TTS Financial Institutions Sales Lead for Eastern Africa at Citi

Managing FI Cash and Trade flows for the Horn and East Africa , covering  4 presence and 5 non presence countries . Developing an in-depth understanding of target market names and leveraging Citi’s resources to evolve focused sales strategy to enable incremental wallet share. Execution of TTS correspondent banking product strategy in the region, management of product profitability, monitoring of financial performance incorporating analysis and research on market dynamics and competition. Working in close partnership with key business partners and stakeholders; i.e. Coverage, Operations, Risk and Compliance

Position Objective :

• To be a trusted advisor to FI clients providing cash management and trade solutions to our clients in this segment.
• To leverage Citi's institutional resources and deploy cash management and trade solutions to clients
• Maintain strong partnership and collaboration with Coverage and Product colleagues to deliver solutions to FI clients which differentiates Citi from the competition and strengthens her position in the industry
• To maximise the Citi network in delivering solutions which position us at the best cash and trade bank to clients

Client Impact:

• The client impact is significant.
• The HEA region contributes 30% of TTS FI revenue. It includes coverage of some of the biggest banks in East Africa such as TDB  Bank , Equity and Commercial Bank of Ethiopia . We have great momentum on the Cross Border Worldlink Space . It is therefore critical to get this position filled in order to keep momentum with these key clients.

Key Responsibilities:

• Define and execute the client solution and engagement strategy:
• Manage Financials for Correspondent banking services in HEA region
• Maximize penetration of client wallet
• Inform and respond to market and regulatory change to drive product innovation and client positioning
• Represent Citi at internal and external forums to promote thought leadership and encourage active industry engagement
• Design and execute direct initiatives to meet revenue and balance sheet goals, and work with senior coverage team members to manage pipeline and identify new strategies for revenue growth/acceleration
• Maintain core client collateral (including slip-sheets, pitch books, proposal content, regulatory guides) for maximum impact and deploy tailored content
• Commercialization of new product launches for client impact and flow of new business
• Work with Global and Regional/Cluster partners to leverage synergies and execute against initiatives
• Follow Citi requirements for new product development

Development Value :

• The correspondent banking group business is a focus product for TTS EMEA. The role provides great exposure to Sales and Product Management responsibilities, which include deal initiation, P&L experience & New Product Development.
• Understanding of the Cash and Trade business: clients, products, markets, legal and compliance frameworks / documentation, process flows, credit risk management etc.
• Understand  major business drivers and implications for business and efficiently utilize metrics to build & monitor the business.
• Client interface (end-to-end exposure from origination, execution and retention).
• Platform to develop sales management skills by interacting with both coverage/sales team across the Globe.
• In managing the Product, close interaction with the stakeholders on complex deals that need structuring.

Knowledge/Experience:

• At least 5 years banking experience
• Good understanding of the macro-economy
• Experience in transaction banking 

Skills:

• Good communication skills ( written and verbal)
• Good interpersonal skills
• Strong quantitative and analytical skills
• Strong creative thinking capability, come up with solutions and innovation
• Relationship management skills
• Good presentation skills
• Self starter
• Outside the box-thinker
• Ability to adhere to product management disciplines.

Competencies:

• Good interaction at all levels and across different cultures
• Must be able to manage peers across geography
• Resilience and ability to cope a high performance demanding environment

Qualifications:

• Bachelors Degree     
• MBA or Post Graduate diploma in Business management /Finance/Banking/Commerce will be an advantage