The FISS (Financial Institutions Sales and Solutions) LATAM Head is primarily responsible for executing the four key pillars of our FISS strategy (Client Experience, FLoD, Monetization, Culture of Excellence) and coordinating client engagement across all products in LATAM.
The LATAM Head will be the most senior 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 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 LATAM Head will have direct management responsibility for the Generalist Sales force and support teams, LATAM Relationship Management, the branch offices, RCAS, and matrix responsibility for the Product Specialist Salesforce. The LATAM Head will own all cross-product sales initiatives across the region, such as LATAM 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 LATAM clients that do not have an RM.
The LATAM 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 FISS 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 LATAM 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 LATAM legal entities but where sales transact on international Citi vehicles.
The LATAM Head of FISS reports to the Global Head of FISS and the LATAM Head of Markets.
Key Responsibilities Include (but are not limited to)
Leading and implementing regional business strategy:
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Own execution and delivery of the new sales strategy across LATAM: Client Experience, Monetization, FLoD, Culture of Excellence
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Take responsibility for driving revenue performance from LATAM financial institutions across the full Markets (and SS) platform (as measured by Coalition revenue, rankings and market share)
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Add value to the business by owning any client engagement that is cross product in nature (e.g. driving ETF initiative)
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Own the measurement and monitoring of services that clients value across our Markets platform. Ensure they are delivered optimally and importantly monetized fully, but being agnostic of the collection channel.
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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,
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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.
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Be the senior overseer of the performance and people processes across the LATAM 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, compensation, reduction in force, hiring, DE&I initiatives, in conjunction with the Product Heads.
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Work very closely with the LATAM 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
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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.
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Manage both the Regional Sales organization together with the matrix Product specialist sales organizations
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Be a strong partner to the Product Heads across GSP, Rates, FX, Equities and Commodities.
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Drive growth in episodic Solutions business
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Support sales and trading electronification initiatives
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Partner with other key businesses and functions such as Services, and Banking
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Focus on technology and innovation, driving a data driven sales culture
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Take a leading role executing global initiatives for ETF, Core, Retail
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Driving senior engagement through Thought Leadership across the franchise and subsequent collection across business lines
Leading strong governance and controls:
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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
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Ensure necessary tools are available to assess the business at a Legal Entity level
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Builds a culture of responsible finance and ethics
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Ensure close partnership with Compliance to lead productive interaction and dialogue with key regulators
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Ensure partnership with Finance to deliver the annual financial planning / budgeting process
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Lead across products to facilitate optimal resource allocation decision making by country, product and client segments
Human Capital Management:
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Lead the FISS Salespeople Strategy and work closely with HR / Product Heads in all the relevant processes such as
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Ensure the people strategy and organizational capabilities are aligned to business strategy
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Management of pyramid and officer title distribution
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Strong focus on Diversity and Inclusion—delivering on the firm-wide goals
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Governance of headcount, hiring, workforce planning, redundancy programs and internal mobility
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Mid-year and Year end appraisal processes; compensation; promotion
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Graduate recruitment, training and other related processes.
Experience, skills and capabilities:
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In depth experience of Markets products, clients and business dynamics
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Successful understanding and proven leadership of geographically diverse and heavily matrixed product organizations.
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Strong intellectual grasp of the industry and with the ability to anticipate and lead the organizational response to future changes.
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Ability to translate vision into executable plans
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Excellent interpersonal and communication skills.
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Superior problem-solving skills; pragmatic approach to ensure limited resources are directed appropriately
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Job Family Group:
Institutional Sales
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Job Family:
Investor Sales
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Time Type:
Full time
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Primary Location:
New York New York United States
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Primary Location Salary Range:
$250,000.00 - $500,000.00
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