1. The key objective of this role is to grow Trade revenues with wallet penetration and revenue realization from Citi Commercial Bank (CCB) clients. 2. Focus on building Trade Digitisation strategy and commercialisation of Digital toolkit with Commercial and ICG clients.
This role will be part of the TTS Trade team and will be focused on working with the Commercial Banking team to grow Trade revenues across all CCB client segments.
Citi's Commercial Bank (CCB) division works with business and commercial customers who have annual sales ranging from $5 million to $1.5 billion
This is a key position within TTS to drive sales of Trade products within the fast growing Citi Commercial Banking business
Close co-operation with CCB Relationship Managers and the local Trade product owners, CCB country heads and stakeholders including TTS, CLM, Independent Risks, Trade Onboarding and Service teams
Keeping in mind the future growth areas and aligning with the automation and self-service objectives of fast growth companies in CCB segment, this role will also be responsible for the Trade Digitisation Strategy, creating the roadmap for commercialisation of digital toolkit and support new ideas leading towards end to end digitisation of Citi Trade Solutions
The subject role will comprise of predominantly sales activity (75%) and product mgmt. and Trade Digitisation activity (25%)
The role will report into Head of TTS Product and Sales for Commercial Bank
1.CCB Trade Sales and Revenue Growth
Position Trade solutions to deliver Trade revenues with CCB sales and relationship teams covering Trade products and Trade services like Trade Finance including Trade Loans, Account Receivables Financing, Letters of Credit, Letters of Guarantee, Supplier Chain Finance and other Trade Products as applicable
Achieve monthly/annual sales targets and support CCB mgmt. in delivering the pre-agreed budget
Create and manage initiatives to deepen wallet penetration
Monitor and contribute to the CCB performance (revenue, costs and business drivers) on Trade in line with the budget
Manage and execute on the Trade pipeline for CCB
2.Trade Policies and Governance
Own the CCB Trade EMEA Rules of the road policy document
Work with CCB and Trade to ensure policies and procedures are up to date
Ensure Trade product developments are extended to CCB where appropriate
Ensure all deal approvals follow appropriate Trade approval process
Attend and present on Trade Deal approval calls as required
3. CCB Trade Product and Market mgmt.
Develop strategy for Trade products commercialisation, enabling clients towards self-service and self-help structures for RMs, apply automation and self-service mind-set to new developments
Risk based approach to balance risk and returns of Trade products to ensure progressive growth
Develop Trade product solutions and processes to simplify Trade product sales, on-boarding, implementation and act as an escalation points for RMs, TTS, Trade Ops, CLM, Risks and other internal units for follow-ups
Provide feedback into Trade product area on the emerging trends and product needs of CCB
Understand and prepare strategic response toward competitive practices, market changes and regulatory updates
Support Trade initiatives and campaigns. Conduct Trade Market seminars and represent at the industry forums for CCB clients in line with CCB Marketing plan
Manage the process of migrating the clients to online platforms and trade products integration solutions
Drive Trade Digitisation initiatives for ICG clients
Achieve revenue targets and increasing customer volumes/revenues in a competitive and dynamic environment
Building knowledge on Citi's Trade solutions and being abreast of changes in the ecosystem including digital solutions and add value beyond one's normal scope of activities on an ongoing basis
Alignment and working in close partnership with multiple stakeholders. Work with TTS and CCB teams across product, sales and implementation
Acquire and implement new clients/business and drive ramp-up of expected flows
Extensive years relevant experience in the field of Trade services
Ability to quickly understand Trade product propositions, business drivers, policies, customer needs and market and competition
Risk awareness and ownership of the risk and credit based solutions
Selling, Interpersonal and Communication skills for effective, quicker and superior presentations, pitches and conversions
Demonstrate thought leadership. Ability to create longer term relationships based on trust and solution advisory role
Analytical skills to evaluate various alternative solutions to customer needs
In-depth knowledge of regulations and their impact on Trade products and Commercial client segment, market practices and bank operations
Relevant Product and Sales experience
Ability to work with broad group of stakeholders
Trade and Risk Training
Risk mgmt./Credit Officer credentials are desirable
Exceptional candidates who do not meet these criteria may be considered for the role provided they have the necessary skills and experience.
Demonstrates an appreciation of a diverse workforce. Appreciates differences in style or perspective and uses differences to add value to decisions or actions and organisational success.
Citi is an Equal Opportunities Employer
Internal Number: 5857110
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