Job Openings at Citibank Nigeria Limited (CNL)

Job Purpose
Create and execute the TTS strategy for the Public Sector in SSA.

• The digital policy reforms, infrastructure visions and wider emphasis on citizenship engagement, has proven there is a tremendous opportunity to grow the Public Sector business in SSA.  
• Citi is looking for a highly motivated individual responsible for leading the regional TTS Public Sector sales growth strategy, origination focus and advisory across Sub-Saharan Africa.
• Working with TTS Global/Regional TTS Solution Sales Specials and Product Sales consultants, the TTS Public Sector sales head position will drive revenue realisation, retention, cross sell expansion and attrition management.
• Responsible for driving deals through completion to ensure ramp-up of new revenue expected, retention of existing revenue and to manage, report and execute-on any further attrition across the PS client portfolio.
• Act as the client advocate in managing the Citi network countries to ensure best-practice sharing, client satisfaction and wider product relevance and commercialisation against specific and growing trends of the PS.

Key Responsibilities
Drive Revenue Realisation through Cross Sell and partnership with TTS Business Units:

• Utilising the agreed TTS scorecard goals, establish monthly origination, wins, pipeline, and revenue growth KPI’s across SSA against the agreed target market coverage names.  
• Create account plans against Citi’s 11 SSA markets detailing wallet sizing opportunity, revenue ramp-up analysis, revenue attrition forecasts, and a calling plan together with relationship teams and local CCO-level contacts.
• Ensure consistent, professional delivery of all TTS sales management disciplines including: call reports, lead generation, pipeline management, implementation acceleration, plus TTS relationship reviews.
• Develop deep understanding of Public Sector specific segments (Central Banks, Ministry of Finance, etc) in each country, leading to a robust grasp on the competitive environment.
• Improve SSA’s specific marketing material for Public Sector clients, leveraging regional industry themes, landscape regulatory changes, solution packages used elsewhere as best-practice and wider advisory.
• Showcase monthly revenue analysis, preparing summaries and forecasts communicating findings to TTS Sector Heads, Relationship Management teams and relevant TTS partners.

Generate Citi’s response to the changing expectations and priorities of Governments:

• Ensure alignment, understanding and wider response commercialisation to the changing priorities of Governments across SSA including, but not limited to, the following:
  • ICT Investment – assist with information access, data monitoring, visibility, cyber protection.
  • Digital Policy Adoption – automation, reconciliation, real-time connectivity, and infrastructure upgrades.
  • Increased Accountability – financial integration, corporate best-practice share, treasury future-proofing.
  • Digital Identification – collaborate with global Citi teams leveraging best-practice from other regions.
  • Deepen Citizen Engagement – link TTS-tools to citizen service scalability, regulations for a digital economy
  • Diversify revenue income – new stream exploration, new markets (AFCFTA), and easier tax payments.
  • Regulatory advancements – sharing insight, regulatory reform, socialise key decision effectiveness.
  • Procurement priorities – maximise new objectives with supplier management, for supply-chain finance opp’s
  • Utilise Capacity Building (Training, Cyber Resilience) and Consultation (Best Practices, Innovation) as a tool for origination through market-sharing insight (events, webinars).
  • Ability to connect and align Governments with different ecosystems, socialise Citi’s last mile payments and collections strategy and access alternate networks.

Concentrate on Current and Evolving Sub-Sectors of the Government:

• Aligning to Citi’s target market criteria, develop a strategic approach concentrating on the following:
  • Ministries, SOE and Govt Agencies  
  • Pension Funds
  • Infrastructure / Govt Intervention
  • Central Treasury Departments
  • Development Banks
  • Revenue Collection Agencies
• Central Bank coverage will continue under Citi’s Financial Institution (FI) division and the Donor / Non-Profit coverage will continue under the Citi Global Subsidiaries Group division.
• Create more alignment to limited interaction with local governments – especially Pension Funds – where specific countries have not been able to show significant growth.

