Trade & Working Capital Solutions CCB Business Head

Trade & Working Capital Solutions CCB Business Head

Direct reporting to: Saurabh Gupta, Head of CCB Sales

Matrix Reporting to: Adoniro Cestari, Head of Trade and Working Capital Solutions

Location: NYC or London

Citi’s mission is to serve as a trusted partner to our clients by responsibly providing financial services that enable growth and economic progress. Our core activities are safeguarding assets, lending money, making payments and accessing the capital markets on behalf of our clients. We have more than 200 years of experience helping our clients meet the world’s toughest challenges and embrace its greatest opportunities.

Citi consists of five interconnected businesses – Services , Markets, Banking and International, Wealth and U.S. Personal Banking.

Services sits at the core of Citi’s global network, with an industry footprint spanning 95 countries, including our sub-custody network in 63 of them. We serve approximately 19,000 clients which include large corporations, banks and broker dealers, commercial bank mid-market companies and investment managers.

Services consists of five business lines – Payments, Liquidity Management Services, Trade and Working Capital Solutions, Issuer Services and Investor Services. We operate across seven geographic Clusters – North America, Latin America, U.K., Europe, Middle East & Africa, Asia South and Japan, Asia North & Australia.

The role will manage and support Citi Commercial Bank (CCB) clients’ growth by strategically driving Trade and Working Capital Solutions (TWCS) Sales teams and Trade Product Management efforts. This senior leadership role is responsible for defining and executing the TWCS strategy for the CCB segment and driving sales and revenue growth. In addition, this role will be responsible for driving a best-in-class Trade client experience for CCB, driving banking origination and direct senior leadership in key client engagements.

The role directly reports to the Global Head of CCB Sales and matrix reports to the Global Head of Trade and Working Capital Solutions and part of the TWCS management team.

Key Responsibilities

• Define and Execute the Commercial Strategy for CCB Trade, alongside Banking.
• Provide leadership for the CCB Trade Sales Specialists and respective CCB aligned product verticals.
• Design and execute sales strategy for CCB Trade Sales Origination and Solutioning. Drive thought leadership to shape client requirements and promote innovative ideas.
• Lead executive level engagement to drive alignment and business outcomes.
• Lead cross-product Trade initiatives such as contract normalization, pricing and profitability strategy, CCB standards, implementation tracking and root-cause diagnostics and sponsor specific risk appetite discussions (e.g., subordination, hedging strategy).
• Consolidate and prioritize across different product and geographic CCB demands to ensure priority is data-driven and impact is tracked.
• Drive CCB demand towards the TWCS tech book of work.
• Build data MIS for data-drive tracker of OKRs, productivity, sales, banking lead origination, TAT, CoC and past due management.
• Organize commercialization and communication strategy of new features and capabilities.
• Partner with Global Trade Product owners and co-lead CCB Product focused resources, Operations and Client Service to ensure capabilities and service levels align to expectations of the CCB segment.
• Partner with Global Product Partners on new and innovative solutions (e.g. , Digital Assets, AI use-cases, Integrated Payments).
• Establish the framework and governance model for growth and execution and delivery of functional commitments.
• Partner closely with each TWCS Product Head, who are directly accountable for the end-to-end product delivery, in leading specific CCB initiatives which are cross-products and provide focus on the CCB perspective of priorities and progress.

Experience & Qualifications:

• Extensive relevant and direct senior product/sales leadership or relationship management experience.
• Strong demonstrated leadership skills with the ability to motivate, influence and manage in a matrix environment. Experienced strategic sales leader capable of designing innovative sales growth plans and tactical responses.
• In-depth knowledge of industry and competitor products/services.
• Proven ability to build a culture of responsible finance, good governance, supervision, expense discipline, and ethics.
• Thought-leadership and expertise within the CCB segment.

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Job Family Group:

Institutional Sales

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Job Family:

Institutional Product Sales

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Time Type:

Full time

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Most Relevant Skills

Please see the requirements listed above.

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Other Relevant Skills

For complementary skills, please see above and/or contact the recruiter.

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