Managing Director, Asia South Trade and Working Capital Solutions Sales Head

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Job Overview

Citi's mission is to serve as a trusted partner to our clients by responsibly providing financial services that enable growth and economic progress. Our core activities are safeguarding assets, lending money, making payments and accessing the capital markets on behalf of our clients. We have more than 200 years of experience helping our clients meet the world's toughest challenges and embrace its greatest opportunities.

Citi consists of five interconnected businesses – Services, Markets, Banking and International, Wealth and U.S. Personal Banking.

Services sits at the core of Citi's global network, with an industry footprint spanning 95 countries, including our sub-custody network in 63 of them. We serve approximately 19,000 clients which include large corporations, banks and broker dealers, commercial bank mid-market companies and investment managers.

The Asia South Head of Trade and Working Capital Solutions (TWCS) Sales will lead a team of Trade Sales Specialists across Corporate and Public Sector clients within the Asia South cluster. The role spans nine markets across Asia South and involves engaging with clients on the full suite of Trade solutions and products, including Documentary Services, Trade and Working Capital Loans, Receivables Finance, Payable Finance and Export Agency Finance (EAF).

The successful candidate will be responsible for developing and executing a client-centric sales strategy across multiple TWCS product lines within the Asia South cluster. This includes optimizing alignment between Services and other Citi businesses, leveraging Citi's network and driving growth to increase wallet share from the client franchise. The role requires a deep understanding of market trends to adapt and apply them within the business, positioning Citi as the preferred Trade and Working Capital partner for clients across Asia South.

The individual will be accountable for driving revenue growth, productivity, returns, market share expansion and strategic resource deployment across the Asia South TWCS Sales franchise. The role will also serve as a senior representative of the TWCS franchise with clients, regulators and key internal stakeholders, helping shape strategic outcomes and deepen client engagement across the region.

This role reports directly to the Global Head of TWCS Sales with matrix reporting to the Asia South Head of TWCS and the Asia South CCPS Head.

Key Responsibilities - Sales Leadership & Strategy

• Provide leadership for a team of product sales professionals, overseeing Trade Structuring Analysts and Specialists within the Asia South cluster.

• Determine and deliver the sales plan and pipeline goals for the business in conjunction with Product Heads.

• Own business performance including revenue growth, productivity, returns, wallet share expansion and strategic resource deployment across the Asia South TWCS Sales franchise.

• Develop and execute on a pipeline of client prospects sufficient to provide required business growth, achieving aggressive revenue goals.

• Manage key business drivers such as calling plans, deal closure and execution, and customer satisfaction.

• Establish and maintain strong relationships with key clients and business partners to identify new business opportunities.

• Partner closely with Banking, Markets and Services teams to originate opportunities, deliver integrated client solutions and increase wallet share across strategic client relationships.

• Drive disciplined account planning and cross-business coordination across Citi's institutional client franchise.

• Monitor and understand customer needs, market trends and economic conditions, adapting strategies accordingly.

• Leverage Citi's global network, transaction banking platform and cross-border capabilities to deliver differentiated solutions for clients operating across multiple markets.

• Coordinate internally to drive timely and flawless execution of client mandates.

• Adopt and leverage new marketing strategies, including partnerships, conferences and advisory boards.

• Embed quality in client touch-points, including proposals and presentations.

• Represent the TWCS franchise with senior internal and external stakeholders, influencing strategic outcomes across multiple constituencies.

Team Management & Development

• Manage multiple teams including all aspects of people management, budget and planning.

• Develop sales and structuring talent through active coaching, leading training opportunities and attracting top talent.

• Develop succession pipelines and provide sponsorship and mentorship to high-potential talent across the organization.

• Build a high-performing, inclusive and collaborative culture while developing the next generation of TWCS sales and structuring leaders.

Risk Management & Compliance

• Work in close partnership with control functions such as Legal, Compliance, Market & Credit Risk, Audit and Finance to ensure appropriate governance and control infrastructure.

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

• Appropriately assess risk/reward of transactions when making business decisions.

• Drive compliance with applicable laws, rules and regulations and manage control issues with transparency.

• Effectively supervise the activity of others and create accountability for those who fail to maintain standards.

• Act as the first line of defense for governance and management of Product, Credit Risk, Operational Risk and Compliance Risk.

Market & Product Expertise

• Proactively identify market conditions and trends impacting the business and provide timely solutions.

• Possess strong Credit Structuring skills and risk assessment experience within Trade Finance, Commodities, Asset Distribution, EAF Pillars and Global Deal Review processes.

• Demonstrate comprehensive product knowledge of the Trade Product set and applicable risk frameworks.

• Knowledge of Citi infrastructure processes regarding Risk Management and Operational Processing within Asia South.

• Provide strategic advisory to clients on working capital optimization, supply chain solutions, trade digitization and liquidity efficiency.

• Identify opportunities across traditional trade, supply chain finance, receivables finance and strategic working capital solutions.

• Represent Citi at industry forums, conferences and client engagements, contributing to market thought leadership.

Qualifications

• Undergraduate Degree; MBA preferred.

• 15+ years of senior sales leadership experience in Trade Sales or Structuring, including 10+ years of managerial experience leading large teams.

• Proven track record in cross-cultural and matrix business settings within Asia South.

• Demonstrated success in formulation and implementation of business strategy across corporate customer segments.

• Extensive Trade Product and Credit Risk Management expertise.

• Exceptional organizational and communication skills.

• Demonstrated ability to build and scale a regional franchise through strategic client engagement, cross-business collaboration and disciplined risk management.

• Proven ability to originate and execute complex trade, working capital and structured financing solutions.

Skills & Competencies

• Strategic analysis and thought leadership.

• Ability to work with multiple organizations and stakeholders including senior management and regulators.

• Strong leadership, communication and influencing skills.

• Ability to inspire and influence teams – both direct and matrixed.

• Executive presence and strong commercial acumen.

• Sound risk and control discipline.

#LI-TB3

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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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