TTS SSA Public Sector Sales Head

Overview

TTS SSA Public Sector Sales Head
Job TypeFull Time
QualificationBA/BSc/HND
Experience
LocationNairobi
Job FieldSales / Marketing / Retail / Business Development
Reporting to:  TTS SSA Sales Head – Matrix to EMEA PS Sales Head

Job Purpose:

Create and execute the TTS strategy for the Public Sector in SSA.

• The digital policy reforms, infrastructure visions and wider emphasis on citizenship engagement, has proven there is a tremendous opportunity to grow the Public Sector business in SSA.
• Citi is looking for a highly motivated individual responsible for leading the regional TTS Public Sector sales growth strategy, origination focus and advisory across Sub-Saharan Africa.
• Working with TTS Global/Regional TTS Solution Sales Specials and Product Sales consultants, the TTS Public
• Sector sales head position will drive revenue realisation, retention, cross sell expansion and attrition management.
• Responsible for driving deals through completion to ensure ramp-up of new revenue expected, retention of existing revenue and to manage, report and execute-on any further attrition across the PS client portfolio.
• Act as the client advocate in managing the Citi network countries to ensure best-practice sharing, client satisfaction and wider product relevance and commercialisation against specific and growing trends of the PS.
  Key Responsibilities:

Drive Revenue Realisation through Cross Sell and partnership with TTS Business Units.

• Utilising the agreed TTS scorecard goals, establish monthly origination, wins, pipeline, and revenue growth KPI’s across SSA against the agreed target market coverage names.
• Create account plans against Citi’s 11 SSA markets detailing wallet sizing opportunity, revenue ramp-up analysis, revenue attrition forecasts, and a calling plan together with relationship teams and local CCO-level contacts.
• Ensure consistent, professional delivery of all TTS sales management disciplines including: call reports, lead generation, pipeline management, implementation acceleration, plus TTS relationship reviews.
• Develop deep understanding of Public Sector specific segments (Central Banks, Ministry of Finance, etc) in each country, leading to a robust grasp on the competitive environment.
• Improve SSA’s specific marketing material for Public Sector clients, leveraging regional industry themes, landscape regulatory changes, solution packages used elsewhere as best-practice and wider advisory.
• Showcase monthly revenue analysis, preparing summaries and forecasts communicating findings to TTS Sector
• Heads, Relationship Management teams and relevant TTS partners.
   Generate Citi’s response to the changing expectations and priorities of Governments.
• Ensure alignment, understanding and wider response commercialisation to the changing priorities of Governments across SSA including, but not limited to, the following:
• ICT Investment – assist with information access, data monitoring, visibility, cyber protection.
• Digital Policy Adoption – automation, reconciliation, real-time connectivity, and infrastructure upgrades.
• Increased Accountability – financial integration, corporate best-practice share, treasury future-proofing.
• Digital Identification – collaborate with global Citi teams leveraging best-practice from other regions.
• Deepen Citizen Engagement – link TTS-tools to citizen service scalability, regulations for a digital economy
• Diversify revenue income – new stream exploration, new markets (AFCFTA), and easier tax payments.
• Regulatory advancements – sharing insight, regulatory reform, socialise key decision effectiveness.
• Procurement priorities – maximise new objectives with supplier management, for supply-chain finance opp’s
• Utilise Capacity Building (Training, Cyber Resilience) and Consultation (Best Practices, Innovation) as a tool for origination through market-sharing insight (events, webinars).
• Ability to connect and align Governments with different ecosystems, socialise Citi’s last mile payments and collections strategy and access alternate networks.
  Concentrate on Current and Evolving Sub-Sectors of the Government

Aligning to Citi’s target market criteria, develop a strategic approach concentrating on the following:
– Ministries, SOE and Govt Agencies
– Pension Funds
– Infrastructure / Govt Intervention
– Central Treasury Departments
– Development Banks
– Revenue Collection Agencies
Central Bank coverage will continue under Citi’s Financial Institution (FI) division and the Donor / Non-Profit coverage will continue under the Citi Global Subsidiaries Group division.
Create more alignment to limited interaction with local governments – especially Pension Funds – where specific countries have not been able to show significant growth.
Develop new digital-impact strategy against developing themes:

• Digital Reform – help to address the legal, policy and regulatory bottlenecks limiting the development of the digital economy and economic value.  Create value through understanding and advisory best- – – -practice.
• Digital Investment – explore the TTS role in wider Smart-strategies, align on all Government Visions and Digital Policies, alignment on Government-to-citizen engagement, and integrate with Cyber Security concerns.
• Digital Collaboration – assist with Private Sector partnerships and idea exploration, utilize the Citi network with
• Development Agencies, push to liaise better with the U.S. agencies investing and collaborating across SSA.
  Stronger alignment to Citi’s Innovation-Focus (including Innovation Labs) through network alignment, best-practice sharing, product deep-dive reviews and investment opportunities.
• Focus on emerging ESG-related themes with Governments and impact-investing, align on core strategies for inclusive finance and collaborate with relevant agencies to explore where TTS can be more participatory.
  Drive the Service Quality Process at the client level
• Be the client advocate to ensure client issues are addressed promptly working with partners in client delivery and operations and utilise client forums such as Client-at-Risk and Deal-at-Risk to facilitate resolution where necessary.
• Be responsible for driving superior TTS client satisfaction, providing client feedback on product, process and service needs to the wider TTS partnership tracking accountability and change where needed.
• Take ownership, lead and track specific customer issues/problems including pricing and billing issues and work with the customer and internal departments until issues are resolved.
• Responsible for driving quality, compliant presentations and RFP-responses across PS SSA
  Skills
• 10+ years of African Government or Government-related experience, advisory or collaboration.
• Experience preference with Ministry of Finance and Treasury departments.
• Must have strategic transformation and planning experience, preferably with digital policy development.
• Familiarity with Public Sector organisational construct, engagement and landscape in SSA.
• Experience with a geographically dispersed and complex matrix organisation.
• Proven experience in delivering results and meeting/exceeding sales targets.
• Risk assessment/credit experience (preferred) and analysis of product metrics and balance sheets is positive.
• Proven interaction / credibility with seniors within organisation (e.g. Govt Officials, CFO, Directors).
• Experience with presentation standards, RFP-responses, proposals, persuasive marketing.
  Competencies
• English and French fluency preferred
• Public speaking and persuasive writing to multiple people / groups is required.
• Knows how to “leverage the network” and interact professionally with colleagues from all divisions.
• Strong and demonstrated, communication, influence and negotiation skills.
• Knowledge of cash management and trade products (vanilla/complex);
  “Can do” attitude, dynamic, high energy levels with strong initiative.
• Committed, trusted team player with the ability to interact with Relationship Managers, Unit Heads, Operational hubs, Credit Chain, EMEA coverage/sales teams.
• Self-starter, Adaptable, Team player.
• Proven ability to deliver and exceed on stretch goals.
• Multi-cultural exposure.
• Motivating team members.
• Knows how to leverage a global organisation
  Qualifications
• Minimum – University Degree;
• Treasury certifications preferable;
• Graduate or post graduate studies in public policy / development
• This job description provides a high-level review of the types of work performed. Other job-related duties may be assigned as required.

MODE OF APPLICATION

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