About Citi Citi, the leading global bank, has approximately 200 million customer accounts and does business in more than 160 countries and jurisdictions. Citi provides consumers, corporations, governments and institutions with a broad range of financial products and services, including consumer banking and credit, corporate and investment banking, securities brokerage, transaction services, and wealth management. Our core activities are safeguarding assets, lending money, making payments and accessing the capital markets on behalf of our clients.
Citi's Mission and Value Proposition explains what we do and Citi Leadership Standards explain how we do it. Our mission is to serve as a trusted partner to our clients by responsibly providing financial services that enable growth and economic progress. We strive to earn and maintain our clients' and the public's trust by constantly adhering to the highest ethical standards and making a positive impact on the communities we serve. Our Leadership Standards is a common set of skills and expected behaviors that illustrate how our employees should work every day to be successful and strengthens our ability to execute against our strategic priorities.
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 to are widely available to all.
Brief Description of the Organization CBNA is the primary legal entity for Citi, providing products and services to consumers, financial institutions and corporate clients around the world. In the past, Citi has provided most of its internal reporting on a business by business basis. With the changes in the regulatory environment, strong legal entity reporting and governance has become essential. This team is responsible for ensuring that CBNA has the appropriate governance and control infrastructure to meet the demand for legal entity planning, execution, information management and the ever-evolving regulatory environment. Description of the Position This role will lead the North American Strategic Segment responsible for the coverage of sophisticated pools of family controlled capital that require the services not only of the Citi Private Bank Platform but also the services of the wider Institutional Clients Group, especially Markets & Securities Services. In particular the successful candidate will:
Bring together the resources of CPB and Markets to form a coherent and consistent coverage approach for this client community.
Lead Business Development in the sector to originate new business and bring new PCIS clients to the firm.
Up-tier wallet share with existing PCIS relationships by supporting existing coverage teams and applying the disciplines of best sales and execution practices.
Identify coverage gaps and make strategic hires to capture the opportunity
Work closely with Product partners to capture specific transactions, driving engagement for all Product groups with this client community.
Represent the organization, both internally and externally as the face of PCIS
Work closely with the functions to understand the constraints around the control environment and build on the process to execute appropriately risk managed business Job Background/context:
Across ICG we see a clear opportunity to grow our wallet share and acquire new clients in the Private Capital space
The global nature of our resources, and the integration of CPB within ICG make our platform enduringly competitive in this client segment
Many clients have needs beyond a Private Banking platform. CPB and Markets have developed an effective way to work together on these cross platform clients through the Markets Direct Access program. This provides a clear framework, approved by the functions and in operation for some time, to facilitate the transition of clients into Markets
Our Product Partners are committing significant new resources to support the coverage effort, the project has strong support and is high profile in the organisation
Our functional partners are supportive of the new initiative, but will be keen to hear that the successful candidate is in tune with writing appropriately risk managed business
The successful candidate will be a member of the North American Leadership Team and a vital sounding board for the NAM Region Head and Global Market Managers on strategy as it pertains to this Global Strategic Segment. Key Responsibilities: Covering a key and fast growing segment the stakeholder group for the role will be wide and diverse. An ability to drive a strong, collegiate partnership between the businesses, product partners and the functions will be essential to originating and executing on new clients and new transactions that will make the role a success. An ability to manage through influence and example will be essential. In particular the following will be key:
Working in close partnership with the existing Regional Management team, GMMs, IC heads, Solutions Sales, Capital Markets desks, Investment Finance, Banking, Custody, Trust and other Product partners. Success driven by being a trusted partner that brings success for the whole NAM team.
Setting out a clear vision and business plan for covering relevant clients in the segment
Setting out a clear business development plan, especially by identifying the Target Market opportunity, both internally and externally.
Close coordination with the Citi Markets and Securities Services, representing CPB with this crucial stakeholder group. Credibility and connectivity with this key stakeholder will be essential from day 1.
Managing relationships with key approvers in functional chains from both CPB and Markets. Positive and collaborative relationships with risk, legal and compliance will be essential to executing transactions
Working actively with regional Citi Markets heads, to coordinate local coverage of FOs where Markets access is in place or potentially relevant, and in order to facilitate the introduction of dormant or non-target market accounts to CPB
Maintaining and growing a disciplined target market universe with regular strategic reviews with key business management stakeholders
Work with the on-boarding teams in CPB and Markets to effectively on-board the new accounts into both platforms.
Take direct coverage responsibility for a group of client relationships
Inspire with wider coverage team with active sales management, sharing success and best practice, leading by influence and example.
Measuring success with New Client Acquisition, Segment revenue growth - for all product categories, growth in accounts delivered through the MDA program, raising the market profile of CPB for this key segment.
Working with the Lab for Family Office to build engagement strategies that help coverage and product teams to build enhanced connectivity with the client community. Development Value:
Lead sales efforts to build out and execute on Citi's collective coverage of the growing segment of the Segment in North America
Develop ability to work multiple stakeholders across regional coverage and product teams
Build bridges across ICG and grow individual profile.
Extensive experience of operating with sophisticated clients with diverse needs
Extensive Knowledge of driving an effective, collaborative sales culture
Technical product experience, most likely from a Capital Markets background
Exposure to Family Office and/or Ultra High Net Worth Private clients
Language skills in addition to English are beneficial but not essential
Good understanding of Markets regulation for Retail Customer base Skills: