Head of Financial Institution Sales, Services

必須

• 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.

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Job Overview

• 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.