SpecialistSr. Specialist Sales VPAVP. Treasury Trade Sol. Miami FL - Citi - Miami, FL

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 are widely available to all.

JOB BACKGROUND/BUSINESS CONTEXT

TTS Latam Sales is part of the TTS Global Sales organization. The team is focused on TTS sales origination and solutions developed through a diagnostic approach and utilizing detailed client needs analysis to fit specific Cash Management and Trade solutions. The Sales Team also works with clients to continuously focus on organic growth and cross sell, as well as to ensure Citi remains relevant to their operating activities. The team members have a deep knowledge and expertise (globally, regionally and locally) in designing TTS solutions by working in conjunction with partners in TTS, as well as Banking and the Global Subsidiaries Group, to bring innovative ideas to our clients. This role requires ownership and leadership by the individual in driving key Latam TTS Sales business management initiatives. Provide leadership to develop and rollout key sales processes that support our Corporate & Public Sector Sales strategy.

KEY RESPONSIBILITIES:
Client Desk Project: GSG and TTS are working in a partnership to create a regional client coverage desk for clients in our TTS portfolio. Due to the characteristics and revenue TTS and FX-based nature of this segment it is very important to strengthen the TTS knowledge inside this new desk, and also incorporate TTS dynamics on this team:

This new resource will develop a TTS Training curriculum for Introductory, Intermediate and Advanced employees within the Client Desk. All the necessary material will be included in GLMS. This way we will be able to monitor and track the sales team development and participation in the mandatory and complementary training. Also, depending on company and industry the curriculum must include specifics training according to the Client Desk portfolio composition.

With the purpose of inserting TTS Sales management dynamics on the Client Desk, this person will develop a scorecard to measure pipeline, origination, wins and losses for each Client Desk member.

Business Intelligence for sales initiatives. Target specific clients with specific sales products and strategies. This person must work directly with different product lines (Liquidity, Payments, Channels, Receivables and Trade) in order to develop sales strategies that fit the Client Desk initiative.

Trade Sales Reporting: In line with the TTS concern to increase trade related revenues, this person will develop and maintain continuous visibility over the trade business management from the sales side: Pipeline, Origination, Wins and Losses. He / She will work directly with the Latam TTS Sales Head and the Latam Trade Sales Head in order to coordinate periodic business reviews and seeking to empower the sales team in selling trade products using trainings and strategic initiatives. He / She will also be responsible for coordination and tracking of trade related initiatives and training.

Regional Solutions Sales and Account Managers Monthly Metrics: Develop and roll-out a process to monitor regional solution sales and account management unit in line with the global scorecard. Participate MBR process with key responsibilities:

Strategic planning including budgeting

Revenue realization and attrition management

New sales initiatives

Pipeline analysis

Business reviews

TTS Latam input ICG Weekly Highlights

Regional Commercial Cards Sales: in line with the TTS concern to increase fee related revenues, this person will develop and maintain continuous visibility over the commercial cards business management from the sales side: Pipeline, Origination, Wins and Losses. He / She will work directly with the Latam TTS Regional Commercial Cards Head assisting with initiative such as project Atlas.

VoC: participate and take corrective actions over the voice of the client ensuring that all VOC scores are distributed to industry and country heads. Participate in country call where correct action plans are taken for unsatisfactory scores and collect thus actionable items ensure the clients with unsatisfactory scores have been communicated

Channels Initiatives: product initiatives to commercialize and gain traction on channel product such as: CitiDirect BE Mobile / Tablet, Mobile Token and use of Security Manager

Intra-Regional Flows initiative: the purpose of the exercise is see what are the key markets of operations our clients are operating in, outside their home country and analyze what type of operations (sales) they are doing in these market. Additionally we want to examine what is our TTS wallets/ opportunities in these countries as well as our short term and long term strategies in order to be able to further penetrate their wallet.

International Supplier Finance Argentina: in depth analysis of Argentina market to take advantage of current deregulations to penetrate on international trade finance business.

Business Management for TTS Sales Chile: this person will develop and maintain continuous visibility over the TTS business management for the Chilean market from the sales side: Pipeline, Origination, Wins and Losses. He / She will work directly with the Latam TTS Sales Head and in coordination with the Banco de Chile team to ensure we are reaching our KPI in the market as well as continue to generate deals.

DEVELOPMENT VALUE:
Working with the Sales Team will give the individual a tremendous opportunity to work across multiple areas and departments of the bank; and connecting the dots between the different areas and multiple “In country” TTS Sales Teams. The networking opportunity is unparalleled. In addition the person chosen for the opportunity will work with multiple cross functional teams (Product, Regional, and Local) and assist in the training thus learning more on the local markets as well as a deeper understanding of the organization.

As a developing market the LATAM region is a huge growth area for the bank; thus opportunities are boundless. By participating in this project the individual will get exposed first hand to both the economic challenges and opportunities that the market has as well as learn how these opportunities can drive business outcomes.

The chance to work in the unit is a great one as the individual themselves will be able to have a big say in what they would like to focus on now in regards to picking up new skills and knowledge.

Qualifications

Knowledge/Experience:
6 years of professional experience

Forward looking strategic thinker with good judgment and a practical understanding of sales dynamics and corporate buying behavior

Excellent ability to network and reach out to different parts of the firm

Experience in product management and/or sales management would be ideal

Flexible and adaptable

International Experience

Skills:
Advance Excel

Advance PowerPoint

CRM

TTS Analytics

CLA experience is a plus

AMC

Competencies:
Organized; able to work multiple projects simultaneously effectively

Strong project management and execution skills: thorough follow-through and attention to detail

Strong research and business analytical skills

Ability to write and present persuasively

Self-starter and independent worker

O ther Qualifications:
Bachelor’s Degree (Business or Finance)

Preferred if bilingual Spanish & English, Portuguese a plus

Primary Location: United States,Florida,Miami

Education: Bachelor’s Degree

Job Function: Sales

Travel Time: Yes, 10 % of the Time

Job ID: 16050655