TTS Asia Liquidity Solution Structuring Head

Singapore, Singapore
18 May 2022
01 Jun 2022
Job Function
Industry Sector
Finance - General
Employment Type
Full Time
Job Rationale:

The Citi Liquidity Management Services (CLMS) group is responsible for the full range of products and solutions designed to enable clients' treasury organizations to create, access and deploy organic liquidity across their network. The CLMS business provides clients with customized solutions to harness and deploy excess cash liquidity in accordance with their corporate guidelines and risk parameters.

The Liquidity Structuring Specialists (LSS) are a dedicated group within CLMS with a clear mandate to expand CLMS' footprint via the solutioning of complex deals (deepening existing wallets) and identifying new untapped liquidity wallets especially for the new age digital clients. They are expected to bring a sharper focus on key clients/strategic deals and differentiated structuring skills to deepen the penetration of current wallets and work closely with Sales to acquire new wallets . They play pivotal roles within CLMS given the growing demand from clients for more efficient, future proof and agile liquidity solutions.

Specifically, the LSS are expected to be the subject matter experts (SME) responsible for designing the right liquidity solution / structure for our clients as they set up RTCs in Asia or when they need to manage or access their excess cash in restricted markets, be it in Asia or in other regions. The LSS are also responsible for the clear articulation and positioning of Citi's LMS value proposition especially in complex cases, RFPs, RFIs.

Working closely with CLMS Product Managers, Solutions Sales, Products Sales, each LSS is expected to structure and price 25-30 complex bespoke liquidity deals a year taking into consideration the client's unique requirements, tax implications, local regulations, CLMS capabilities and risk acceptance criteria. He/she is expected to innovate new solutions and push for new product features by providing the necessary feedback loop to Regional Product Managers (client and competition insights) to ensure that Citi maintains its leadership position on the LMS front.

The LSS are also expected to focus on the revenue drivers/initiatives for operating deposits, contribute actively to Asia data initiatives with the TTS Data team, with the aim of deepening Citi's SOW with our key clients across liquidity, investments and FX where applicable. The role provides exposure to Liquidity and Investment products and solutions and the ability to formulate liquidity solutions to suite clients complex liquidity needs. In addition, the role also provides deeper insights into the revenue drivers / initiatives and data initiatives of CLMS' business.

Key Responsibilities:

Liquidity Structuring
  • Define CLMS Liquidity Structuring Strategy for Asia identify target market clients and work with Sales/Coverage to design bespoke liquidity solutions for key clients.
  • Lead a team of LSS to:-
    • Work closely with Regional Sales on key RFP/RFIs and complex liquidity deals to ensure clear articulation and positioning of Citi's LMS value proposition
    • Work closely with the Sales and Product Managers on the pricing structure of the proposed solutions, driving the right solutions at the right pricing into the right markets
    • Work closely with the Product Managers to ensure that the proposed solutions falls within the product risk acceptance criteria and to drive due diligence reviews where required
    • Engage with Sales on the client pipeline management for CLMS solutions
    • Integrate different solutions, and overlay structures for clients who are sophisticated in managing their treasury/liquidity needs.
  • Participate in client meetings/discussions as subject matter expert to craft appropriate Liquidity solutions for the clients.
  • Build a road map of thought leadership to represent CLMS solution strengths in the industry forums, regionally, globally.

Revenue Management
  • Working closely with the Balance Sheet group within CLMS, the LSS are expected to collaborate with Sales/Coverage to achieve deposit target goals, beta goals (pricing management) and optimization goals (meet regional AVG NIM hurdle).
  • Review CRM pipelines and wins to ensure speedy conversion of pipelines to wins, quick ramp up of wins to attain deal realization.
  • Formulate new strategic / tactical models to support bundled liquidity solutions and differentiate from competition
  • Continuously review pricing / solution strategy with Product Specialists/Sales to establish and refine pricing for client segments
  • Deep dive into key accounts to ensure deeper penetration into client's liquidity wallets, leveraging on data analytics provided by the data team.

Performance will be measured against:
  • Solution Structuring Value - Extract new, incremental revenue from CLMS solutions
  • Defend NRFF via active review of client portfolios, drive new initiatives to ramp LMS revenues and maintain lead position in terms of market share. More specifically, the LSS is expected to jointly deliver on Beta (pricing management) goals and Optimization (volume & profitability management) goals with the wider Balance Sheet group and Sales.
  • Leadership - ability to integrate well within CLMS and collaborate with key stakeholders within TTS (Sales), Banking and cross functional partners (Markets, Legal, Compliance)
  • Ability to communicate clearly to both internal stakeholders and external clients

Job Family Group:
Product Management and Development

Job Family:
Product Development

Time Type:
Full time

Citi is an equal opportunity and affirmative action employer.

Qualified applicants will receive consideration without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

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