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Career Opportunity

Senior Manager Portfolio and Sales Enablement

  • Primary Location: Australia,New South Wales,Sydney
  • Education: Bachelor's Degree
  • Job Function: Product Management
  • Schedule: Full-time
  • Shift: Day Job
  • Employee Status: Regular
  • Travel Time: No
  • Job ID: 19002602

Description


Strategic Intent

  • Develop the Digital Sales (online acquisition and enablement marketing) strategy for the Retail Bank and work with the team to implement across all products. Ensure digital best practices are shared across the Retail Bank business locally, while also leveraging regional best practices. Deliver on Retail Digital Sales strategy to achieve both new accounts and profitability targets for the Retail Bank business including Mortgages, Deposits, Insurance and Investments, with a particular focus on growth of Citi Priority and Citigold high net worth client segments
  • Develop and implement product portfolio strategy to drive customer engagement and achieve revenue targets and sustainable growth
  • Develop and drive Sales Enablement and Channel marketing strategy to accelerate the success of Citi’s direct and indirect salesforce and support sales and revenue targets

Accountabilities

  • Maximise customer experience and enablement that translates to New Account Growth and Profitability
  • Develop and Drive enablement strategy and optimisation across all digital channels and products to optimise ROI
  • Identify new ad tech opportunities to grow Digital Sales and ensure adoption across Retail
  • Lead agile work practices across the business
  • Develop Retail Digital Sales strategy and work with the team to implement (strategy, structure and delivery) the campaigns and initiatives to achieve targets relating to response rates, approval rates, new accounts, CPA, ANR and revenue
  • Work with Marketing Managers on each acquisition programme to develop and optimise marketing strategy, selection criteria, timing, test objectives and projected results
  • Lead process improvement and innovation across all areas of campaign (programme strategy) management and tracking
  • Drive customer enablement strategy and optimisation across all channels
  • Enhance contact strategy, targeting and propensity to maximise new account acquisition, revenue and profitability
  • Grow online acquisition through effective targeting, creative, channel, partner and vendor management. Identify and leverage new online channels, tools and tracking
  • Partner with Product Department Heads to develop overall portfolio marketing strategy to optimise portfolio profitability and growth
  • Implement strategy execution to drive early engagement (<3MOB)  and portfolio (3MOB+) metrics including activation rate, funding rate, spend and usage
  • Partner with stakeholders in Product to drive process improvement and innovation to optimise customer experience and drive business efficiency across channels
  • Track performance against targets and strategy and work with Product stakeholders to identify new opportunities to improve effectiveness and experience
  • Oversee management and maintenance of portfolio assets (e.g. CBOL, MBOL collaterals) experience and strategy

Sales Enablement

  • Develop and implement overall Sales Enablement/experience strategy and calendar to support frontline and partner channels to optimise all stages of the sales/customer  journey
  • Work with Distribution Partnerships team to develop marketing strategy to maximize business growth from strategic referral partners  and implement strategy and through acquisition, conversation and engagement initiatives
  • Work with Distribution and Product stakeholders to shape marketing strategy and programs into executable tools and assets in order to improve sales efficiency and drive digital-first solutions
  • Design and implement metrics to measure sales tools effectiveness, appropriateness, and utility; continually update and adapt based on customer/sales staff feedback
  • Partner with Distribution stakeholders to drive process improvement and innovation to optimise customer experience and drive business efficiency

Team Management and Leadership

  • Complete scorecards and development plans for all direct reports. Provide leadership and direction to team to deliver results
  • Influence and negotiate key business outcomes locally and regionally
  • Remove roadblocks to ensure business results are delivered

Customer Experience

  • Ensure the strategy and team deliver a remarkable customer onboarding experience
  • Identify and implement improvements and collaboration to the programmes and campaign management and fulfilment processes

Budget Management, Reporting and MIS

  • Management of Digital Sales budget
  • Successfully manage the budget and ensure accurate completion of monthly accruals, forecasting and budget management for Retail Digital Sales
  • Work with data, analytics, finance, distribution and strategy teams develop campaign level reporting and ensure post-campaign reviews are conducted with tracking back to approved profit models


Qualifications


Key Competency Requirements

  • Entrepreneurial and commercial thinking
  • Analysis and Decision Making - Identify and understand issues, problems and opportunities and develop appropriate solutions
  • Build Effective Working Relationships - Develop and use collaborative relationships to facilitate the accomplishment of business goals
  • Business Focus - Demonstrate understanding of the business and its customers. Consistently look for opportunities to improve expense management and business performance. Decision making based on based on cost benefit analysis and an understanding of balance sheet, P&L and resource impact
  • Communicates Effectively - Communicate clearly and concisely, with impact and credibility using appropriate language, style and terminology
  • Leadership Disposition - Demonstrate the qualities expected of a senior manager, using behaviour appropriate for the level of positional power. Acting as an advocate for the organization
  • Supports Change and Innovation - Identify organisational requirements for future success and engage in those activities that facilitate the required degree of innovation and change. Act as a champion and role model for innovation and change
  • Market, Sales and Customer Focus - Create and seize opportunities that provide superior returns for shareholders and make customers and their needs a primary focus. Work to reinforce a market, sales and customer focus
  • Operational Execution - Accountable for performance and act with a sense of urgency to address issues and take advantage of opportunities. Immediate access to key financial and operational data

Qualifications Required

  • Marketing, Economic and/or Business Degree
  • Min 10 years marketing experience in Financial Services

Key Business Relationships

  • Internal
    • Digital Banking
    • Decision Management
    • Product
    • Segments
    • Sales & Distribution
    • Central Marketing and Partnerships
  • External
    • Creative agency
    • Digital vendors
    • Distribution partners

Diversity is a key business imperative and a source of strength at Citi. We serve clients from every walk of life, every background and every origin. Our goal is to have our workforce reflect this same diversity at all levels. Citi has made it a priority to foster a culture where the best people want to work, where individuals are promoted based on merit, where we value and demand respect for others and where opportunities to develop are widely available to all.


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