Citi TTS APAC Corporate and Public Sector Sales & TTS APAC Marketing Head in Hong Kong
Primary Location: HK
Education: Master's Degree
Job Function: Sales
Shift: Day Job
Employee Status: Regular
Travel Time: Yes, 50 % of the Time
Job ID: 17042874
Reports both to the TTS Asia Pacific Region Head and Global Head of Corporate and Public Sector Sales & Global Marketing.
This person directly manages the TTS Asia Pacific Corporate and Public Sector Sales & Marketing Teams, with active engagement as a member of both the TTS Global Sales Exco and the TTS Asia Pacific Exco. As a TTS Global Sales Exco and TTS Asia Pacific Exco member and senior leader, this person should lead through example and demonstrate the range of qualities as identified in Citi’s Leadership Standards.
The TTS Asia Pacific Sales team has sales assignments and develops portfolios for the Global Corporate Bank’s Target Market including: Parent Companies, and key Banking global subsidiaries. The Regional Sales Head has responsibility and accountability globally, regionally and locally for delivering the full TTS platform of solutions for our corporate and public sector clients.
A primary focus of the TTS Asia Pacific Corporate and Public Sector Sales Head role is to lead the sales team’s initiatives to drive the development and engineering of treasury management, working capital, commercial card and supply chain solutions, which are delivered in partnership between TTS Solution Sales, Product Sales and Account Managers, and their partners in Banking and GSG, as well as with their TTS counterparts across the regions.
The role is also responsible for TTS Asia Pacific Marketing Team in leading and directing strategies to drive all marketing and communications activities for TTS across the Asia Pacific Region spanning all products and client segments. The role provides leadership for the development of key messages for the regional business, amplifying global themes with consistency and local context, and the team has responsibility for executing on marketing initiatives such as regional marketing strategies and plans including product packaging and positioning, sales campaigns, media and event marketing programs to increase awareness of Citi and enhance perceptions of the business as an innovative provider of leading products and excellent customer service.
Specific TTS Sales Leadership Responsibilities Include:
Design, lead and direct strategy for TTS Sales Origination and Solutioning for Global Banking and GSG clients.
Be accountable for driving TTS Corporate, global and regional: client revenues, sales origination, sales wins, cross-sell, revenue realization and retention.
Manage headcount, expenses and productivity for optimal resource efficiency
Drive “thought leadership” to help clients frame their TTS requirements and share TTS Innovative ideas.
Lead TTS Sales Solutioning across products to drive profitable, sustainable, revenue growth.
Be the TTS Sales Senior conduit for client / industry trends, market challenges, product development and client operations needs with the Asia Pacific TTS organization.
Ensure seamless coordination with coverage partners in the Corporate Bank and GSG.
Ensure seamless communication internally with all TTS Global Sales partners.
Be the senior TTS Regional Sales Champion to ensure all TTS sales teams across the Asia Pacific region are consistently aligned
Actively promote usage of the TTS Global Sales Business Management tools such as: CRM, Sales Dashboard, revenue ramp-up, decliners management, Client @ Risk, Accelerate, scorecards, account planning, budgeting, wallet sizing, EDAC LTC / revenue promise allocation process adherence and verification
Responsible for performance management, leveraging TTS Client Analytics in CRM, new / pending tools including Sales Dashboard, account plans, call reporting, lead generation, origination, pipeline management, wins and TTS Sales relationship reviews, as well as ICG programs including Metal Tiering, VOC and Banker Impact.
Actively drive the continuous process improvement of Sales RFP management, and sales presentations and product knowledge training for all team members.
Ensure the Team adheres to all Citi compliance and ethical standards.
Actively oversee overall client satisfaction to build customer loyalty by working with TTS Client Operations, Technology and product teams to design and deliver feedback mechanisms.
Day to Day Tactical Sales Leadership Responsibilities Include:
TTS Sales Management:
Manage the TTS Sales Financial Metrics and TTS Sales Business and Personal Scorecards
Direct Annual Budget Setting and Annual Global Sales Account Planning in partnership with Banking and product (triangulation)
Coordinate Annual Performance evaluation and compensation processes
Lead Monthly TTS Sales team calls, MANCOs and Business Reviews within region and with the TTS Global Sales Head
Conduct x-ICG Quarterly Business Reviews (QBRs) across all countries/clusters and within the global sales organization to ensure effective 2-way communication and opportunity identification / progression
Drive TTS participation in monthly CIB / TTS meetings, quarterly ICG Platinum reviews, semi-annual Industry BMWs and annual ICG Franchise Reviews
Ensure rigorous monthly reviews with Banking & GSG for origination results
Be a member of both the TTS Asia Pacific Regional Exco and TTS Sales Global Exco
Work with TTS marketing on industry events, awards, proprietary events marketing collateral, and conference
Client Sales Origination and Financials Management
Lead the Asia Pacific Sales Team’s tactical focus on new sales origination, and revenue realization and retention, to achieve TTS Global and Regional revenue and return goals.
Drive sales adherence to all control processes including NPAC, MSBOC, CSR etc
Ensure high-quality client communications including RFPs and pitch books
Be the Senior Sales Champion, with Sector Sales Heads/Country Sales Heads, on complex deals or TTS multi-product opportunities through the deal review process
Be the Senior Sales leader with Sector Sales Heads/Country Sales Heads to coordinate cross-TTS product pricing with our product partners
Lead Sales Planning with Sector Sales Heads/Country Sales Heads
Fully Support Sales team to negotiate key terms and resolve client issues
Conduct Monthly Sales Business Analysis
Create innovative differentiated cross TTS product solutioning
Drive wider TTS sales activities by further penetrating our client new buying centers such as: Procurement, Controller/Credit Areas, HR, and Travel Managers
Leverage new sales tools and training, Innovation Lab, Sales Seminars, FXLM-TTS x-border flow initiatives and Global Flow Analytics/CRI, etc.
Position the Team to be the client’s first-call for all TTS Sales activities and drive towards achieving Trusted Advisor Status
Ensure all TTS Solution Sales (GSS/RSS) develop robust global and regional account plans, regularly reviewed and updated, to meet sales objectives and conduct wallet assessment / develop new business and cross-sell opportunities
People Management/Risk and Control:
Drive employee satisfaction (VOE programs)
Define quality-training programs to assist the Team in developing and maintaining industry knowledge
Ensure talent and training program to develop and retain talent at all levels, including mobility and diverse slates for new opportunities
Leverage Reward & Recognition programs
Review public research on client (equity and rating agency) – be the region catalyst for change
Read and review industry publications
Participate in key industry conferences: speaking engagements, articles in the press
Ensure Pristine Control Environment regionally and partake in all necessary audit / regulator (OCC, FCA etc) meetings
Minimum of 15 years of direct senior product / sales leadership or relationship management experience in leading and managing a multi-country sales / relationship teams
Experienced strategic sales leader able to design innovative sales growth plans and their tactical response
Deep Personal TTS Product Knowledge / Proven TTS RFP Leadership
Strong and demonstrated leadership skills managing a diverse global or regional team with the ability to motivate and influence their performance
Experience in delivering results and exceeding financial objectives
Recognized for his / her sales and business management execution skills
Excellent interpersonal skill to deal internally and with clients
Ability to manage in a matrix environment
Extensive Personal Sales P&L management and leadership experience