Develop new digital-impact strategy against developing themes:

• Digital Reform – help to address the legal, policy and regulatory bottlenecks limiting the development of the digital economy and economic value.  Create value through understanding and advisory best- - - -practice.
• Digital Investment – explore the TTS role in wider Smart-strategies, align on all Government Visions and Digital Policies, alignment on Government-to-citizen engagement, and integrate with Cyber Security concerns.
• Digital Collaboration – assist with Private Sector partnerships and idea exploration, utilize the Citi network with Development Agencies, push to liaise better with the U.S. agencies investing and collaborating across SSA.
• Stronger alignment to Citi’s Innovation-Focus (including Innovation Labs) through network alignment, best-practice sharing, product deep-dive reviews and investment opportunities.
• Focus on emerging ESG-related themes with Governments and impact-investing, align on core strategies for inclusive finance and collaborate with relevant agencies to explore where TTS can be more participatory.

Drive the Service Quality Process at the client level:

• Be the client advocate to ensure client issues are addressed promptly working with partners in client delivery and operations and utilise client forums such as Client-at-Risk and Deal-at-Risk to facilitate resolution where necessary.
• Be responsible for driving superior TTS client satisfaction, providing client feedback on product, process and service needs to the wider TTS partnership tracking accountability and change where needed.
• Take ownership, lead and track specific customer issues/problems including pricing and billing issues and work with the customer and internal departments until issues are resolved.
• Responsible for driving quality, compliant presentations and RFP-responses across PS SSA

Qualifications

• Minimum - University Degree;
• Treasury certifications preferable;
• Graduate or post graduate studies in public policy / development

Skills:

• 10+ years of African Government or Government-related experience, advisory or collaboration.
• Experience preference with Ministry of Finance and Treasury departments.
• Must have strategic transformation and planning experience, preferably with digital policy development.
• Familiarity with Public Sector organisational construct, engagement and landscape in SSA.
• Experience with a geographically dispersed and complex matrix organisation.  
• Proven experience in delivering results and meeting/exceeding sales targets.
• Risk assessment/credit experience (preferred) and analysis of product metrics and balance sheets is positive.
• Proven interaction / credibility with seniors within organisation (e.g. Govt Officials, CFO, Directors).
• Experience with presentation standards, RFP-responses, proposals, persuasive marketing.

Competencies:

• English and French fluency preferred
• Public speaking and persuasive writing to multiple people / groups is required.
• Knows how to “leverage the network” and interact professionally with colleagues from all divisions.  
• Strong and demonstrated, communication, influence and negotiation skills.
• Knowledge of cash management and trade products (vanilla/complex);
• “Can do” attitude, 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.
• Self-starter, Adaptable, Team player.
• Proven ability to deliver and exceed on stretch goals.
• Multi-cultural exposure.
• Motivating team members.
• Knows how to leverage a global organisation.

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Who we are?

Citi Treasury and Trade Solutions (TTS) offers the industry's most comprehensive suite of transaction services, including cash management, payments, receivables, liquidity management and investment services, working capital solutions, commercial card programs, trade finance and trade services. With a full range of digital and mobile enabled platforms, tools and analytics, TTS continues to lead the way in delivering innovative and tailored solutions to its clients.

What you’ll be doing:

Your role will be to manage a portfolio of leading global/regional companies, the best in their industries worldwide, to deliver an effective TTS relationship that increases TTS revenue, increases client contacts and new buying centers and grows wallet share year on year. You will coordinate the client team to identify new business origination, manage a diverse and growing pipeline of opportunities and win mandates. These clients are setting new standards in how they are driving growth in their industries, transforming distribution and sales channels, embracing digitization, and diversifying their supply chains. They expect an innovative, world class partner and you will champion the TTS client sales team to meet their expectations.

