Global CCB - Services Sales Enablement

Global Ccb - Services Sales Enablement

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Job Overview

The Citi Commercial Bank (Ccb) helps mid-sized companies, across a variety of sectors, develop their businesses and enter new markets. The Services division provides our Commercial Bank clients with access to Citi's global reach and local transactional banking expertise for insights, advice, and guidance on expanding domestically or overseas. The Global Ccb-Services Enablement role will be part of the Global Ccb-Services Sales leadership team and responsible for leading highly effective commercial sales processes, governance, metrics, insight, "storytelling" and guidelines that reflect the complexity and opportunity in this segment, while pursuing our aggressive revenue forecasts and vision.

The Global Ccb-Services Business Enablement role will be responsible to conduct the following:

• Deploy a continuously maturing sales management process that ensures consistent use of our Client Relationship Management platforms and Deal Design – and a governance of our Business Development sales and Global Solution Sales roles reflecting the growing needs across our client segments.
• Help to manage significant exposure to senior stakeholders across both the Services and Ccb organizations, influencing strategic thinking and direction – with a strong pathway to further Services and Ccb leadership opportunities ensuring our progress, metrics and momentum is commercialized.
• Design, support and execute all commercialization of our Ccb-Services Sales Team progress via internal team reporting up to executive leadership with quality data and "storytelling", across the globe.
• Leverage the establishment of new sales roles and responsibilities to continue the roll-out of a disciplined and well-structured deal management process, and ongoing training to the Ccb sales and Banking teams.
• Utilize the agreed Ccb-Services scorecard goals to establish and monitor monthly origination, wins, pipeline, and revenue growth KPI's across in the agreed target market coverage names and sales goals.

• As part of the Global Ccb-Services Sales leadership, articulate sales priorities and initiatives as aligned with the global and cluster sales goals, and within the boundaries of the Ccb target market.

Who we're looking for:

The Global Sales Enablement role is required to be a strategic leader who has strong communication and interpersonal skills and can create great internal and client impact. An influential person that helps us drive our Services growth agenda for Ccb through a world class sales process and sales management governance that is well-commercialized across the organization.

• A very disciplined approach to sales management and ideally relevant experience in Services (and Treasury & Trade Solutions) and the Commercial Bank segment with understanding of all our core sales disciplines (CRM process, Global Deal Management, Scorecard metrics, Seismic, Marketing alignment)
• Act as the Ccb-Services client advocate in managing the Citi network to ensure best practice sharing, client satisfaction and wider product relevance and commercialization against specific and growing trends of the Ccb and Services partnership.

• Strong communication and interpersonal skills to help communicate and commercialize the sales progress and wider disciplines maturing to meet the globally agreed Ccb-Services vision and targets.
• Ensure disciplines monitoring of country sales pipeline management & execution against defined Sales KPI's for the country – and support RFP & implementation activities where required to help oversee timely revenue ramp up of new business – especially for New Client Conversion and newer Ccb client activity.
• Drive sales performance across TTS Sales & monitor the Banker-led sales processes and pipeline to help step in as an escalation point if required to deliver optimal solutions to clients.
• Ensure consistent, proficient delivery of all sales management reporting and disciplines including account planning, calling intensity and lead generation.
• Ensure that our upstream sales process (prospecting, origination, deal design, among other) supports a world class onboarding experience for both New-To-Bank and existing Commercial Bank clients.
• Leverage experience with building teams through attracting new talent, coaching and mentoring, and upskill the team with the required traits to continually sell Citi's differentiation.
• Demonstrate where you have had a significant impact in fostering partnerships and collaboration with senior management and key stakeholders

Knowledge/Experience:

• An accomplished Citi individual who understands well the Services value proposition with 5-7 years of Services-related experience and exposure.
• Diverse functional experience (i.e. sales, marketing, credit, product development, analytics) with a strong track record of driving business innovation and leveraging data analytics to drive results.
• Superior problem analysis/solving, analytical, interpersonal and teamwork skills.
• Proven track record on delivering results, recognized for his or her execution skills.
• Exceptional understanding of Liquidity Management Services, Payments and Trade products.
• Experience in and understanding of new technology developments, their applications and how those enable product delivery at the highest level for our clients.
• Experience or understanding of e-commerce solution capabilities advantageous.

Qualifications/Competencies:

• Undergraduate Degree, MBA preferred
• Exceptional strategic planning and analytical skills; ability to conceptualize and execute on the vision
• High level of personal integrity and interest in building the business in the region
• Ability to work with multiple organizations and stakeholders, including Senior Management
• Competent in allocating resources across multiple priorities with varying levels of complexity
• Propensity for detail and comprehensiveness of content
• Exceptional interpersonal skills with ability to influence and build consensus
• Strong teamwork and relationship building skills & strong written and verbal communication skills
• Ability to multi-task and work under pressure and tight deadlines