• Financial Institution (FI) Trade Sales Manager at Citi

  • Posted on: 9 August, 2017 Deadline: Not Specified
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  • Citibank N.A. Kenya has been operating in Kenya since 1974 and has two branches in Nairobi and Mombasa, serving Corporate and Institutional clients. Citibank Kenya is the regional hub for the Citi East Africa cluster, which covers Kenya, Uganda, Tanzania and Zambia. It's the only solely corporate bank in Kenya. Businesses Citi Kenya is structured around business segments, product groups, operations and technology and staff units. The business segment that caters to our diverse customer base is our Institutional Clients Group, which includes the global relationship banking services we provide for top-tier local corporate clients. As a part of our business focus and broader market reach, in 1999 we expanded our target market to cater to the emerging and vibrant middle and lower market tiers. We also have a financial institutions group that is responsible for our businesses with other banks, insurance companies and other non-banking financial institutions. We offer a range of banking services to companies, including commercial finance, inter-bank transactions, investment services, deposits, cash management and electronic banking. We assist our customers with managing their finances to increase the value of their investments and finance their projects. Citi Kenya also provides global transaction services, treasury and corporate finance services. Citi's mission is to serve as a trusted partner to our clients by responsibly providing financial services that enable growth and economic progress. Our core activities are safeguarding assets, lending money, making payments and accessing the capital markets on behalf of our clients. We have 200 years of experience helping our clients meet the world's toughest challenges and embrace its greatest opportunities. We are Citi, the global bank – an institution connecting millions of people across hundreds of countries and cities.
     

    Financial Institution (FI) Trade Sales Manager

     

    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.

    Method of Application

    Interested and qualified? Go to Citi career website on jobs.citi.com to apply

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