Financial Institution (FI) Trade Sales Manager at Citi

Position Objective:

To increase deal origination, improve capacity for structuring and close deals in collaboration with RMs, BSG and Product partners

Key Responsibilities:

Provide Product Sales Expertise to the TTS Organisation

• Take on role as deal primary, selling product solutions against customer opportunities sourced by the Client Management Organisation and other areas. First line of communication on (1) new flow business (by client or commodity), (2) complex deals and (3) re-pricing of existing clients/flows

• Work with Product organisation in the development of product positioning statements and sales materials

• Work with Product and RMs to manage asset levels

Manage the Deal Pipeline Process from Identification through to Implementation

• Assemble appropriate deal team for complex transactions

• Work with product and client management 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 GTS Product Management, the GTS Client Manager and GCIB client owner informed as appropriate.

• Drive client communications including RFPs and pitch books in coordination with RFP unit and client manager

• Re-evaluate cross sell opportunities that relate specifically to the deal

• Manage origination, wins, and pipeline

Reflect the needs of our customers back to the Product Organisation

• Work with Product/TSPs to enhance transaction execution, service and reporting levels to clients

• Communicate gaps/opportunities in our delivery of Product solutions to clients

• Communicate gaps/opportunities in our sales positioning materials to the Product, Marketing and Training

Expected Outcome

• Establish Citi as the leading Trade Bank and creating brand recognition against critical commodity flows and geographies

• Manage robust, active pipeline that demonstrates significant growth in the existing value of yearly sales wins and achieves accuracy

• Increase in customer satisfaction regarding idea generation and sales process

• High win/loss ratio

Developmental Value:

Link variety of products, services and financing instruments to provide solutions to FI clients with multi-various trade needs

• Enhanced understanding of credit systems, resources and structures

• Understanding FI needs across multiple geographies in assigned countries

• Managing complex deals through team work with Risk, Legal, Trade Advisory, Banking and Product.

Qualifications

Knowledge/Experience:

• Seasoned Trade Services Executive with a minimum of 5 years experience

• Understanding of FI decision making, structure and balance sheets

• Very strong interpersonal skills to convert direct sales with FIs and compliment exporter-side origination

Skills:

• Strong knowledge of Trade Product and Ops Infrastructure.

• Some Knowledge of Treasury products

• Ability to work independently with minimal supervision

• Good sales skills

• Knowledge of Cash Products or Selling Cash to FIs will be an advantage

Competencies:

• Self Starter

• Strong work ethic and easily adaptable to diverse working environments

• Appetite and ability to work across multiple countries

• Good organisation / analytical skills to determine where the wallets reside

• Good time management

• Good leadership skills

Qualifications:

• Minimum Bachelor of Science / Bachelor of Arts with market experience

• Post-graduate level will be a plus

Exceptional candidates who do not meet these criteria may be considered for the role provided they have the necessary skills and experience.

Valuing Diversity:

Demonstrates an appreciation of a diverse workforce. Appreciates differences in style or perspective and uses differences to add value to decisions or actions and organisational success.