Citi TTS NAM Corp Sales Business Manager, VP in New York, New York
Primary Location: United States,New York,New York
Education: Bachelor's Degree
Job Function: Institutional Sales
Shift: Day Job
Employee Status: Regular
Travel Time: Yes, 10 % of the Time
Job ID: 18053524
Citi, the leading global bank, has approximately 200 million customer accounts and does business in more than 160 countries and jurisdictions. Citi provides consumers, corporations, governments and institutions with a broad range of financial products and services, including consumer banking and credit, corporate and investment banking, securities brokerage, transaction services, and wealth management. Our core activities are safeguarding assets, lending money, making payments and accessing the capital markets on behalf of our clients.
Citi’s Mission and Value Proposition at http://www.citigroup.com/citi/about/mission-and-value-proposition.html explains what we do and Citi Leadership Standards at http://www.citigroup.com/citi/about/leadership-standards.html explain how we do it. Our mission is to serve as a trusted partner to our clients by responsibly providing financial services that enable growth and economic progress. We strive to earn and maintain our clients’ and the public’s trust by constantly adhering to the highest ethical standards and making a positive impact on the communities we serve. Our Leadership Standards is a common set of skills and expected behaviors that illustrate how our employees should work every day to be successful and strengthens our ability to execute against our strategic priorities
Diversity is a key business imperative and a source of strength at Citi. We serve clients from every walk of life, every background and every origin. Our goal is to have our workforce reflect this same diversity at all levels. Citi has made it a priority to foster a culture where the best people want to work, where individuals are promoted based on merit, where we value and demand respect for others and where opportunities to develop are widely available to all.
This role will support the Head of NA Corporate Sales. Key activities are:
•Sales Analytics: Manage aggregate sales planning (origination, pipeline, wins, and revenue) process and ongoing tracking vs plan. Develop value added analysis and innovative tools to drive achievement in business goals and driving the financial performance of TTS Sales. Support high quality and timely monthly MBR / QBR process for region and with the global team.
•Sales Strategy: Actively engage with regional and global sales initiatives and events, including: TTS Sales Complexity & Growth index for sales assignment optimization, Franchise and Platinum reviews, Client Advisory Boards, AFP, Industry Forums, and other events, Client growth programs, e.g., Accelerate, etc., and Liability strategy events for Rate Rises, US Tax Reform, etc.
•Sales Operations: Actively partner with CRM and technology partners to enhance, simplify and improve user experience, including working with cross function teams to drive productivity. Collaborate with the global sales office and the ICG VOC team for the development and rollout of the VOC Campaign. Ensure adherence to TTS Sales and CRM disciplines including Rules of the Road, Contact Management, Deal Life Cycle Management, and Entitlements. Ensure strict adherence within the region to all expense policies and guidelines to ensure TTS meets its expense goals.
•High engagement to support the “Be the Best” strategy for our clients and related initiatives to ensure a client centric culture
•Actively engage, participate, enhance and own the global sales business process in the region.
-Track key metrics and data and share with sales management and product partners as required.
-Support the development of client facing material such as placemats, presentations, and toolkits as required
•Manage sales business processes for your region and in line with global framework, including:
-Resource allocations / sales assignments should be updated and correct in CRM and are driven by the TTS Complexity and Growth Index.
-Pre-origination Lead Management in collaboration with product and market management partners
-Timely, attested TTS Account Planning for TTS priority clients and those assigned within portfolios
-TTS Wallet Sharing for TTS priority clients as required
-TTS revenue ramp up to drive revenue realization, including partnering with other functions like implementation to accelerate workflow mgmt.
-TTS revenue attrition/decliners process
-TTS Metal Tiering.
-Lost Deal Analysis.
•Track all Global sales Must Win Battles and initiatives for your Region
•Actively partner with CRM and technology partners to enhance, simplify and improve user experience, including working with cross function teams to drive productivity
•Collaborate with the global sales office and the ICG VOC team for the development and rollout of the VOC Campaign
-Engage with sales teams to ensure relevant clients are pre-fielded for survey inclusion and accurate client contact information is captured.
-Work with Sales Leadership and Product partners in validating content of the survey.
-Analyse previous year’s results and provide actionable feedback in line with Global initiatives and your regional priorities.
-Drive user adoption of the VOC portal in the ICG Toolbox.
•Work with Sales in Region, GSG and Banking partners to monitor, track, and report TTS Origination goals.
-Engage with product partners to ensure that TTS, GSG and Banking are involved in specific initiatives/training/access to relevant content.
•Work with the Global Marketing team to:
-Support the Marketing team in digitizing the Citi brand.
-Develop region and sector specific thought leadership and client facing materials.
-Provide support with the organization of client events, forums, and award submissions where needed
•Manage aggregate sales planning (origination, pipeline, wins, and revenue) process and ongoing tracking vs plan.
-Drive disciplined, consistent, and timely budgeting process in line with global and regional targets.
-Support high quality and timely monthly MBR / QBR process for region and with the global team.
-Provide monthly revenue tracking and analysis in line with Finance reports; timely investigation and follow up for any issues.
•Actively engage with regional and global sales initiatives and events, including:
-TTS Sales Complexity & Growth index for sales assignment optimization
-Franchise and Platinum reviews
-Client Advisory Boards, EuroFinance, AFP, TFC, and other events.
-Shared Service Centres and Digital Advisory
-Client growth programs, e.g., eCommerce, EMC, etc.
-Liability strategy events for Rate Rises, US Tax Reform, etc.
-Other event driven regional initiatives.
•Develop value added analysis and innovative tools to drive achievement in business goals and driving the financial performance of TTS Sales.
-Manage quality CRM pipeline for relevant deal tracking and client intelligence output
-Support effective scorecard process for Solution Sales, Product Sales, and Account Managers.
•Ensure adherence to TTS Sales and CRM disciplines including Rules of the Road, Contact Management, Deal Life Cycle Management, and Entitlements.
•Ensure strict adherence within the region to all expense policies and guidelines to ensure TTS meets its expense goals and reduction targets.
• Generating new TTS revenue globally
• Manage won deals to ensure rapid revenue realization. Maximize product penetration from existing business. Understand attrition to ensure business flows are not being channeled to the competitors.
• Cross-functional exposure within the TTS organization
• In-depth knowledge of all subsets of TTS
• Business Management Skills (Financial, Strategic, Resourcing, Presentation, etc.)
• Exposure to senior TTS Management
Qualifications and Competencies
Skills & Competencies:
•Strong interest in sales, marketing and the financial markets
•Demonstrated communication, influence and negotiation skills
•Ability to multitask and prioritize
•Ability to work in a fast paced environment that is extremely dynamic
•Strong team player with excellent project, deadline based skills
•Strong process and coordination skill, relationship management experience, sales and training experience, and public speaking experience
•Keen attention to detail
•Bachelor’s degree and strong academic background, Graduate Degree Preferred
•Willingness to learn new businesses and take on new tasks
•2-5 years related work experience
•Strong excel and power point skills
•Familiarity with use of a sales database such as CRM.