This role will lead the EMEA Strategic Segment responsible for coordinating the coverage of sophisticated pools of family controlled capital that require the services not only of the Citi Private Bank Platform but also the services of the wider Institutional Clients Group, especially Markets and Securities Services. In particular the successful candidate will:
Bring together the resources of CPB and Markets to form a coherent and consistent coverage approach for this client community.
Lead Business Development in the sector to originate new business and bring new PCIS clients to the firm.
Up-tier wallet share with existing PCIS relationships by supporting existing coverage teams and applying the disciplines of best sales and execution practices.
Identify coverage gaps and make strategic hires to capture the opportunity
Work closely with Product partners to capture specific transactions, driving engagement for all Product groups with this client community.
Represent the organization, both internally and externally as the face of PCIS
Work closely with the Family Office Advisory to drive content and events that will help to curate this key client community.
Work closely with the functions to understand the constraints around the control environment and build on the process to execute appropriately risk managed business
Across ICG we see a clear opportunity to grow our wallet share and acquire new clients in the Private Capital space
The global nature of our resources, and the integration of CPB within ICG make our platform enduringly competitive in this client segment
Many clients have needs beyond a Private Banking platform. CPB and Markets have developed an effective way to work together on these cross platform clients through the Markets Direct Access program. This provides a clear framework, approved by the functions and in operation for some time, to facilitate the transition of clients into Markets
Our Product Partners are committing significant new resources to support the coverage effort, the project has strong support and is high profile in the organisation
Our functional partners are supportive of the new initiative, but will be keen to hear that the successful candidate is in tune with writing appropriately risk managed business
The successful candidate will be a vital sounding board for the EMEA Region Head and Global Market Managers on strategy as it pertains to this Global Strategic Segment.
Covering a key and fast growing segment the stakeholder group for the role will be wide and diverse. An ability to drive a strong, collegiate partnership between the businesses, product partners and the functions will be essential to originating and executing on new clients and new transactions that will make the role a success. An ability to manage through influence and example will be essential.
In particular the following will be key:
Working in close partnership with the existing Regional Management team, GMMs, IC heads, Solutions Sales, Capital Markets desks, Investment Finance, Banking, Custody, Trust, other Product partners and functional partners. Success driven by being a trusted partner that brings success for the whole EMEA team.
Setting out a clear vision and business plan for covering relevant clients in the segment
Setting out a clear business development plan, especially by identifying the Target Market opportunity, both internally and externally.
Close coordination with the Citi Markets and Securities Services, representing CPB with this crucial stakeholder group.
Managing relationships with key approvers in functional chains from both CPB and Markets. Positive and collaborative, relationships with risk, legal and compliance will be essential to executing transactions.
Applying a detailed understanding of the Risk and policy framework that affects the segment.
Working actively with regional Citi Markets heads, to coordinate local coverage of FOs where Markets access is in place or potentially relevant, and in order to facilitate the introduction of dormant or non-target market accounts to CPB
Maintaining and growing a disciplined target market universe with regular strategic reviews with key business management stakeholders
Work with the on-boarding teams in CPB and Markets to effectively on-board the new accounts into both platforms.
Take direct coverage responsibility for a group of client relationships
Inspire with wider coverage team with active sales management, sharing success and best practice, leading by influence and example.
Measuring success with New Client Acquisition, Segment revenue growth – for all product categories, growth in accounts delivered through the MDA program, raising the market profile of CPB for this key segment.
Working with the Lab for Family Office to build engagement strategies that help coverage and product teams to build enhanced connectivity with the client community.
Lead sales efforts to build out and execute on Citi’s collective coverage of the growing segment of the Segment in EMEA
Develop ability to work multiple stakeholders across regional coverage and product teams
Build bridges across ICG and grow individual profile.
Extensive experience of operating with sophisticated clients with diverse needs
Extensive Knowledge of driving an effective, collaborative sales culture
Technical product experience, most likely from a Capital Markets background
Exposure to Family Office and/or Ultra High Net Worth Private clients
Language skills in addition to English are beneficial but not essential
Good understanding of Markets regulation for Retail Customer base
Judgement, influence, leadership, driven, self-starter
Ability to motivate, , hire and operate with in a matrix
Strong Overall Markets product knowledge – credit underwriting and derivatives experience
Good interpersonal and communication skills essential
Strong analytical skills
Ability to develop strong working relationships across functional and geographical lines
Ability to work to tight deadlines and multitasking.
Good initiative and creativity – ability to present alternatives and construct new ideas.
Ability to work in a changing, project based, team environment
Strong service-focussed attitude, attention to details
Bachelor’s or Master’s Degree
Decision Making and Judgement
Drive and Determination
Attention to Detail
Innovation and Creativity
Analysis and Problem Solving
Candidates applying for this role must be aware that it is a Certified Role, subject to the Certification Regime. The Certification Regime is one element of the Individual Accountability Regime which has come into effect on 7 March 2016. Under the Certification Regime, certain Citi entities must ensure that employees working in certain roles categorised as specified significant harm functions (Certified Roles) are assessed as fit and proper to carry out their role.
Under the guidance provided by the FCA and PRA, firms should have regard to the following when assessing fitness and propriety:
Honesty, integrity and reputation
Competence and capability
In order to comply with the requirements of the Certification Regime, certain Citi entities must take reasonable care to ensure that an employee does not perform a Certified Role without first being certified as Fit and Proper. For this reason, you will be assessed for this role against the Fit and Proper requirements, as described above. This assessment will be carried out through extensive interviews, self-disclosures, permitted criminal record checks, reference checks, credit checks and other background checks. If hired for this role, you will also be required to complete an annual declaration regarding your Fitness and Propriety.
By submitting your application, you acknowledge that you have read the information above and that you are applying for a Certified Role. You also agree to Citi carrying out any additional screening required, including permitted criminal record checks, reference checks, credit checks and any other background checks.
Exceptional candidates who do not meet these criteria may be considered for the role provided they have the necessary skills and experience.
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