Public Sector Sales Director

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Job Overview

The Regional Solution Sales for Industrials is a strategic professional who closely follows latest trends in own field and adapts them for application within own job and the business. Regional Solution Sales is the most developed and specialized level of TTS Sales role, acting as client’s trusted advisor on TTS matters.

Excellent communication and sales skills required to negotiate internally, often at a senior level. Developed communication and diplomacy skills are required to guide, influence and convince internal colleagues. Accountable for significant direct business results regarding the operations of the business. Success in this role means expanding Citi's presence within the Industrials Sector segment while building strong client relationships to capture new business in Latam.

Responsibilities:

• Execute sales strategy for the LATAM region (20 countries) with Global and Country Partners
• Portfolio Management and Optimization: Develop deep relationships with key global and regional clients.
• Retain clients and grow both, business and share of wallet across the region
• Origination, wins and pipeline
• Strategic mindset to Identify cross sell and one-bank opportunities with clients at regional and local level
• Market Presence: Be an ambassador 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 -including regional proactive proposals-, recommending innovative cash management and trade solutions.
• Demonstrated organizational and planning skills, with the ability to synthesize complex technical and solution data into a single cohesive proposal under tight deadlines.
• Experience managing large, complex client relationships from a banking or TTS perspective.
• 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 sales documentation, and training
• Review account plans and data to identify sales opportunities and support origination of cash management and trade 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 and trade 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 and regional RFPs, including sector case studies, best practices and industry trends materials
• 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 transactions, fees, 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 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:

• 15+ years of experience
• Solid sales skills and banking/sector 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
• English/Spanish/Portuguese

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.

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Job Family Group:

Institutional Sales

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Job Family:

Solution 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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