Managing Director, Japan Head of Financial Institution Sales, Services

Citi’s mission is to serve as a trusted partner to our clients by responsibly providing financial services that enable growth and economic progress. Our core activities are safeguarding assets, lending money, making payments and accessing the capital markets on behalf of our clients. We have more than 200 years of experience helping our clients meet the world’s toughest challenges and embrace its greatest opportunities.

As the Head of FI Sales & Client, covering Japan, you will be responsible for defining and executing a strategy to grow share of the Japan local and inbound client wallets, end-to-end coverage of those clients, revenue growth and client experience across Liquidity, Investor Services, Payments, and Trade. Both the Sales and Client Success Management teams will report to this role.

Clients will include Pensions & Insurance companies, Asset Managers, Banks, Sovereign Wealth Funds & Central Banks and FinTech firms.

This role will facilitate a deep understanding of asset servicing (custody and funds services), treasury management, payment flows, clearing mechanisms, foreign exchange markets, trade flows, securities lending and the full Services solution set.

Key Responsibilities:

• Lead the Japan Sales team to achieve revenue and return targets, driving sales origination, revenue realization, and client retention thru enhanced client experience

• Ensure co-ordination of client priorities with Corporate Bank FIG and product partners

• Own and nurture the most important relationships at C-suite level

• Execute the global FI-Services strategy within Japan, prioritizing key objectives for maximum impact across the target segments.

• Achieve revenue and wallet share growth by meticulously executing account plans for strategic client segments.

• Collaborate with Global Segment leads to develop and implement comprehensive marketing and product strategies that increase market share and deepen client penetration.

• Collaborate with global Cluster peers ensuring their prioritisation of Japan-outbound opportunities and support of their inbound opportunities in Japan

• Implement robust sales management processes, leveraging key metrics and sales tools such as CRM, Sales Dashboards, and CSIP/C@R.

• Partner with Global Segment leads and Cluster product teams to ensure competitive product offerings in terms of service, functionality, and pricing.

• Align annual financial plans with product partners, linking them directly to key drivers and client opportunities.

• Drive continuous improvement in client experience (CX) by managing Voice of Customer (VoC) results and collaborating with the Global Client Success Head on Cluster initiatives.

• Performance and talent manage the Japan Sales and Client teams, leading skills development (including AI-related initiatives relevant to Sales) and the acquisition of new talent as necessary

• Proactively monitor and manage client portfolio risk and compliance, including Anti-Money Laundering (AML) and trade credit, ensuring timely escalation of issues; chair Cluster CBOC/PIOC meetings.

Expected Outcomes (First 12 Months):

• Achieve revenue targets and position the business for sustained YoY growth and top tier market position.

Qualifications:

• Minimum of 15+ years of progressive experience in senior sales or product leadership roles, specifically within Financial Institutions.

• Deep knowledge of Investor Services, Payments, Liquidity & Trade products and extensive experience managing and growing relationships with Financial Institution clients.

• Ability to establish and maintain senior client relationships

• Ability to operate in a complex matrix environment.

• Exceptional leadership skills with a proven ability to motivate, influence, develop high-performing teams and deliver results.

• Excellent collaboration, teamwork, and interpersonal skills and a proven ability to navigate and thrive within a complex, matrixed organizational environment.

• Superior analytical, interpretive, and problem-solving abilities.

• Outstanding written and verbal communication skills.

• High level of personal integrity and dedication to excellence.

#LI-TB3

•Working Environment: office setting, minimal travel required.
• Effort: minimal physical effort required.

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Job Family Group:

Institutional Sales

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Job Family:

Solution Sales

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Time Type:

Full time

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Most Relevant Skills

Please see the requirements listed above.

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Other Relevant Skills

For complementary skills, please see above and/or contact the recruiter.

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