Think Beyond The Label Jobs

Background/Context:

Citi Treasury and Trade Solutions (“TTS”) is a key product group within Institutional Client Group which supports clients in all sectors, from Corporate, Public Sector to Financial Institutions. TTS offers a broad range of cash management and trade services and our global platform is unique in the industry for its reach, interoperability and flexibility. It provides clients with timely, accurate information and dynamic, web-based tools to effectively manage their working capital, liquidity position and supply chain around the world. Combined with a worldwide network of dedicated and experienced transaction services professionals, TTS is well-suited to serve clients anywhere they do business.

Position Summary and Objective:

The Senior Financial Institutions sales role is responsible for overall TTS business of the Bank sector in Hong Kong, including sales coverage, execution of client and sales strategies, leading the origination and direct management of major deals with both prospective and existing clients, leveraging on data and digitization tools wherever applicable.

The key objective is to increase penetration of Citi’s Bank clients within the existing client base as well as acquiring selected new clients within defined Target Market Criteria. Major financial KPIs include portfolio revenue growth, managed client wins and deal originations, focusing on transaction fees, operating deposits, trade and FX. The job reports to Hong Kong Sales Head and matrix to North Asia Correspondent Bank Sales Head.

Key Responsibilities:

• Execute relevant sales strategy for Hong Kong in conjunction with all relevant Banking and TTS partners

• Portfolio Management and Optimization – Develop deep relationships with key clients. Retain clients and grow volumes/values. Identify cross sell opportunities with clients.

• Market Presence – Be an ambassador for Citi with clients, partners, and industry forums to continue to drive Citi’s recognition as the largest and best in class Correspondent Bank provider. Maintain leading edge expertise of the industry and competitive environment.

• Ownership and Leadership – Act as a steward of the business and strongly influence its strategy and market leadership as a key business member of the Hong Kong and APAC Financial Institutions sales teams. Be the TTS senior client champion on all major transactions to drive wins, revenue realization and wallet penetration.

• Lead complex cash management deals end-to-end including RFP responses and client pitches, recommending innovative cash management solutions.

• Market Development – Develop a “Client Focus” strategy for all key clients. Identify new flows and market plays for the extension of TTS products.

• Control and Compliance – Maintain a pristine control environment for all issues related to business management, compliance, regulatory requirements such as KYC, documentation and training.

• Complete account plans for key clients and to identify sales opportunities and support origination of TTS deals through development of thought leadership materials

• Develop target list of underpenetrated names to actively focus on capturing share of wallets from competition

• Meet all Sales Management goals tied to pipeline management (CRM), Deal Review and Implementation Project Kick-Offs

• Lead and prepare client presentations, proposals and sales pitches

• Work with Implementation/Account Managers to ensure deals closed are implemented effectively and efficiently for revenue realization and ramp-up

• Actively share with Product/Market Management teams new developments, client needs and solution gaps within the market and the competitive environment

• Attend regular team and sales management meetings to report on performance and share feedback

• Manage key Balance Sheet Drivers including assets and liabilities, in line with TTS Product Management guidance on deposits and trade assets

• Manage and partner with Banking, as appropriate, on all relevant aspects of Client Credit Risk (including credit appetite/credit commitment/returns)

Development Value:

• Opportunity to develop business management and leadership skills through the management of overall Bank sector for TTS Hong Kong

• Further strengthen and develop client relationship and sales skills and attributes

• Become an industry expert in all relevant areas of the Bank sector and trusted advisor for all internal partners

• Build external network in the sector and internal network across Sales, Product, Geography, Implementation, Client Operations, Legal, AML and further extend across Banking

Knowledge/Experience:

• In-depth knowledge of products, industry and target clients, and keen to continue learning in particular digitization and latest solutions

• Strong networking, marketing, presentation and selling skills

• Strong experience in a large, multinational financial institutions with complex organizational structure and multiple buyer centers

• Strong client orientation mindset

Skills:

• Proven sales track records and demonstrated people and business management successes

• Experienced strategic leader able to design and execute innovative client sales growth strategies and plans

• Excellent interpersonal skills to deal internally and externally with clients

• Ability to manage in a global and regional matrix environment

Language Skills

• Given that this role will cover Chinese Speaking clients, Fluency in Cantonese/Mandarin is an advantage

Competencies:

• Excellent oral and written communication skills, both in English and Chinese

• Ability to develop and build strong client relationships at a senior level within the client organization

• Committed and trusted team player with keen focus on deadlines

• Organizational and interpersonal skills

• Strong problem solving and analytical skills

• Value diversity

Qualifications:

• Bachelor degree is a MUST, Masters Degree is "Good To Have"

• Minimum 15 years of experience working with international financial institutions with focus on Bank sector

• Exceptional candidates who do not meet these two criteria may be considered for the role provided they have the necessary skills and competencies.

Job Family Group:

Institutional Sales

Job Family:

Solution Sales

Time Type:

Full time

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Qualified applicants will receive consideration without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

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Citi is an equal opportunity and affirmative action employer.

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