NAM - TTS - CCB Business Development Head, MD

The Citi Commercial Bank (CCB) helps mid-sized companies, across a variety of sectors, develop their businesses and enter new markets. The Services (TTS) 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 new NAM CCB Business Development Head role will be primarily responsible for establishing a consistent and highly effective TTS model to focus on 1) New Client Conversion, 2) Incoming Subsidiary and Corridor Flow Capture and 3) Technical Expertise for growing Complex solution structures. This new role reflects the opportunity in this segment, while helping to directionally support North America deliver on the ambitious client growth goals.

Citi’s Services division offers the industry's most comprehensive suite of Treasury and Trade Solutions (TTS) including cash management, payments, receivables, liquidity management and investment services, working capital solutions, commercial card programs, and trade finance. With a full range of digital and mobile enabled platforms, tools and analytics, TTS continues to lead the way in delivering innovative and tailored solutions to its clients. Combined with a worldwide network of experienced transaction services professionals, TTS is well suited to serve clients anywhere they do business – especially to the growing CCB sector.

As the NAM CCB Business Development Head, you will be accountable for the following:

• Championing the New-to-Bank NAM client engagement focus and growing our client partnerships closely with the CCB Bankers and wider NAM leadership from Onboarding, Product, Services and Marketing. Core goal is to drive new, profitable business into NAM in line with CCB goals and strategy.

• Develop and execute a client sales strategy that drives increased NAM TTS market share, client acquisition and revenue growth leveraging wallet share and data analytics, to orientate our sales effort in the direction of the most important opportunities, going wider and deeper for our CCB clients.

• Support the roll-out of a sales management process that ensures globally consistent usage of our Client Relationship Management platforms and Deal Design best-practice across Cash Management, Trade and Cards origination, that leverages clear R&R’s and disciplined deal management processes. • As part of the CCB NAM and Global TTS-CCB 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.

• Utilize the agreed TTS-CCB scorecard goals to establish and monitor monthly origination, wins, pipeline, and revenue growth KPI’s across in the agreed target market coverage names and overall sales goals. • Influence, partner and align with key partners across the organization to meet the ambitious NAM targets. Key Responsibilities: The TTS-CCB Sales Business Development Role will be replicated in each region / cluster for partnership and deal alignment support. Therefore, NAM is required to help create, design and execute the new structure that will ensure enhanced global connectivity for the outbound and inbound business capture. The head of this new role will be required to execute the re-design of the new Business Development org structure via the following structural components – and hold new responsibilities across Cash Management, Trade and Cards Origination sales goals: • New Client Conversion (NCC) Focus - New TTS-NCC Targets and Strengthen Alignment w/ Banking Help Transition and “Graduate” New Client Acquisitions (NCA) to New Client Conversion thresholds through end-to-end solutioning and execution. Drive Data Initiatives and Campaigns for the Acquisition Journey and align earlier engagement with CCB on discussions with NCA’s for TTS-related discussions.

• Subsidiary and Incoming Flow Capture – Enhance Connectivity for Global Corridor Capture Align Global CCB Corridor Desks with CSG Sales for Complex Deal Structuring and concentrate on the 8 CCB Priority Markets and Related Flow Capture. Agree new standards and targets with CCB Banking on origination partnership for Cash Management products, Trade and Cards.

• Technical Expertise and Execution – Concentrated Support for Global Expansion and Product Diversity Concentrate Ecosystem Mapping and Client Focus with resource alignment for High-Growth Industries, Product Complexity and Global Mandates / Solutions and RFP’s. Support NAM GSS clients (L2’s) in line with account planning and wider opportunity-focus with more complex and unique solutioning needed. In addition, key accountability will be held for the following sales and role-related disciplines:

• Act as the NAM client advocate in managing the Citi network (GNB) to ensure best practice sharing, client satisfaction and wider product relevance and