Citibank is looking for a Cash and Trade Corporate Sales Head for Russia.
The Corporate and Public Sector Sales Head for Russia has responsibility and accountability globally, regionally and locally for delivering the full TTS platform of solutions to clients. A primary focus of the role is to lead the sales team’s initiatives and to apply combined in-depth TTS technical product sales skills with client diagnostic and origination expertise to originate and design complex multi-country/region TTS solutions across Cash and Trade products.
Key Responsibilities:
- Design and lead the TTS sales strategy and solutioning for Corporates and GSG clients in Russia
- Be accountable for TTS client revenue and pipeline growth, sales wins, cross-sell, revenue realization and retention
- To maximize TTS wallet share in line with client priority segmentation
- Identify, create and lead global / regional / local TTS sales opportunities
- Be the senior TTS sales champion to ensure TTS sales team in Russia is aligned with cluster, regional and global strategy
- Own TTS account planning, wallet sizing and budgeting process in Russia
- Influence optimization of the balance sheet allocation related to TTS transactions
- Coordinate ad hoc/event driven responses (e.g. crisis management, ad hoc opportunities)
- Drive TTS Sales Marketing Campaigns and TTS Award Management‘s initiatives in Russia
- Manage expenses in line with policy and resources efficiently
Work as a partner:
- Develop Trusted Advisor relationship both internally and externally
- Ensure seamless coordination with our coverage partners in Corporate Bank, GSG & Markets
- Ensure seamless communication internally with all TTS Global and TRUK Sales partners
- Provide Voice of the Client feedback to TTS Product Management and across the organisation highlighting clients’ needs and emerging competitive/market trends
- Provide updates on regulatory changes impacting clients
Build great teams:
- To manage a team of high performance Sales Managers
- Be responsible for the team’s performance, leveraging client analytics tools, CRM, account plans, call reporting, lead generation, strict pipeline management, and relationship reviews
- Ensure the team adheres to all Citi Leadership Principles, compliance and ethical standards
- Ensure pristine Code of Conduct and Culture, aligning with the Citi Leadership Principles
- Expand sales focus beyond traditional Finance and Treasury buying centers to Procurement and other relevant contacts - across entire TTS set of products
- Actively promote usage of the TTS global sales and relationship tools such as the sales dashboard, CRI, Tableau, data-driven origination tools, revenue ramp-up, attrition management, Client at Risk, scorecards, LTC / revenue promise allocation
Drive client value:
- Actively oversee the overall client satisfaction to build customer loyalty by working with TTS Client Operations, Technology and Product teams to design and deliver feedback mechanisms
- Be the TTS Sales senior conduit for client / industry trends, market challenges, product development and client operations needs within the TTS organization
- Manage own portfolio of assigned corporate clients
- Achieve client calling goals for assigned clients across whole portfolio and buying centres
- Drive TTS opportunities to personally originate deals, in partnership with Product Sales
Development Value:
- This role will provide the successful candidate the opportunity to manage the end-to-end sales process across a variety of client segments in a complex and strategically important market
- Development of technical product skills given the rapidly accelerating pace of digital technology and opportunity to test product commercialisation and sales strategies
- The successful candidate will also develop direct management skills, sales business management skills and client facing & internal stakeholder communication skills
Qualifications:
- Minimum of 10 years of direct senior product or sales leadership or relationship management experience in leading and managing a multi-country sales / relationship team
- Proven track record in sales and business management execution
- Proven track record in sales advisory to senior corporate Treasury professionals and / or other Finance, Procurement areas
- Extensive sales P&L management experience
- Experience in managing client relationships, ability to influence others
- Forward looking strategic thinker with good judgment and a practical understanding of clients’ and sales’ dynamics
- Experienced strategic leader able to design innovative sales growth plans & tactical responses
- Deep product knowledge, proven RFP response leadership, and exposure to the latest digital and innovation trends
- Ability to analyse and present sales metrics to monitor and track sales performance
- Creative, innovative, high energy with strong initiative
- Strong execution skills: thorough follow-through & attention to detail
- Ability to multitask and prioritise conflicting deliverables both for clients and internally
- Understanding of Working Capital Management and credit skills
- Committed, trusted team player
- Strong interpersonal and communication skills in both Russian and English: ability to present information concisely in writing and in person
- Whilst qualification to Masters level is preferred it is not a prerequisite