Solution Sales Lead Specialist

The Solution Sales Sr Specialist is a strategic professional who closely follows latest trends in own field and adapts them for application within own job and the business. Typically a small number of people within the business that provide the same level of expertise. Excellent communication skills required in order to negotiate internally, often at a senior level. Developed communication and diplomacy skills are required in order to guide, influence and convince others, in particular colleagues in other areas and occasional external customers. Accountable for significant direct business results or authoritative advice regarding the operations of the business. Necessitates a degree of responsibility over technical strategy. Primarily affects a sub-function. Responsible for handling staff management issues, including resource management and allocation of work within the team/project.

Responsibilities:

• Execute sales strategy for the country in conjunction with regional and country partners
• Portfolio Management and Optimization: Develop deep relationships with key global and regional clients.
• Retain clients and grow volumes/values
• Identify cross sell opportunities with clients
• Market Presence: Be an ambassador and evangelist for Citi in the region with clients, partners, and industry forums to continue to drive Citi’s recognition as the largest and best in class
• Maintain leading edge expertise of the industry and regional competitive environment.
• Ownership and Leadership: Act as a steward of the business and influence its strategy and market leadership as a key business member of the regional and global sales team
• Lead complex cash management deals end-to-end including RFP responses and client pitches, recommending innovative cash management solutions.
• Market Development: Develop a Client focus strategy for all key clients and sub sector targets
• Control and Compliance: Maintain a pristine control environment for all issues related to business management, compliance, regulatory requirements such as KYC, documentation, and training
• Review account plans to identify sales opportunities and support origination of cash management opportunities through development of thought leadership material
• Develop target list of underpenetrated names to actively focus on with a “Hunting License” for growing new cash business though unsolicited bids.
• Meet all Sales Management goals tied to pipeline management (CRM), Deal Review and Implementation Project Kick-Offs
• Lead and prepare client presentations
• Work with Implementations/account managers to ensure deals closed our implemented effectively and efficiently to ensure revenue realization and ramp-up
• Actively share with Product Management Team new developments within the market updates and the environment –
• Attend regular team and sales management meetings to report on performance
• Manage key Balance Sheet Drivers including assets and liabilities
• Manage and partner with Banking, as appropriate, on all relevant aspects of Client Credit Risk (including credit appetite/credit commitment/returns)
• Work in close partnership with control functions such as Legal, Compliance, Market and Credit Risk, Audit, Finance in order to ensure appropriate governance and control infrastructure
• Build a culture of responsible finance, good governance and supervision, expense discipline and ethics
• Appropriately assess risk/reward of transactions when making business decisions; demonstrating proper consideration for the firm’s reputation.
• Be familiar with and adhere to Citi’s Code of Conduct and the Plan of Supervision for Global Markets and Securities Services
• Appropriately assess risk when business decisions are made, demonstrating particular consideration for the firm's reputation and safeguarding Citigroup, its clients and assets, by driving compliance with applicable laws, rules and regulations, adhering to Policy, applying sound ethical judgment regarding personal behavior, conduct and business practices, and escalating, managing and reporting control issues with transparency.

Qualifications:

• 10+ years of experience
• Solid credit skills and experience
• Broad client management experience
• Excellent communication and written skills
• Demonstrated organizational skills (including self-organizational skills)
• Superior client management & deal negotiation skills
• Ability to interact at all levels of global, regional and local.
• Superior interpretive and problem solving skills
• Excellent team working and outstanding interpersonal skills
• Ability to operate in a complex matrix environment

Education:

• Bachelor’s/University degree, Master’s degree preferred

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

Manage a portfolio of Top Tier Local Corporates (Global Responsability) and be responsible for TTS sales origination, cross-sell and retention across the portfolio, at local and global level. Also, co-lead the Global Subsidiary Group portfolio in Monterrey (co-supervisor of one Solution Sales based in Monterrey). 

o   Originate new TTS sales for clients, cross-selling TTS products and services to deepen wallet penetration, revenue realization and expansion, and driving customer satisfaction through quality service delivery

o   Primary global or regional point of contact and accountability for TTS sales origination and related activities to clients

o   Trusted advisor for the TTS solutions provided to clients and be responsible for overall client satisfaction

o   Responsible for growing the TTS P&L of clients and oversee the sales process from origination to revenue realization for assigned clients

o   Manage and drive the deal team and work closely with Relationship Managers, TTS Product, Client Delivery and O&T to achieve objectives

o   Ensure consistent, professional delivery of all client management disciplines including: account planning, call reporting, lead generation, pipeline management, implementation acceleration, plus ICG/TTS relationship reviews

o   Cultivate client contacts in the key buying centers that allocate and influence the client’s TTS-related wallet

o   Identify client goals & financial needs that can be addressed through the TTS platform and with a One-bank approach

o   Identify opportunities for new deals across TTS product set and geographies including multi-product requirements

o   Develop and maintain market knowledge through participation in conferences and keeping up to date on market trends affecting clients

o   Manage and drive the global / regional teams for each account:

o   Champion multi-product and/or cross-regional solutions and pricing through the deal review process (Product Sales will be responsible for overall proposal creation and deal review)

o   Ensure global team communication (e.g. call reports, CRM, emails)

o   Drive overall client satisfaction with the TTS platform and build customer loyalty

o   Respond to customer escalation for operational/customer service issues, including complex or cross-geography issues

o   Build a culture of responsible finance, good governance and supervision, expense discipline and ethics

o   Appropriately assess risk/reward of transactions when making business decisions; demonstrating proper consideration for the firm’s reputation

o   Be familiar with and adhere to Citi’s Code of Conduct and the Plan of Supervision for Global Markets and Securities Services

o   Appropriately assess risk when business decisions are made, demonstrating particular consideration for the firm's reputation and safeguarding Citigroup, its clients and assets, by driving compliance with applicable laws, rules and regulations, adhering to Policy, applying sound ethical judgment regarding personal behavior, conduct and business practices, and escalating, managing and reporting control issues with transparency.

*Advanced english level required

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