This Business Development Role is a regional product sales role that deals with complex cash management requirements for the most demanding and sophisticated multi-national corporate clients operating across Asia Pacific region. This role is expected to develop and grow client relationships by understanding client needs and delivering solutions across the full range of cash management products and services that Citi can offer and will be a combination of event driven sales e.g. responding to large scale and/or complex regional tenders in the form of RFIs (Request for information), RFPs (Request for Proposals) and proactive sales e.g. targeted proactive engagement for key acquisition names or defensive names for the firm. The key objective of the role is to increase penetration of the Bank’s TTS (Treasury & Trade Solutions) services within the existing regional client base as well as acquiring new clients for the Bank across Corporate Banking (CB) / Global Network Banking (GNB) client segments and is a driver in generating revenue through new TTS deals.
Responsibilities
- 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 and sub sector targets
- Meet all Sales Management goals tied to pipeline management (CRM), Deal Review and Implementation Project Kick-Offs
- Lead and prepare client presentations
- Play a leading role in setting and executing overall deal strategy for each deal, which includes solution structuring, pricing strategy and negotiation, marketing/pitching approach
- Responsible for coordinating internal deal processes e.g. obtaining internal approvals / sign-off, closing, handover to implementation. Works with key deal team stakeholders for the preparation of responses to global/regional tenders e.g. . Proposal Unit, Client Coverage Team, Product Teams, Country Teams etc. to develop and deliver end-to-end high quality and customized Request for Proposal (RFP) & Request for Information (RFI) responses to best position Citi to win the mandate
- The individual is accountable for delivering against client (i.e. deal wins) and acts as a center of expertise / excellence in cash management solutioning to support focused regional client opportunities
- Work with Implementations/account managers to ensure deals closed our implemented effectively and efficiently to ensure revenue realization and ramp-up
- Actively share with Product Management Team new developments within the market updates and the environment
- Market Presence: Be an ambassador and evangelist for Citi in the region with clients, partners, and industry forums to continue to drive Citi’s recognition as the largest and best in class
- Maintain leading edge expertise of the industry and regional competitive environment.
- Ownership and Leadership: Act as a steward of the business and influence its strategy and market leadership as a key business member of the regional and global sales team
- Control and Compliance: Maintain a pristine control environment for all issues related to business management, compliance, regulatory requirements such as KYC, documentation, and training
- Attend regular team and sales management meetings to report on performance
- 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
- 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
- Supports the firm’s effort in building profitable, long-term client relationships, orchestrating delivery of superior products and services to corporate clients adding value to their treasury processes
- Works with external stakeholders to fully understand and ensure that customers’ needs / asks are addressed through our responses and marketing materials
- For proactive engagements, the individual will work with the deal team to develop and deliver presentation and marketing collateral for effective selling and gaining client’s mind share
- Be familiar with TTS positioning and messages from marketing materials and effectively incorporate into all client communication (written / verbal)
- Applies in-depth technical product & sales skills with client diagnostic and origination skills to design complex multi-product solutions, for Corporate, Public Sector and Financials Institutions clients
- Keep abreast of customer needs & market trends through continuous interaction with clients, coverage & product
- Evaluates competitive landscape and appropriately assesses risk/reward of transactions when making business decisions
Qualifications/Experience
- Has over 8+ years of relevant experience
- Possess the curiosity to learn as well as the enthusiasm and tenacity to deal with challenges, often within a time-constrained environment
- Should be an accomplished Product, Sales, and Customer orientated person with ability to marry client needs and Citi’s product capabilities in order to develop customized solutioning to address client requirements
- Has good knowledge of cash management products and how to deal with challenges faced by corporate treasuries
- Proficient in MS Excel, MS Power Point, MS Word desirable
Education
- Bachelors/University degree or equivalent experience
This job description provides a high-level review of the types of work performed. Other job-related duties may be assigned as required.
•Working Environment: office setting, minimal travel required. • Effort: minimal physical effort required.
Job Family Group
Institutional Sales
Job Family
Solution Sales
Time Type
Full time
Most Relevant Skills
Please see the requirements listed above.
Other Relevant Skills
For complementary skills, please see above and/or contact the recruiter.
Citi is an equal opportunity employer, and qualified candidates will receive consideration without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other characteristic protected by law.
If you are a person with a disability and need a reasonable accommodation to use our search tools and/or apply for a career opportunity review Accessibility at Citi. View Citi’s EEO Policy Statement and the Know Your Rights poster.