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TTS Asia Pacific Proposals Team Head - Senior Vice President
November 10, 2020
Manage the Proposals team including the team's workload, carrying out appraisals, supporting training and development, producing reporting, overseeing projects and initiatives, and other related tasks.
Manage the RFP completion process, from identification and qualification of opportunities to overseeing the production and delivery. Reporting on the teams' activities, managing its workload and ensuring procedures are in place and maintained.
Provide guidance and support for team members responsible for completing proposals and client requests. Focus on the development and progression of individuals in their roles, and the retention of talent within the team and business.
Role model the preparation of accurate, complete first drafts and polished final, compliant RFPs, RFIs and related materials that supports the gaining of new business. This includes developing key messages that are evident throughout the response - and present the Citi narrative and differentiators with clarity and maximum impact.
Ensure the team's approach to best practice is implemented for each submission, applying it appropriately depending on the complexity of the individual submission.
Ensure submissions are completed by the required deadline, maintaining an open line of communication with all parties involved.
Oversee the liaison with Sales, Product, Banking and other departments for the team to be able to assemble necessary content and data. The role holder should consider the introduction of new processes to improve the working relationships between the different parties.
Build strong relations with internal clients and stakeholders. Ensure completed requests are submitted by the required deadline by the team maintaining an open line of communication with the relevant stakeholders. There should also be sufficient opportunity for the content to be checked by the stakeholders prior to the deadline and signed off in line with agreed procedures.
Responsible for ensuring full reporting is available for the function including success rates, new business won, volumes of RFPs completed, number of client requests, etc.
Take an active role in the TTS Global RFP Council - and liaise with other teams globally who produce proposals and due diligence so that there are regular lines of communication, collaboration on shared objectives and best practice sharing.
Oversee the development of new joiners and less experienced team members e.g. time management, process, contacts and products.
Record and file all materials on a timely basis and in line with record keeping requirements.
Knowledge Management - Proactively stay up to date with new internal and market developments, creating content and materials to be used when positioning new services - and leading training efforts across the sales teams.
Manage the team's use of current systems and databases with the objective of implementing the most effective solutions for the group. This includes oversight of the content available within the content management system (Qvidian) and the Capability Grid.And, be actively involved in the analysis and implementation of the new Global ICCM.
Project Management - delivering a number of Projects and Initiatives that are part of the Sales strategy and priorities. These initiatives will have benefits for a broad range of stakeholders (in region and cross regions).
Exploring efficiencies to existing processes and implementing new technology and ways of working to enhance efficiency - such as Auto Population, Document Sharing, and the accuracy of Gold Source information.
Role model professional behaviours and a "can do attitude". Maintain focus on delivering to a high standard in a rigorous and professional way. Be motivated to achieve the best and expect the best from others. Development value: Significant development opportunities: 1) People Management 2) Product knowledge (Cash, Cards) 3) Sales exposure / sales process 4) Client insights 5) Sector exposure (Ind, TMT, EP, C&H) 6) Project Management 7) Geographic knowledge 8) Extensive TTS Network 9) Exposure outside TTS (GSG, Banking)
Min 10 years banking / financial services experience
Demonstrated experience of people management, including developing new joiners, setting objectives, managing workflow, deal allocation and submission timelines, managing performance, conducting appraisals.
Experienced in Project Management and leading change programs - delivering new technology and processes
Deep understanding of International Cash Management and Commercial Cards
Understanding of RFP writing/ tender process
Strong team player, with the ability to use own initiative - as a self-starter seeing projects through to conclusion.
Experience in a bank's transaction services business front office environment.
Demonstrated ability to interact effectively and professionally at all levels of seniority.
People Management and career development
Workload allocation and capacity planning
Excellent writing skills
Exposure to sales process within corporate banking environment
Good MS Office skills - Word, PowerPoint and Excel
Excellent time management
Experience with MIS/data collation/Spreadsheets
Experience of Qvidian software would be beneficial.
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