Role Overview:
The Director Sales is a senior individual contributor within the Investor Services Global Solution Sales Group, focused on driving the origination and penetration of new target clients. This strategic role targets financial institutions and public sector clients, including asset managers, insurance companies, pension funds, brokers, and banks, for comprehensive securities services related products. The Director Sales will also lead cross-sell initiatives to expand product and service adoption among existing clients. A critical success factor for this role is leveraging deep access to clients' C-suites and demonstrating expert-level knowledge of securities services offerings. The successful candidate will be a collaborative team player, adept at partnering with local, regional, and global stakeholders to advance strategic initiatives, achieve commercial objectives, and consistently uphold Citi's stringent governance and ethical standards.
Key Responsibilities:
- New Business Origination: Drive the origination and successful penetration of new target clients within financial institutions (asset managers, insurance, pension, brokers, banks) and Public Sector for Citi's Investor Services offerings.
- Strategic Cross-Sell: Maximize revenue growth and retention by leading the cross-sell of advanced securities services products and solutions to existing client portfolios within Investor Services.
- Pipeline Development & Sales Leadership: Spearhead sales origination and pipeline development efforts, with a primary focus on expanding Citi's footprint among financial institutions and Public Sector clients.
- C-Suite Engagement & Advisory: Cultivate and maintain deep relationships with senior executives (C-suites) of target clients, acting as a trusted advisor on complex cash management, treasury, working capital, trade services, and specialized securities services solutions.
- Global Stakeholder Collaboration: Partner effectively with local, regional, and global teams and stakeholders to champion initiatives, overcome obstacles, and ensure seamless execution of sales strategies.
- Risk & Compliance Integration: Collaborate closely with control functions, including Legal, Compliance, Market and Credit Risk, Audit, and Finance, to ensure all commercial activities adhere to robust governance and control frameworks.
- Ethical Leadership: Exemplify and promote Citi’s Code of Conduct and the Plan of Supervision for Global Markets and Securities Services, fostering a culture of integrity and accountability.
- Prudent Decision-Making: Exercise sound judgment in assessing the risk/reward of transactions, safeguarding Citi's reputation, clients, and assets by ensuring compliance with all applicable laws, regulations, and internal policies. Promptly escalate, manage, and transparently report any control issues.
Qualifications:
- Experience: Minimum of 15 years of progressive experience in financial services, with a demonstrable and strong track record as an individual contributor in solution sales, new business origination, and client penetration within Investor Services.
- Securities Services Expertise: In-depth knowledge of securities services products and operations, coupled with a broader understanding of banking products, cash management, and trade finance solutions.
- Sales & Market Acumen: Advanced marketing and selling skills, a strong "customer-first" mindset, and a proven ability to originate and close complex deals, particularly with financial institutions and public sector clients.
- C-Suite Access & Influence: Demonstrated success in gaining and maintaining effective access to, and influencing, C-suite executives within target client organizations.
- Client Relationship Management: Proven ability to manage and grow large, strategic client relationships from both a banking and product perspective.
- Communication & Persuasion: Exceptional verbal and written communication skills, with a persuasive and articulate personality capable of effectively negotiating internally and externally at senior levels. Fluency in Mandarin is required.
- Collaboration & Teamwork: A strong team player with excellent interpersonal skills, able to build consensus and drive results through collaboration across diverse geographical and functional teams.
- Strategic Planning & Execution: Demonstrated organizational and planning skills, with the ability to manage and synthesize multiple pieces of solution and technical data into coherent, flowing proposals within tight timelines. Recognized for strong execution capabilities and an entrepreneurial approach to business development.
- Licensing: Trust-related license is required.
Education:
- Bachelor’s/University degree required.
- Master’s degree preferred.
This job description provides a high-level review of the types of work performed. Other job-related duties may be assigned as required.
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Job Family Group:
Institutional Sales
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Job Family:
Solution 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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