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Citibank TTS Solutions Sales

Citibank TTS Solutions Sales Description 

Citibank TTS Solutions Sales are the front end staff within Treasury & Trade Solutions (TTS) responsible for supporting and developing sales of TTS products across the Cash and Trade product families. The role is responsible for building profitable, long-term TTS product relationships, orchestrating delivery of superior products and services to corporate clients adding value to their treasury processes. Collaborates in building pipeline and achieves new business goals through effective planning, strong relationships with internal/external clients and implementation of complex product and commercial strategies.The TTS Solutions Sales plays a critical role in the re-positioning of the TTS Business in the local marketplace and in the maximization of our wallet share with a client base that is currently extremely underpenetrated. The development of this role is a key component of the TTS growth strategy in Trinidad Hub (Trinidad & Tobago, Bahamas and Barbados) and is the leading initiative to enhance business performance and strengthen the local franchises.

Citibank TTS Solutions Sales Main Responsibilities:

• Work with Banking and Product partners in order to originate around USD$9.8MM in yearly Revenues as well being responsible of maintaining a Pipeline of USD$4.3MM with over 400 clients.

• The most critical responsibility of the TTS Solutions Sales Role is to apply his/her combined in-depth technical product & sales skills with client diagnostic and origination skills to design complex multi-product TTS solutions, for Corporate, Public Sector and Financials Institutions client in Trinidad Hub.

• Plays a leading role in setting strategic direction and thought leadership on key focus/opportunistic industries to deepen client share of wallet and increase TTS Market Share, maximizing Revenues and Profit.

• Works with TTS Product Partners and influences decision making around product priorities, market needs and commercialization strategies, based on his/her leading role in the assessment of the local competitive landscape, key industry trends and buyer behavior.

• Responsible for developing and executing comprehensive mid to long-term sales plans/strategies and joint calls, in partnership with TTS Product and CIB Bankers, measured through sales goals/quotas, deal profitability and Client Experience.

• Through his/her thorough understanding of the market and industries in which Citi’s target clients operate, the client’s organizational and operating structure, buying processes and business objectives, effectively positions Citi and its value added proposition in the marketplace to position Citi among the top Corporate, Public Sector and Financial Institutions Financial Services provider in Trinidad Hub.

• Plays a leading role in the competitive landscape assessment pursuit and execution of TTS business opportunities.

• Build a strong pipeline based on Account Plans and TTS Heat Map process that include revenue and driver targets.

• Responsible for maintaining current relationships and developing business from under-penetrated clients.

• Work with client management teams in supporting all regional and global sales goals, client events and initiatives affecting customers, including participation in deal reviews.

• Use consultative sales approach and support development of customer presentations/demos, TTS sales proposals.

• Execute and follow up campaigns generated by product management teams in order to control permanent revenue generation.

• Manage Business Monitoring Discipline in CRM to document and track Revenue, Pipeline, Wins performance and Overdue Deals.

• Ensure effective hand off from sales to implementation and excellent communications between all parties, including RMs/Bankers, Ops & Service

• Ensure adequate customer issue feedback to client management teams, product managers and business.

• Identify and adequately manage risks inherent in the sales process (i.e. market, compliance, legal, audit, regulatory).

• Mid and long-term Sales and Wallet Penetration Strategy, Account Plan and Wallet Sizing detailing areas and size of opportunity in terms of revenues and drivers

• Customer acquisition/retention, deal origination and execution calling plan

• Develop and lead strong Pipeline and Heatmap culture

• Proposal development and other marketing material to assist clients decision making process

• Market trends, needs and competitive analysis, Market insight, industry direction and client needs analysis

• Influence decision making around product and solutions development for Trinidad Hub market

• End to end deal sales to fulfillment

• Collaborate in roll-out of new local/international products to markets

• Agreed new product roll-out numbers (measured through customer adoption)

• Ensure products implemented in accordance with client expectations

• Proactively manage client’s expectations and align them with Citi’s delivery F1234

Citibank TTS Solutions Sales Qualifications

• Bachelor’s Degree in Business Administration, Economics, Industrial Engineering, Marketing, Finance, or related; MBA a plus.

• At least 5-10 years of experience and exposure to an ICG clients portfolio

• At least 3-5 years of experience working with TTS Product and/or TTS Sales

• Experience in supporting the tracking and execution, coordination of results and financial objectives

• Proficient in MS Excel, MS Power Point, MS Word, MS project is a plus

• Should be an accomplished Product, Sales & Customer oriented person, with Product Management experience who understands the TTS business, its solutions and market drivers

• Is required to have a thorough understanding of the Trinidad & Tobago, Bahamas and Barbados marketplace, context and background of the economic evolution during the past 5-10 years that is driving key local policy and decision making affecting macro-economic drivers

• Proven knowledge of Industries, local financial markets, the banking industry, market trends and key Economic Groups

• CRM management mastery

• Proficient in Wallet Sizing and Business Intelligence

• Knowledge of Legal and Compliance Principles, as well as processes related to the role

• Experience in supporting the tracking and execution, coordination of results and financial objectives

• Skilled in assessing/sizing market/industry opportunities and capable of combing technical-product knowledge to design complex multi-product solutions.

• Ability to manage key decision makers and lead complex negotiations with C-Levels within Citi’s target market clients.

• Strong commercial and product knowledge; command of industry’s products, strategies and value propositions.

• Ability managing remote resources, working as a cluster or multiple geographies and having to report to regional cluster heads results of key initiatives.

• Thorough understanding of TTS P&L dynamics, extensive client management and product management knowledge.

• Strong analytical and planning skills with demonstrated execution.

• Ability to lead end to end sales process (negotiation from the origination to the execution with clients) as well as fully capable of exerting influence over key internal and external stakeholders to accomplish business targets and client experience objectives.

• Ability to multi-task and prioritize under pressure.

• Flexible and able to quickly adapt to changing and demanding situations.

• Excellent interpersonal and negotiation skills and proven ability to lead and influence others.

• Strong communication/presentation skills (both written & verbal) & Leadership skills to manage and drive the business agenda through the product/banking matrixes organizational structure across the country and the region.

• Ability to build strong relationships across the client’s and Citi’s organization.

• Experience in product/project management and overall strong business acumen.

• Ability to lead design, sale and delivery of value-added services.

• Mastery of Citi’s target customer’s industries, business needs and potential solutions

• Excellent verbal and communication skills

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