/priorities. 
• Innovative – willing to develop a detailed understanding of client issues/needs and develop ideas/solutions in response.
• Strong work ethic; high energy levels; results oriented – a self-starter prepared to take the initiative to start topics and/or follow issues through, whilst exercising judgment as to when to seek assistance.
• Networking - Maintaining close contact with coverage, product and risk specialists within Citi locally and internationally.
• Natural Team Player - Having an adaptable/flexible approach; willing to work in a co-operative manner to fulfil client and internal requirements.

Thinking Complexities:

• Understanding the impact of constant regulatory changes on customers businesses and in converting them to business opportunities
• Ability to optimally coordinate the activities of the different units within the bank in order to deliver quality service to the customer.
• Designing strategies and products to enable Citibank stay ahead of competition
• Ability to convince customers to adhere to high compliance/ethical standards of Citibank for transaction processing in a non-compliant environment.
• Problem loan recognition capability