You will have defined TTS Sales responsibilities, either Global / Regional, for a portfolio of corporate clients to apply combined in-depth TTS technical product sales skills with client diagnostic and origination skills to originate and design complex single, multi-country/regional or global TTS solutions.  

To be successful, you will coordinate with your team, collaborate with partners across TTS, Corporate Bank and across the Citi network to achieve Trusted Advisor status with your clients. By achieving this status, you will have demonstrated the optimal frequency of high-quality client calling, bringing relevant ideas and opportunities to your clients to enable them to meet their strategic objectives and demonstrating your knowledge of the industry and TTS products and services.

You will be working in close partnership with your client teams across the world, as well as with functional partners in Onboarding and Service, to deliver world class client experience. Additionally, you will engage with control functions such as Legal, Compliance, Market and Credit Risk, Audit, Finance to ensure appropriate governance and control infrastructure. Although it is a client facing role, it is a comprehensive professional role that incorporates business management, risk and controls and requires a well-rounded attention to a balanced business scorecard.

To deliver the above you will become fully conversant with the relevant product characteristics across the suite of global cash management, trade and cards solutions:

• Liquidity Management;

• Digital Channels and Data;

• Payments and Receivables;

• Trade Services and Finance; and

• Commercial Cards.

What we are looking for:

• A financial sales background (10+ years), preferably within Transactional Banking, be customer focused and able to operate at all levels within the client’s organization

• Proven track record of successful sales or advisory with senior corporate Treasury professionals and / or other Finance, Procurement areas.

• Understanding of Working Capital Management and credit skills (useful)     

• Demonstrate where you have had a significant impact in terms of new business origination, or competitive retention by influencing client decisions through your advocacy

• Demonstrate that you can build a culture of responsible finance, client partnership with good governance and supervision, expense discipline and ethics.

• Appropriately assess risk when business decisions are made, demonstrating particular consideration for the firm's reputation and safeguarding Citi, its clients and assets, by driving compliance with applicable laws, rules and regulations.

• Experience of assuming an informal/formal leadership role with internal and external teams.

Skills that will help you in the role:

• Forward looking strategic thinker with good judgment and a practical understanding of client / sales dynamics

• Creative, innovative, high energy with strong initiative

• Strong execution skills: thorough follow-through & attention to detail

• Strong problem-solving skills

• Excellent interpersonal skills

• Committed, trusted team player

• Ability to multitask and prioritise conflicting deliverables both for clients and internally

• Experience in managing client relationships, ability to influence others

• Know where to apply sound ethical judgment regarding personal behaviour, conduct and

• business practices, and escalating, managing and reporting control issues with transparency.

• You should have good analytical skills to filter, prioritize and validate potentially complex and dynamic material from multiple sources.

• Language skills a plus

What’s in it for you?

• We foster a culture of meritocracy and diversity; we value and expect respect for others; opportunities to develop are widely available to all

• We promote TTS Sales Training Programmes which support Deal Shadowing, Product knowledge expansion and Coaching/Mentoring with Seniors with a new and exciting curriculum launching shortly

• We ensure regularity of 1:1 dialogue to monitor and support both management of the client portfolio and to identify personal and professional growth opportunities via an Individual Development Plan.

• You will have the privilege of meeting the decision makers at world class corporate clients of Citi globally and partnering with them to achieve their goals.

• You will benefit from a culture of innovation and investment from arguably the world’s best transaction services bank to support your sales efforts

• We are a Top 100 UK Firms for Diversity per the Stonewall Index

• 51% of our employees are women, 24% of our Director’s and Managing Directors are women.

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Job Summary

• The FIG business in Nigeria is responsible for managing Citi relationships with individual FIs as well as the FI sector as a whole.
• This relationship responsibility includes business development and monitoring/management of obligor and systemic risks that Citi is exposed to by operating in the Nigerian Financial industry.
• Consequently, the Banker is required to have a thorough understanding of the range of Citi’s FI products; the credit and compliance risks of the FIs in its Target Market as well as the dynamics and developments of the banking industry as a whole.

