TTS Nigeria Sales Head at CITIBANK

Job ID: 20227899
Location: Lagos, Nigeria
Job Category: Sales
Job Family: Sales

Job Background/context

• The job is critical in driving cash and trade sales momentum across the GSG and Corporate client base in Nigeria, .
• The job is dependant on support from Cash and Trade Product for solutions and client coverage teams for access to clients.

Job Purpose

• Build and leverage client relationships to grow Citi’s share of client’s TTS wallet.
• Provide customized cash & trade solutions based on an in-depth knowledge of existing product suite in order to entre nch Citi, increase share of wallet and ultimately position Citibank as strategic partner to Top Corporates & Multinationals.
• Achieve Sales Goal (WINS) for Cash and trade products: $mm

This role involves:

• Developing an in-depth understanding of TM names in order to assess the Cash & Trade wallet and identify opportunities which will translate into sales.
• Developing a focused sales strategy in order to capture share of wallet.
• Structuring and executing both standard as well as non-standard cash & trade solutions.
• Managing Cash & Trade deal pipeline, execution and support in conjunction with various RM’s.

Key Responsibilities

• Provide Product Sales Expertise to the GSG and Corporate Banking Organization:
• Originate, structure, and close cash & trade deals. Take on role as deal primary, by structuring cash & trade solutions against customer opportunities sourced directly or by the Relationship Managers.
• Develop and maintain product expertise, regularly update product knowledge as appropriate.
• Grow TTS Sales in the GSG & Corporate Banking client segments.
• Manage a portfolio of clients, taking responsibility and accountability for delivering the TTS platform/product suite.
• Primary point of contact and accountability for TTS related activities for the client and the RMs
• Source new business and retain existing business to achieve TTS total revenue goals.
• Work closely with TTS product organization on prioritizing new leads and contribute as a member of the deal team as appropriate.
• Ensure the consistent, professional delivery of sales and client management disciplines including account plans covering TTS business, call reporting, lead generation and TTS relationship reviews.
• Drive overall client satisfaction with the TTS platform and build customer loyalty.
• Ongoing training and up-skilling of Sales & Coverage team on cash & trade products/solutions in order to maximize opportunity identification/solution selling capabilities.

Manage the Deal Pipeline Process from Identification through to Implementation:

• Pipeline discipline: Manage the deal pipeline process, by keeping CRM up-to-date, from identification through to implementation. Ensure TTS pipeline for Nigeria is input in CRM/Siebel and that it reflects accurately the deal status.
• Assemble the appropriate deal team.
• Work with TTS client management & Coverage to package the best solution to meet the customer’s needs.
• Champion complex deals or multi-product opportunities through the deal review process.
• Manage internal communication and pipeline update process keeping the TTS Product & Sales management, the TTS Client Manager and coverage owner informed as appropriate.
• Drive client communications including RFP’s and pitch books in coordination with Relationship Manager & Product units.
• Negotiate key terms with client/resolving issues between product and client.
• Interface with the product organization on deal pricing and coordinate cross-product pricing.
• Ensure efficient and effective transition post-mandate to the implementation team.
• Ensure lost deals are properly documented including why we lost and to which competitor.
• Coordinate inter-regional trade deals with counterparts globally.

Reflect the needs of our customers back to the Product Organization:

• Communicate opportunities in our delivery of Product solutions to clients
• Communicate opportunities in our sales positioning materials to the Product, Marketing and Training.
• Ensure efficient and effective transition post-mandate to the implementation team by completing tasks required.

Development Value:

• Role in the coverage team
• Role in the product organisation

Qualifications/ Education

• University degree. Graduate level at a minimum.
• MBA or equivalent preferred.

Knowledge/Experience:

• Individual should have 3+ years experience in cash and trade sales, product management or other relevant areas.
• Minimum 15 years post graduation experience out of which 10 years must have been in the banking industry with at least 2 years as a deputy general manager.  
• Experience in delivering results and meeting financial plans
• Risk assessment/credit experience (preferred)
• Planning and analysis of product metrics and balance sheets
• Experience in dealing with relatively complex documentation.
• Interaction with Seniors within organization (eg CFO, Directors)
• Experience with geographically dispersed complex matrix organization is a plus.

Skills:

• Strong and demonstrated communication, influence and negotiation skills
• Excellent client interaction skills
• Recognized for his or her execution/closing skills
• Knowledge of trade products (vanilla/complex)
• Ability to work in a matrix environment
• Creative, innovative, dynamic, high energy levels with strong initiative
• Committed, trusted team player with the ability to interact with  Relationship Managers, Unit Heads, Operational hubs, Credit Chain, EMEA coverage/sales teams.
• Strong analytical skills

Competencies:

• Self-starter
• Proven ability to deliver on stretch goals.
• Multi-cultural exposure
• Team player
• Motivating team members
• Leveraging the Citigroup Network