Global and Regional Solution Sales are Trusted Advisors to multinational corporate clients for complex cash management, treasury and working capital, and trade services across the Latin America region.
The person will be given hands-on training and be responsible for the Global TTS relationship and client’s portfolio comprising of Emerging Market Champions, Public Sector, Multilatinas, Digital Disruptors and Regional / Local clients.
The successful candidate will work in sales team creating tailored cash and trade solutions to meet the objectives of sophisticated corporates
The role will report directly to Noraily Bello TTS Sales Head for Andean
Increase penetration of the Bank’s TTS services within the existing regional client base as well as acquiring new clients for the Bank across GSG and Latin American top client segments.
The candidate will need to very quickly develop into an expert on Cash Management and Trade product solutions
Manage and ensures that clients are provided with Citi standard services and banking support for conducting businesses in Latin America, Andean and Colombia.
Plays a leading role in setting strategic direction and thought leadership on key focus / opportunistic industries to deepen client share of wallet and increase TTS Market Share, maximizing Revenues and Profit.
Lead the Business Monitoring Discipline in CRM to document and track Revenue, Pipeline, Wins performance and Overdue Deals.
Responsible for developing and executing comprehensive mid to long-term sales plans / strategies and joint calls, in partnership with TTS Product and CIB Bankers, measured through sales goals / quotas, deal profitability and Client Experience
Lead the TTS Sales Corporate Solution Sales global revenue growth for Local and Regional Clients as well as subsidiaries located in the Latin America region
Fully align TTS goals with the overall Sector Sales Head’s goals and MWBs
Develop strong partnerships with Corporate Banking and Relationship teams across the Region; Communicate closely with Global and Regional Industry Heads, In-Country Sales Heads and TTS Heads
Implement the TTS Sales model in a manner that fosters strong customer centric relationships, optimal Client Experience and meet robust origination, pipeline and revenue growth targets
Support outbound opportunities of the portfolio with key Latin America parented customers expanding globally across regions helping to meet their global TTS needs
Drive TTS Sales processes and sales disciplines, including customer needs analysis, budgeting, wallet sizing, account planning, and ICG relationship review
Work in collaboration with partners in Client Operations, Client Experience, Implementation, Technology, Product and Market Management and the Account Management team to contribute towards positive Voice of the Client results
Drive Portfolio Results based on Key measures : Revenue, Pipeline, Wins and Origination growth as well as ensure call.
Responsible to establish and monitor development of the sales strategy to improve origination, while focusing on bringing new clients to the portfolio and guaranteeing that opportunities are executed accordingly, by ensuring that we have the right solution for each of the specific client requirements
In addition to that, such person must guarantee that sales best practices and success cases are being implemented across countries
Closely manage client portfolio and address risk mitigation needs when necessary
Implement and lead execution of sales campaign by country / product to improve market share and client penetration
Work with the product partners to ensure product offering is competitive in service, function and price
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
Minimum of 5+ years’ experience, preferably in Transaction Services origination and business management and / or Global Banking relationship management
Undergraduate, and preferably a Master’s degree
Strong and demonstrated TTS product knowledge and leadership skills with the ability to motivate and influence their performance.
Respond quickly to market trends and developments to be first in front of clients with solutions
Language : English and Spanish Preferred.
Knowledge / Experience :
Possesses in-depth knowledge of TTS and other banking products
Strong marketing and selling skills & customer first’ mind-set.
Proven track record in sale of cash management, trade, and / or technology based consulting solutions.
Managed large client relationship from a banking or product perspective
Strong communication skills (written & verbal) and inter-personal skills. Persuasive and articulate personality. Excellent interpersonal skills to deal internally and externally with clients
Good team skills
Strong organizational & planning skills : the ability to manage & synthesize many pieces of solution / technical data into a single, flowing solution within tight timeline
Strong leadership skills
Recognized execution skills entrepreneurial approach
Ability to manage in a matrix environment
Persuasive, inquisitive, pro-active, and articulate in asking questions and enthusiasm to learn
Strong team player that interacts well with service, implementation, product and coverage partners
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