Key Responsibilities

• The Banker plays an important coordinating role in ensuring that the Citibank network delivers to his/her FI customer base.
• The Banker is required to have adequate product knowledge to be able to identify business opportunities in these various product areas and the ability to coordinate product support from the specialist product groups to convert marketing pitches into business revenues.
• The Banker is the Responsible Officer for managing the credit and compliance risks for all assigned FI names. This includes obtaining all necessary credit approvals to run the business and allocating credit lines offshore to support the correspondent banking business.
• The Banker is the primary contact for all assigned FIs and the responsibility for the relationship rests with the Banker. Profitably managing the pricing / utilization of the various offshore products, in particular the cross-border lines, is also one of the key RM responsibilities.
• Ensuring that all banking relationships generate agreed minimum revenues using strategic pricing of all products and through cross–sell while protecting Citi from industry risks.
• Prospecting and executing episodic (Capital Markets / Advisory) mandates with significant revenue upside.
• Manage Citi’s relationship with assigned FIs in the industry.
• Responsible for building strong multi-layered relationships with the client organization and having a sound understanding of all facets of the client’s business.
• Responsible for understanding and monitoring developments in the banking industry as a whole.
• Maximize all new and existing revenue-making opportunities (through active collaboration with product partners / groups) while minimizing / mitigating Citi’s exposure to all credit, compliance and franchise risks.
• Establish well-defined marketing plans / calling program for achieving revenue targets through origination of new business and deepening of existing business.
• Track client revenues and business volumes on weekly/monthly basis against agreed targets and implement measures where necessary to ensure that assigned targets are met/exceeded
• Ensure satisfaction of client base through efficient delivery of offshore products (by offshore delivery centers) and prompt resolution of customer service issues (by local and offshore Client Delivery teams)
• Minimize the Bank’s exposure to credit risks by proactive / early problem recognition of Obligor and Industry credit risks
• Make regular calls on clients and industry players to continuously deepen knowledge of customer’s business and banking industry as a whole and develop new business / cross-sell opportunities - including Corporate Finance & Investment Banking opportunities.
• Make regular executive visits on client decision makers including C-Suite with meaningful dialogue.
• Manage pricing of the various products in collaboration with product partners (particularly TTS products) in order to maximize profitability and earnings growth while remaining competitive in the market
• Coordinate the roles of various internal / external parties in ensuring that the Citi network delivers to his/her FI customer base.
• Manage the credit offering / extension for all assigned FI names - as the business credit officer.

Qualifications
Education:

• Bachelor's Degree / University Degree
• Master’s Degree or recognized professional qualification is mandatory

Experience:

• 15 years minimum post-graduation experience
• 10 years minimum in Banking
• Experience in at least 3 arears of banking operations is required
• Sound credit knowledge will be an added advantage.
• Strong knowledge of local banking industry including relevant policies and regulations
• Strong understanding banking needs of clients and key revenue streams
• Knowledge of Citi’s policies, procedures and business ethics (an advantage) as well as those of the local banking industry
• Strong sales / marketing ability  
• Knowledge of Trade products will be an advantage.
• Must be a self-starter.

Skills:

• Strong interpersonal skills and ability to build relationship with clients at different layers of the client organization
• Strong execution skills / ability to sustain tempo of transactions and defend wallet share.
• Ability to deliver on stretch goals.
• Ability to leverage the Citi Network (an advantage)
• Strong communication skills (written and verbal)
• Good numeric and analytical skills
• Demonstrated problem-solving and decision-making skills
• Ability to work under pressure and manage deadlines or unexpected changes in expectations / requirements.
• Ability to work unsupervised and adjust priorities quickly as circumstances dictate
• Ability to work in a team-oriented environment
• Ability to relate to seniors internally/externally and build relationships.