UK, Europe and MEA Service Sales Head - Citi Commercial Bank

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Job Overview

Job Title:  UK and EMEA Service Sales Head -Citi Commercial Bank

Division: Services

Grade/Level:  C16/MD

Reporting to:  Citi Commercial Bank - Services Sales Head

Location:  London

The Citi Commercial Bank (CCB) engages with mid-sized companies, across a variety of sectors to develop their businesses and enter new markets. The Services division provides our Commercial Bank clients with access to Citi's global reach and local transactional banking expertise for insights, advice and guidance on domestic and international growth. 

The role will be primarily responsible for establishing a consistent and highly effective Services Sales team to focus on 1) New Client Conversion, 2) Incoming Subsidiary and Corridor Flow Capture, 3) Drive growth with existing clients and 4) Technical Expertise for growing Complex solution structures.  This role reflects the opportunity in this segment, while helping to directionally support UK and EMEA cluster to deliver on the ambitious client growth goals.

Citi’s Services division offers the industry's most comprehensive suite of Treasury and Trade Solutions (TTS) including cash management, payments, receivables, liquidity management and investment services, working capital solutions, commercial card programs, and trade finance. 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. Combined with a worldwide network of experienced transaction services professionals, TTS is well suited to serve clients anywhere they do business – especially to the growing CCB sector.

As UK and EMEA Services Sales Head, you will be accountable for the following:

• Championing the New-to-Bank client engagement focus and growing our existing client partnerships closely with the CCB Bankers and wider leadership from Onboarding, Product, Services and Marketing.   Core goal is to drive new, profitable business in line with CCB goals and strategy.
• Develop and execute a client sales strategy that drives increased market share, client acquisition and revenue growth leveraging wallet share and data analytics, to orientate our sales effort in the direction of the most important opportunities, going wider and deeper for our CCB clients.
• Support the roll-out of a sales management process that ensures globally consistent usage of our Client Relationship Management platforms and Deal Design best-practice across Cash Management, Trade and Cards origination, that leverages clear R&R’s and disciplined deal management processes.
• As part of the CCB UK and EMEA and Global TTS-CCB Sales leadership, articulate sales priorities and initiatives as aligned with the global and cluster sales goals, and within the boundaries of the CCB target market.
• Utilize the agreed TTS-CCB scorecard goals to establish and monitor monthly origination, wins, pipeline, and revenue growth KPI’s across in the agreed target market coverage names and overall sales goals.   
• Influence, partner and align with key partners across the organization to meet the ambitious UK and EMEA cluster targets.

Key Responsibilities:

The head of this role will be required to execute the design of the Global Solution Sales and Business Development structure via the following structural components – and hold new responsibilities across Cash Management, Trade and Cards Origination sales goals:

• New Client Conversion (NCC) Focus - New TTS-NCC Targets and Strengthen Alignment w/ Banking

Help Transition and “Graduate” New Client Acquisitions (NCA) to New Client Conversion thresholds through end-to-end solutioning and execution.  Drive Data Initiatives and Campaigns for the Acquisition Journey and align earlier engagement with CCB on discussions with NCA’s for TTS-related discussions.

• Subsidiary and Incoming Flow Capture – Enhance Connectivity for Global Corridor Capture

Align Global CCB Corridor Desks with CSG Sales for Complex Deal Structuring and concentrate on the 8 CCB Priority Markets and Related Flow Capture.  Agree new standards and targets with CCB Banking on origination partnership for Cash Management products, Trade and Cards. 

• Technical Expertise and Execution – Concentrated Support for Global Expansion and Product Diversity

Concentrate Ecosystem Mapping and Client Focus with resource alignment for High-Growth Industries, Product Complexity and Global Mandates / Solutions and RFP’s.  Support GSS clients (L2’s) in line with account planning and wider opportunity-focus with more complex and unique solutioning needed.

In addition, key accountability will be held for the following sales and role-related disciplines:

• Act as a client advocate in managing the Citi network (GNB) to ensure best practice sharing, client satisfaction and wider product relevance and commercialization against specific and growing trends of the CCB and TTS partnership. 
• Ensure country sales pipeline management discipline & execution against defined Sales KPI’s for the country – and support RFP & implementation activities where required to help oversee timely revenue ramp up of new business – especially for NCC and newer CCB client activity.
• Drive sales performance across TTS Sales & monitor the Banker-led sales processes and pipeline to help step-in as an escalation point if required to deliver optimal solutions to clients.
• Introduce Cash, Trade and Cards-related origination goals and institute related trainings to ensure all salespeople under Business Development roles have adequate insight and understanding of solutioning.
• Ensure consistent, proficient delivery of all sales management reporting and disciplines including account planning, calling intensity and lead generation.
• Design consistent Scorecards for each Sales Role, along with a set of key performance indicators to ensure we are measuring key aspects of our business to identify progress on an ongoing basis.
• Ensure that our upstream sales process (prospecting, origination, deal design, among other) supports a world class onboarding experience for both New-To-Bank and existing Commercial Bank clients.
• Work in partnership with marketing to leverage previous TTS-sales best-practices and institute deeper, more comprehensive alignment on industry events, proprietary events and with internal channel and network socialization (CCB EDGE, Seismic, etc).

Key Candidate Expectations:

• An experienced strategic leader who has strong communication and interpersonal skills and can create great client impact. An influential executive that helps us drive our Services growth agenda for CCB through a world class sales process and sales management governance.
• A disciplined approach to sales management and ideally relevant experience in Treasury & Trade Solutions and the Commercial Bank segment – with a proven ability to spot and develop opportunities to build alliances and partnerships to drive innovative solutions,
• Manage and coordinate the complexities of multiple geographies, while leading a team of professionals, to strengthen and ease the knowledge, insight and differentiators about the UK and EMEA clusters. 
• Help to manage significant exposure to senior stakeholders, influencing strategic thinking and direction – with a strong pathway to further Services and CCB leadership opportunities. 
• Leverage experience with building teams through attracting new talent, coaching and mentoring, and
  upskill the team with the required traits to continually sell Citi differentiation in UK and EMEA markets.

Knowledge/Experience:

• Deep, broad and diverse functional experience (i.e. marketing, credit, product development, analytics) with a strong track record of driving business innovation and leveraging management information and data analytics to drive results.
• Minimum 15 years of direct senior leadership in leading and managing teams.
• 10+ years direct people management experience.
• An accomplished Business Manager who understands well the Services (TTS) value proposition.
• Proven track record of successfully managing a large and complex business.
• Strong communication and interpersonal skills to deal internally and with clients of large global organizations with multiple wallets in multiple locations.
• Strong and demonstrated leadership skills managing a diverse team with the ability to motivate and influence and foster innovation.
• Superior problem analysis/solving, analytical, interpersonal and teamwork skills.
• Proven track record on delivering results, recognized for his or her execution skills.
• Exceptional understanding of Trade and Cash products.
• Experience in and understanding of new technology developments, their applications and how those enable product delivery at the highest level for our clients.
• Experience or understanding of e-commerce solution capabilities and their advantages.

Qualifications/Competencies:

• Undergraduate Degree, MBA preferred.
• Exceptional leadership and management skills.
• Exceptional strategic planning and analytical skills; ability to conceptualize and execute on the vision.
• High level of personal integrity and interest in building the business in the region.
• Ability to work with multiple organizations and stakeholders, including Senior Management.
• Competent in allocating resources across multiple priorities with varying levels of complexity.

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Job Family Group:

Institutional Sales

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Job Family:

Institutional Product Sales

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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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