Job Description
Brief Description of the Organization
Citi, the leading global financial services company, provides consumers, corporations, governments and institutions with a broad range of financial products and services. Additional information may be found at www.citigroup.com.
Description
Business Overview
Citi
Global Transaction Services is a leading provider of cash management,
trade, securities and fund services to financial institutions and
corporate clients around the world. With a global network spanning 100+
countries, we are uniquely qualified to service clients with local and
cross-border interests and provide integrated reporting and management.
Citi Transaction Services (CTS) offers a broad range of cash management, treasury, trade, custody, clearing, fund administration, securities financing, depositary receipt, and agency and trust services. Our global platform is unique in the industry for its reach, interoperability and flexibility. It provides clients with timely, accurate information and dynamic, web-based tools to effectively manage their securities portfolios, financial positions, working capital and supply chain around the world. Combined with a worldwide network of dedicated and experienced transaction services professionals, Citi Transaction Services is well suited to serve clients anywhere they do business.
Citi Transaction Services (CTS) offers a broad range of cash management, treasury, trade, custody, clearing, fund administration, securities financing, depositary receipt, and agency and trust services. Our global platform is unique in the industry for its reach, interoperability and flexibility. It provides clients with timely, accurate information and dynamic, web-based tools to effectively manage their securities portfolios, financial positions, working capital and supply chain around the world. Combined with a worldwide network of dedicated and experienced transaction services professionals, Citi Transaction Services is well suited to serve clients anywhere they do business.
Within
the Citi Transaction Services portfolio resides the business management
of Wholesale Card Solutions encompassing Commercial Cards and Prepaid Cards.
Commercial Cards are a payment and data management product provided to our corporate and public sector clients. Customers
use card programs to streamline the procurement of goods and services
for the company in a way that is simple, efficient, and cost-effective. Likewise,
our customers use the data associated with these purchases to
streamline accounting and better analyze and manage their vendor
relationships. The product
offering is comprised of the card program itself (issuing cards,
recording transactions, managing payments, etc.) and technology tools to
help our customers manage and report on their card programs.
Job description
The
Account Management for Commercial & Prepaid Cards role within Citi
Treasury and Trade Solutions area is a new role in Canada, synthesizing a
number of similar responsibilities within the US TTS organization,
reporting to John Landry. The incumbent will be responsible for delivery
of unsurpassed client experiences, and the management and revenue
growth of a defined portfolio of Commercial & Prepaid Card client
programs. Requires working closely with Product Managers, Product Sales
Specialists, Account Management, Client Relationship and cross
functional teams, globally.
Key Accountabilities
- Create and execute on business development and client management plans for a defined Commercial & Prepaid Card program portfolio
o Manage
a portfolio of customers with the primary goal of optimizing existing
programs and sourcing new business to drive revenue growth to meet goals
against the customer portfolio. Identify target clients to meet goals
and revenue growth.
o Primary
responsibility of delivering an unsurpassed client experience through
active and proactive trouble-shooting, program and client management,
training and providing updates and ongoing communication that continues
to strengthen the relationship at multiple levels within the client
structure, achieving a high number of reference-able clients.
o Ensure
the consistent, professional delivery of sales and client management
disciplines including account plans, call reporting, lead generation and
relationship reviews.
o Work
closely with product and sales organization on prioritizing new leads
and participate as an active member of the deal team for deal structuring, pricing and execution related to the defined client program portfolio
· Act
as a subject matter expert and relationship manager for Citi’s
commercial card and payment services-including Citi’s suite of Web-based
technology solutions
· Achieve/exceed
annual pipeline, wins and revenue realization targets for acquisition
origination and existing programs, including cross sell and optimization
of existing client program, for organic revenue growth.
· Work
closely and collaboratively with local, NAM and global Commercial &
Prepaid card Product Management, Product Sales Specialists, Account
Management, Client Relationship and cross functional teams to drive
results for the entire sales cycle including building and developing
senior-level client engagement and negotiating with the client for new
sales, cross sell and expansion of client programs.
· Lead
proposal preparation related to existing client portfolio, undertake
client presentations and work with product sales to ‘close’ the deal
· Work with product sales and product management to manage client contract negotiation
· Work
with product/market management to create, execute and support marketing
activities, client forums, roundtables, and industry trade shows that
supports the client portfolio
· Manage, maintain and monitor the sales pipeline and associated CRM tools
· Monthly reporting and metrics on the business development progress and other key sales and business development initiatives
· Stay up to date and communicate industry, market and competitive information on product offerings, pricing, strategy, etc.
· Collaborate
with product and client delivery in the development and execution of
marketing material, collateral, welcome kits, presentations, etc.
· Serve as the senior escalation point to resolve client issues and ensure execution of client sensitive special transactions
· Other responsibilities and projects, as required
Qualifications
· A university degree and knowledge in financial and/or commercial card products
· Minimum of 5-7 years of experience in sales/ business development role in banking/financial services/bank cards environment
· Excellent
organizational skills with an ability to execute calling plans,
business development tasks and initiatives to meet revenue growth
targets
· Experience
in managing a prospect through all sales cycles: from generating leads,
fostering the relationship, uncovering the needs, delivering the value
proposition, positioning the product to client needs, closing the
business, negotiating pricing/ contract and implementing a successful
program
· Demonstrated communication, influence and negotiation skills
· Strong execution and closing skills - self-starter, ability to create revenue opportunities
· Strong team player with excellent project, deadline based skills including strong verbal and written communications.
· Strong
process and coordination skill, relationship management experience,
sales and training experience, and public speaking experience
· Demonstrated
ability to establish and maintain effective relationships and
partnerships with clients, key stakeholders and cross functional teams.
· Ability to work independently and with minimal supervision.
· Excellent verbal and written English skills. Similar fluency in French highly preferred.
· Good
computer skills, proficient with MS Office applications including
Outlook, Word, Excel and PowerPoint and experienced in CRM reporting
tools
· Some client travel required, approximately 20% - 40%
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