In the Sales Support role, the successful candidate will provide critical administrative support for sales managers in the India sales team. The successful candidate will build an in-depth knowledge of the corporate trust industry in India with exposure to a wide variety of products including Debt Capital Markets, Equity Capital Markets, Loan and M&A related transactions.

In the ADR Account Management aspect of the role, the successful candidate will have a client facing role handling day to day inquiries and coordinating all aspects of Indian clients ADR and GDR programme administration. This will include building a strong client relationship, handling corporate actions, contract renewals and other client servicing related matters.

This unique role will provide the successful applicant an opportunity to gain experience across a wide range of capital markets products and gain valuable experience in both sales and account management disciplines.

Key Responsibilities:

(Describe the main activities the job-holder will perform)

• Own and orchestrate all aspects of depositary receipts relationship for a defined portfolio of existing clients
• Develop strong relationships at key accounts with key decision makers, influencers and budget approvers, including executive sponsors
• ​Analyze and understand the client relationship and revenue profile; develop a client plan for client retention and monetization
• Conduct account planning; monitor clients being aware of key renewal dates
• Take ownership and be accountable for ensuring client growth and satisfaction, as measured by renewal growth.
• Identify opportunities for up-sell within key clients
• Negotiate commercial terms with clients
• Collaborate effectively with internal and external colleagues to build a best-in-class customer experience with the goal of making every customer a promoter of our products
• Build and maintain a strong knowledge of the product suite
• Facilitate and co-ordinate all corporate actions such as dividend coordination, proxy/AGM coordination, execution of the employee option plan arrangement etc.
• Support clients’ investor relations activities to enhance visibility to institutional investors and liquidity of client programs
• Maintain a strong control environment on aspects related to client servicing
• Identify opportunities to make processes more efficient
• Support sales organization in winning new business; participate in pitches as needed
• Participate in adhoc special projects related to portfolio management
• Provide analytic support for the portfolio of ADR issuers across regions.
• Gain an understanding of the Asia capital markets industry with a view to preparing proposals, negotiating fees and eventually managing vanilla debt proposals to intermediaries as may be needed.
• Provide support to sales team for preparation of pitchbooks, proposals etc where required
• Provide support for entering of deals into CRM system and tracking sales cycles based on proposal status.
• Provide market analysis information in support of sales targets and strategies. This includes geographical client information, deal revenue analysis and other management reports.
• Seek approvals and ensure such approvals are in place on a timely basis for all new transactions.
• Present details of new transactions at weekly deal review meeting where sales manager is unable to present.
• Check and prepare weekly business pipeline reports for the Agency and Trust Management team. This includes details of all wins, losses, deals in progress, Fixed Income collaboration / cross sell reporting and factored pipeline reporting.
• Provide sales support in terms of creation and updating of marketing materials, sales presentations, files and follow up sales efforts.
• Participation in various ad-hoc sales related projects as needed.

Development Value:

(What opportunities to develop can the job offer a prospective candidate?)

• The role will allow the individual to gain an in-depth understanding of the capital markets industry in Asia with exposure to a wide variety of transaction types.
• The role will enable the individual to enhance/develop both written and verbal presentation skills through continuous interaction with Agency & Trust customers and key intermediaries.
• The candidate will significantly enhance their understanding of complex financial products and services and gain exposure to numerous business lines and products within Banking, Capital Markets & Advisory.
• The candidate will gain a strong understanding of Citi’s process for on-boarding clients which will position them ideally for transition into a full sales manager role in due course.
• The candidate will gain first hand experience in developining and maintaining client relationships

Knowledge/Experience/Skills:

• The candidate should have a basic understanding of transaction services businesses, ideally gained up over a two to three year period.
• A basic knowledge of capital markets products would be advantageous.
• The candidate should have very strong Excel skills.
• Ability to read and disseminate key information contained within complex transaction documents.
• Attention to detail required in producing client facing presentations
• Strong communication skills are critical
• Aspirations to advance into a sales role over time