Head of Trade and Working Capital Solutions Middle East & Africa Cluster

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Job Overview

Head of Trade and Working Capital Solutions Middle East & Africa Cluster

Location: Dubai

Reporting to: Head of Trade and Working Capital Solutions (TWCS), matrix to Middle East & Africa Services Head

Job Description

Role Overview

The Head of Trade and Working Capital Solutions Middle East & Africa (MEA) Cluster is a Managing Director-level role that is an extension of Global product, as well as a Sales and origination role, responsible for developing, articulating, and executing a comprehensive strategic vision for aggressive growth of the Trade and Working Capital Solutions business across the Middle East & Africa Cluster. This includes setting clear goals, priorities, identifying market opportunities, and driving long-term growth trajectory of the MEA Cluster. This role is responsible for delivering global products to clients locally in the region, ensuring Trade’s global product offering is tailored to local markets’ nuances, regulations and other geography-specific complexities. The successful candidate will leverage deep expertise in Trade and Working Capital Solutions, combined with exceptional leadership, people management skills, and a proven ability to execute complex strategic agendas, to manage client relationships, foster innovation, drive ambitious client revenue growth and increase share of client wallet.

Key Responsibilities

I. Strategy and Execution:

• Develop and execute an integrated strategic vision for the Middle East & Africa Trade and Working Capital Solutions Cluster, focusing on client revenue growth and capturing additional share of client wallet.
• Lead key initiatives to drive inbound and outbound client revenue, increase pipeline, generate new wins, ramp up revenue recognition, market share expansion, and operational efficiency across the Cluster.
• Design and execute corridor strategy to maximize cross-border opportunities and drive client engagement across network.
• Lead the delivery of global products locally, overseeing business development in MEA and ensuring global product offerings address the Cluster/local country nuances and regulations, with strong alignment with global product development priorities.
• Ensure effective capital optimization and returns maximization for regional responsibilities.

II. Client and Partners Management:

• Directly engage with clients in MEA to strengthen relationships, increase share of client wallet, drive deal execution, and ensure robust client revenue growth.
• Cultivate strong strategic partnerships with Banking client coverage, industry specialists, banking heads, and product teams, actively leveraging the network to drive business outcomes.
• Apply superior client management and deal negotiation skills across diverse segments.
• Foster a "one team" mentality, maximizing collaboration and cross-sell opportunities within MEA.
• Partner closely with Trade Operations and Technology to enhance client experience and process efficiency.

III. Team Management and Culture:

• Lead and develop a high-performing team across the Middle East & Africa Cluster.
• Foster a culture of excellence, client centricity, diversity, innovation, and continuous learning.
• Oversee talent management, development initiatives, and succession planning.

IV. Risk and Controls:

• Help manage Trade related regulatory engagement in the Cluster, ensuring Citi meets local requirements and responses in a timely fashion to regulators requests.
• Maintain a robust, integrated control environment across MEA operations activities, ensuring adherence to all risk and compliance policies.
• Collaborate with risk managers to review credit quality of the trade portfolio and implement mitigation strategies.
• Drive growth within a controlled risk environment, balancing commercial objectives with robust risk management.

Qualifications

Knowledge/Experience

• 15+ years in Trade Finance, with proven track record in management.
• Proven experience driving significant parent/subsidiary client revenue growth, pipeline, wins, and revenue conversion, achieving aggressive growth targets, and executing strategic agendas across the business.
• Strong credit skills and knowledge of Citi (or equivalent) credit processes.
• Demonstrated experience driving growth in a controlled risk environment and senior client management.

Skills

• Exceptional leadership, influencing, and execution in a complex organization.
• Superior strategic and analytical skills to translate insights into actionable business and product strategies.
• Outstanding execution and prioritization, delivering strategic agenda.
• Excellent client management, deal negotiation, and communication (written/verbal) skills at all senior levels.
• Superior organizational skills, managing competing priorities and complex portfolios and technologies.
• Commitment to Diversity, Inclusion, and Representation.

Qualifications and Education

• Bachelor's degree or equivalent required; Master's degree preferred.

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Job Family Group:

Product Management and Development

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Job Family:

Product Performance Management

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Time Type:

Full time

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Most Relevant Skills

Please see the requirements listed above.

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Other Relevant Skills

For complementary skills, please see above and/or contact the recruiter.

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