Financial Institutions Solution Sales Specialist

Financial Institutions Solution Sales Specialist

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Job Overview

The Financial Institutions Solution Sales Specialist is responsible for the structuring of Treasury & Trade Solutions (TTS) solutions across Commercial Banks and Central Banks for select portfolio of clients in Sub-Saharan Africa.

Business Objectives:

• To meet the primary business and revenue growth goal across the portfolio of clients
• Business Development and Wallet Share Growth in the FI segment across Commercial Banks and Central Banks for TTS solutions

Core Responsibilities:

• Build the strategy for the FI business - across identification and growth of new business segments, new clients and new flows with a core focus on digitization and market share growth
• Establish, nurture and lead relationships with senior client buying centers for all key clients typically at the level of EDs/GMs and CXO's.
• Be recognized as a thought leader in the industry and work with customers to provide an enabling solution, 1st to market in an evolving business environment.
• To penetrate deeper and grow market share across Commercial Banks and Central Banks to further consolidate our position as a top correspondent through implementation of various strategies including "Bank for Banks" to help our bank clients compete with growing fintechs in the cross-border payments space.
• Build productive working relationships with partner groups across regional/global sales teams, product, operations & technology, legal, compliance, coverage and market teams. Be involved in cross-functional workgroups to ideate and implement actions that improve customer experience with Citi TTS

The complexity of the FI segment stems from:

• Impact of regulatory guidelines and restrictions
• Credit linkages
• Reciprocity orientation
• Incumbent should possess specialized product knowledge of TTS products, keen understanding of the FI segment and the ability to build senior relationships. In addition, the incumbent has to:
• Work with coverage teams, regional and global FI teams, product teams regional bank partners amongst others
• Ability to deal with uncertainty and change due to internal requirements and regulations change and adapt strategy
• Evolving buying centers- like Chief Digital officer and teams and stay on top of changing key decision maker networks across client segments
• Achieving an aggressive revenue growth number in a highly competitive market by selling a diverse portfolio of 10+ products/sub-products
• Maintaining customer relationships across diverse functions like Accounts, Treasury, Marketing, Purchase, IT etc. to ensure appropriate coverage across buying centers

Financial/Budgetary:

• Delivering revenue growth goals across select client portfolio Sub-Saharan Africa, with a specific focus on Commercial banks and Central Banks
• Handling a 40+ client base with another a few prospects

Key Deliverables:

• Manage customer expectation with the existing resource base. To ensure customer confidence despite instances of non or error-prone delivery due to resource capacity constraints both in terms of people as well as system.
• Increasing customer volumes/revenues in a competitive and dynamic environment
• Knowledge depth within the cash and trade organization, for value-adding beyond one's normal scope of activities on an ongoing basis.
• Promote team involvement in Process and Change Management within the myriad of existing regulatory constraints.

Qualifications:

• Bachelor Degree or Masters (preferred)
• Possess specialized product knowledge in Cash and Trade across FI segment
• Prior work experience in financial services experience in the areas described above
• Relevant experience in the field of transaction banking or relationship management in cash and trade
• Ability to quickly understand cash and trade product propositions, business drivers, policies, customer needs and market and competition
• Managing effectively, the success transfers from TTS regional and global cash and trade sales teams