TTS Nigeria Sales Head Needed at Citibank Nigeria Limited

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Job Title: TTS Nigeria Sales Head

Job ID: 20227899
Location: Lagos, Nigeria
Job Category: Institutional Sales

Job Background / context

  • The job is critical in driving cash and trade sales momentum across the GSG and Corporate client base in Nigeria, .
  • The job is dependent on support from Cash and Trade Product for solutions and client coverage teams for access to clients.

Job Purpose

  • Build and leverage client relationships to grow Citi’s share of client’s TTS wallet.
  • Provide customized cash & trade solutions based on an in-depth knowledge of existing product suite in order to entre nch Citi, increase share of wallet and ultimately position Citibank as strategic partner to Top Corporates & Multinationals.
  • Achieve Sales Goal (WINS) for Cash and trade products: $mm

This Role involves:

  • Developing an in-depth understanding of TM names in order to assess the Cash & Trade wallet and identify opportunities which will translate into sales.
  • Developing a focused sales strategy in order to capture share of wallet.
  • Structuring and executing both standard as well as non-standard cash & trade solutions.
  • Managing Cash & Trade deal pipeline, execution and support in conjunction with various RM’s.

Key Responsibilities
Provide Product Sales Expertise to the GSG and Corporate Banking Organization:

  • Originate, structure, and close cash & trade deals. Take on role as deal primary, by structuring cash & trade solutions against customer opportunities sourced directly or by the Relationship Managers.
  • Develop and maintain product expertise, regularly update product knowledge as appropriate.
  • Grow TTS Sales in the GSG & Corporate Banking client segments.
  • Manage a portfolio of clients, taking responsibility and accountability for delivering the TTS platform/product suite.
  • Primary point of contact and accountability for TTS related activities for the client and the RMs
  • Source new business and retain existing business to achieve TTS total revenue goals.
  • Work closely with TTS product organization on prioritizing new leads and contribute as a member of the deal team as appropriate.
  • Ensure the consistent, professional delivery of sales and client management disciplines including account plans covering TTS business, call reporting, lead generation and TTS relationship reviews.
  • Drive overall client satisfaction with the TTS platform and build customer loyalty.
  • Ongoing training and up-skilling of Sales & Coverage team on cash & trade products/solutions in order to maximize opportunity identification/solution selling capabilities.

Manage the Deal Pipeline Process from Identification through to Implementation:

  • Pipeline discipline: Manage the deal pipeline process, by keeping CRM up-to-date, from identification through to implementation. Ensure TTS pipeline for Nigeria is input in CRM/Siebel and that it reflects accurately the deal status.
  • Assemble the appropriate deal team.
  • Work with TTS client management & Coverage to package the best solution to meet the customer’s needs.
  • Champion complex deals or multi-product opportunities through the deal review process.
  • Manage internal communication and pipeline update process keeping the TTS Product & Sales management, the TTS Client Manager and coverage owner informed as appropriate.
  • Drive client communications including RFP’s and pitch books in coordination with Relationship Manager & Product units.
  • Negotiate key terms with client/resolving issues between product and client.
  • Interface with the product organization on deal pricing and coordinate cross-product pricing.
  • Ensure efficient and effective transition post-mandate to the implementation team.
  • Ensure lost deals are properly documented including why we lost and to which competitor.
  • Coordinate inter-regional trade deals with counterparts globally.

Reflect the needs of our customers back to the Product Organization:

  • Communicate opportunities in our delivery of Product solutions to clients
  • Communicate opportunities in our sales positioning materials to the Product, Marketing and Training.
  • Ensure efficient and effective transition post-mandate to the implementation team by completing tasks required.

Development Value:

  • Role in the coverage team
  • Role in the product organisation

Qualifications / Education

  • University degree. Graduate level at a minimum.
  • MBA or equivalent preferred.

Knowledge/Experience:

  • Individual should have 3+ years experience in cash and trade sales, product management or other relevant areas.
  • Minimum 15 years post graduation experience out of which 12 years must have been in the banking industry with at least 2 years as a deputy general manager.
  • Experience in delivering results and meeting financial plans
  • Risk assessment/credit experience (preferred)
  • Planning and analysis of product metrics and balance sheets
  • Experience in dealing with relatively complex documentation.
  • Interaction with Seniors within organization (eg CFO, Directors)
  • Experience with geographically dispersed complex matrix organization is a plus.

Skills:

  • Strong and demonstrated communication, influence and negotiation skills
  • Excellent client interaction skills
  • Recognized for his or her execution/closing skills
  • Knowledge of trade products (vanilla/complex)
  • Ability to work in a matrix environment
  • Creative, innovative, dynamic, high energy levels with strong initiative
  • Committed, trusted team player with the ability to interact with  Relationship Managers, Unit Heads, Operational hubs, Credit Chain, EMEA coverage/sales teams.
  • Strong analytical skills

Competencies:

  • Self-starter
  • Proven ability to deliver on stretch goals.
  • Multi-cultural exposure
  • Team player
  • Motivating team members
  • Leveraging the Citigroup Network

Application Closing Date
Not Specified.

Method of Application
Interested and qualified candidates should:
Click here to apply online

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