Sales Productivity and Digital Enablement Lead

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Sales Productivity and Digital Enablement Lead-19028175

Citi's mission is to serve as a trusted partner to our clients by responsibly providing financial services that enable growth and economic progress. The core activities are safeguarding assets, lending money, making payments and accessing the capital markets on behalf of our clients. With 200 years of experience helping our clients meet the world's toughest challenges and embrace its greatest opportunities. Citi is the global bank – an institution connecting millions of people across hundreds of countries and cities. 

Citi Commercial Bank (CCB) has operations in 25 countries with local expertise distributed by in-country Relationship Managers. CCB embodies our unique purpose as a global bank of choice for trade-oriented, mid-sized companies, who see us as trusted thought partners that bring simplicity in an increasingly complex world, provide client-centric solutions for long term growth and pave the way for them to reach across borders and achieve their global vision.

CCB is seeking a Sales Productivity and Digital Enablement Leader who will be responsible for improving sales effectiveness across our coverage teams by managing the US instance of Salesforce and leading cross-functional strategic projects. The US Salesforce platform consists of roughly 2,000 users across Sales and Service Clouds as well as Einstein Analytics. This role will shape the long-term strategy of the platform and oversee execution of the roadmap. This individual will be charged with improving sales and service processes through digitization and leveraging industry best-practice to deliver value in the most efficient manner.

This role will also lead projects that consider the following: optimal organizational design, data-driven techniques to uncover new revenue streams, automation of key sales process to improve efficiencies or building digital sales tools to improve RM and client experience. This Leader, with support from the Business Head, will identify areas of focus and see them through from strategy to execution.  This area is largely project-based and is expected to lead initiatives that span across coverage or product groups.

This individual will collaborate with other members of the Strategic Planning & Data Analytics Group as well as Senior Management, Marketing, coverage teams, Technology and Product Management to deliver results. 

Major responsibilities include:

  • Create strategic roadmap for US Salesforce with input from users and senior management team

  • Oversee development life cycle for Salesforce, including: design / requirements, test plan and execution, communication / training and roll out strategy

  • Manage user-centered design process as enhancement are made to the Salesforce platform

  • Engage with internal Salesforce teams, Salesforce and other vendors to develop a view on optimal operating models, best-in-class practices and technology that will drive the sales organization forward

  • Lead ‘what’s next’ thinking across the organization in terms of digital sales enablement

  • Evaluate new digital sales tools, recommending tools that would complement each segment’s sales strategy

  • Create sales strategy for key growth markets or segments, including developing a prospecting strategy, organizational design, training plan and reporting. Partner with Marketing to develop material that supports overall sales strategy

  • Work with business to identify specific use cases for data-driven sales opportunities. Oversee design of pilot

  • Deeply understand CCB’s competitive environment – both from a banking and digital perspective 

  • Work with CCB Senior Management Team to identify and prioritize project work

  • Set scope and objectives for overall project, establish clear deliverable timeline, identify resources required and oversee working groups

  • Determine metrics of success and mechanism to track and measure progress during project pilot and roll-out phases

  • Where applicable, design and implement overall implementation plan for project

The key competencies of the ideal candidate for the position are:

  • Strong ability to understand both Citi’s and CCB’s Strategy, Value Proposition and Products
  • Understanding of CCB sales process
  • Proven ability to drive change across a large organization
  • Strong collaboration and partnership focus across functions
  • Demonstrated ability to think strategically and articulate vision to senior management
  • Understanding of technology development life-cycle (agile and waterfall) and proven ability to partner with Technology to deliver results
  • Deep understanding of internal and external dynamics that shape sales culture
  • Bold in both willingness to take on challenges and new thinking
  • High level of curiosity to continuously identify ways to improve our processes
  • Strong execution and implementation ability  in a complicated business environment
  • Ability to delegate effectively
  • Exemplary leadership skills to engage diverse teams to partner and work together

  • Management through influence

  • Deep understanding of CCB data and industry-leading analytical techniques

  • Analytically-oriented, with the ability to make the connection between individual data elements to build strategic sales tools

  • Fail fast mentality – ability to take calculated risks

  • 15+ years of experience in wholesale banking

  • In depth knowledge of commercial banking business and products

  • CRM program management experience

  • Prior project management experience

  • Strong business acumen and analytical skills

  EEO Statement: Citi is an equal opportunity and affirmative action employer. Minority/Female/Veteran/Individuals with Disabilities/Sexual Orientation/Gender Identity  Pay Transparency: Citi won’t discriminate against anyone for discussing pay, but those with access to pay data in their work can’t disclose it unless responding to complaints/investigations or legal requirements.

5 October 2019
Location: United States New York New York
Work type:
Full time
Banking and Financial Services
PLEASE! No enquiries from Recruitment Agencies or Headhunters.

Only direct applications will be considered.

This career opportunity is no longer open.
Please search for current vacancies here.

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