Vice President, Middle Office - Client Relationship Manager

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Job Overview

The VP, Middle Office - Client Relationship Manager is a senior, strategic client-facing role responsible for managing and deepening relationships within a dedicated portfolio of key existing clients. This position demands a comprehensive understanding of client needs, proactive engagement to drive significant new trade finance opportunities, and leadership in resolving complex inquiries related to Trade Import/Export Letters of Credit (LCs), Standby Letters of Credit (SBLCs), and Guarantees. The VP will also be instrumental in coaching and mentoring junior team members, contributing to the overall success and growth of the Middle Office within a holistic intensity sales model.

Key Responsibilities:

• Manage, cultivate, and expand strategic relationships with a portfolio of high-value existing clients, serving as a trusted advisor and primary point of contact across various client segments.

• Lead the resolution of complex and critical client inquiries pertaining to Trade Import/Export LC, SBLC, and Guarantees, ensuring superior client satisfaction and retention while strategically driving attrition reduction.

• Proactively identify, originate, and strategically drive new trade finance deal opportunities by engaging clients in sophisticated and impactful conversations, championing a holistic 360-degree client view across import and export activities.

• Oversee the execution of simple new deals, ensuring efficient price quoting using tools like InstaQuote and seamless online closure, and strategically manage the handoff of complex opportunities to the Sales team for specialized development, fostering closer integration between sales and operations.

• Act as a recognized subject matter expert on Citi Trade Product solutions, confidently offering and explaining comprehensive product offerings to clients, and contributing to closing skills gaps in core trade knowledge.

• Significantly contributes to the professional development of team members by providing expert guidance, mentorship, and dedicated support to AVPs within the Middle Office, raising the institutional knowledge of trade.

• Rigorously monitor client portfolio performance, strategically identifying areas for growth, enhanced service delivery, and efficiency improvements through the effective utilization of advanced analytical tools (e.g.,, attrition dashboard, opportunity analytics).

• Drive the adoption and optimization of data-driven approaches and analytical tools for client insights, opportunity identification, and programmatic coverage of clients.

Required Qualifications:

• Bachelor’s degree in Business, Finance, Economics, or a related field.

• 7+ years of progressive experience in client relationship management, trade finance, or a related banking domain, with a substantial portion in a senior client-facing capacity.

• Demonstrated strong track record of successfully building and maintaining robust client relationships and originating significant business opportunities, particularly in a proactive sales-oriented environment.

• Deep expertise and comprehensive understanding of Trade Finance products, including Letters of Credit (LCs), Standby Letters of Credit (SBLCs), and Guarantees, with an emphasis on a 360-degree client view.

• Exceptional communication, negotiation, and presentation skills, capable of influencing decisions and articulating complex financial solutions effectively, and comfortable initiating sales conversations.

• Strong analytical acumen and strategic thinking capabilities, with the ability to interpret complex data from various tools to foresee market trends and client needs and drive programmatic client engagement.

• Proven ability to lead, coach, and mentor junior team members, contributing to team skill development and overall performance.

• Excellent English communication skills. Proficiency in Cantonese and Mandarin, both written and spoken, is necessary to effectively support the relevant market.

Preferred Qualifications:

• Proven experience in a Client Relationship Management (CRM) portfolio leadership role, with experience managing diverse client segments like "Trade 500", "Priority Growth", and "Long Tail".

• Extensive and up-to-date knowledge of Citi's global Trade Product suite and broader market trends, including practical experience with InstaQuote and Banker Direct Access (BDA).

• Experience in strategic client segmentation and engagement models to maximize untapped wallet and reduce attrition.

This job description provides a high-level review of the types of work performed. Other job-related duties may be assigned as required.

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Job Family Group:

Operations - Transaction Services

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Job Family:

Cash 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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