The NAM Head of Investor Sales and Relationship Management is primarily responsible for executing the four key pillars of our Investor Sales strategy (Client Experience, FLoD, Monetization, Culture of Excellence) and coordinating client engagement across all Products in every branch of the North America region.

The NAM Head will be the most senior Investor Client facing person in the region, representing all products across Markets and therefore should have a top tier track record of engagement and content delivery with our most senior clients. The ideal candidate should have proven success in Sales Management across both flow and structured products, and have demonstrated a successful track record of leadership with Investor Clients. The role requires a strong analytical approach to client management and strategy, together with the leadership skills necessary to execute in a systematic and measurable way across a large and diverse sales organization.

The NAM Head will have direct management responsibility for the Generalist Sales force and support teams, NAM Relationship Management, the branch offices, RCAS, and matrix responsibility for the Product Specialist Salesforce. The NAM Head will own all cross-product sales initiatives across the region, such as NAM based Supercharge and Platinum clients (primarily through the RMs), holistic ETF sell side platform, Sales Balance sheet, Client Profitability metrics, Sales Tech, etc. They would also be additionally responsible for owning the senior cross product engagement strategy with the subset of the large NAM clients that do not have an RM.

The NAM Head will be the primary driver of our internal people processes that straddle individual products and are run across the region to ensure alignment with the Culture of Excellence pillar of the Investor Sales Strategy. This will include Diversity and Inclusion objectives, performance and promotion processes and driving the collaborative sales culture that that defines excellence.

The role will also require a laser focus on controls and governance of how the coverage model in NAM operates including the engagement with all functional partners. Increasingly this will require a Legal Entity lens. The Head will need to supervise the necessary infrastructure build out to be able to effectively manage from this perspective, not just in the NAM legal entities but where sales transact on international Citi vehicles.

The NAM Head of Investor Sales reports to the Global Head of Investor Sales and Relationship Management and the NAM Head of Markets

Key Responsibilities Include (but are not limited to)

Leading and implementing Regional business strategy:

  • Own execution and delivery of the new sales strategy across NAM: Client Experience, Monetization, FLoD, Culture of Excellence
  • Take responsibility for driving revenue performance from NAM financial institutions across the full Markets (and SS) platform (as measured by Coalition revenue, rankings and market share)
  • Add value to the business by owning any client engagement that is cross product in nature (eg driving ETF initiative)
  • Own the measurement and monitoring of services that clients value across our Markets platform. Ensure they are delivered optimally and importantly monetised fully, but being agnostic of the collection channel.
  • Act as the most senior sales manager that can engage with clients, adding value to them first and foremost, but assessing and helping change coverage or coverage models where necessary, working in conjunction with the respective product sales heads. This includes being the most senior regional escalation point in sales when a client raises issues or complaints.
  • Be the senior overseer of the performance and people processes across the NAM sales force, including highlighting imbalances where you see them across the region and working with product partners to try and rectify, and ultimately escalating to the global head of sales if not satisfied. This means having a thorough look across the sales force at promotions, comp, Rifs, hires, D&I initiatives, in conjunction with the Product Heads.
  • Work very closely with the NAM RM team to execute on the Platinum coverage strategy, along with the Global Head of RMs, to ensure it is fully aligned with the sales strategy and is complimentary
  • Be the central person working with functional partners (risk, on boarding, legal etc) to ensure alignment with the new sales strategy and that Client Experience Commitments are delivered on. The client segment requiring most focus is HFs, particularly in Prime, requiring a regional plan that functional partners are aligned on. Would work very closely with the COO in this regard.
    • Manage both the Regional Sales organization together with the matrix Product specialist sales organizations
    • Be a strong partner to the Product Heads across GSP, Rates, FX, Equities and Commodities.
    • Drive growth in episodic Solutions business
    • Support sales and trading electronification initiatives
    • Partner with other key ICG businesses and Functions such as Securities Services, BCMA and the CCO network
    • Focus on technology and innovation, driving a data driven sales culture
    • Take a leading role executing global initiatives for ETF, Core, Retail
    • Driving senior engagement through Thought Leadership across the franchise and subsequent collection across business lines

Leading strong governance and controls:

  • Works in close partnership with control functions such as Legal, Compliance, Market and Credit Risk, Audit, Finance in order to ensure appropriate governance and control infrastructure
  • Ensure necessary tools are available to assess the business at a Legal Entity level
  • Builds a culture of responsible finance and ethics
  • Ensure close partnership with Compliance to lead productive interaction and dialogue with key regulators
  • Ensure partnership with Finance to deliver the annual financial planning / budgeting process
  • Lead across products to facilitate optimal resource allocation decision making by country, product and client segments

Human Capital Management:

  • Lead the NAM Global Investor Salespeople Strategy and work closely with HR / Product Heads in all the relevant processes such as
  • Ensure the people strategy and organizational capabilities are aligned to business strategy
  • Management of pyramid and officer title distribution
  • Strong focus on Diversity and Inclusion—delivering on the firm-wide goals
  • Governance of headcount, hiring, workforce planning, redundancy programs and internal mobility
  • Mid-year and Year end appraisal processes; compensation; promotion
  • Graduate recruitment, training and other related processes.

Experience, skills and capabilities:

  • In depth experience of Markets products, clients and business dynamics
  • Successful understanding and proven leadership of geographically diverse and heavily matrixed product organizations.
  • Strong intellectual grasp of the industry and with the ability to anticipate and lead the organizational response to future changes.
  • Ability to translate vision into executable plans
  • Excellent interpersonal and communication skills.
  • Superior problem-solving skills; pragmatic approach to ensure limited resources are directed appropriately

Source: for more information click here.

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