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Custody and Funds Services Sales Manager

Lead (more than 10 years)


Technical Skills

  • Asset Allocation
  • Asset Management
  • FX
  • Product Management
  • Sales
  • Securities Lending

Job Description

Custody and Funds Services Sales Manager

Location: APAC-Hong Kong SAR of PRC

  • Job Purpose:
    Sales origination within China in respect of Custody and Fund Services product offering, including FX, Collateral Management, Agency Securities Lending and Middle Office capabilities across a broad client segment covering Financial Institutions, Insurance, Asset Management and Public Sector clients.
    This senior sales role is primarily centred on the provision of Citi’s Custody and Fund Services business, but also working closely with the broader Markets and Securities Services business to identify cross-sell opportunities to penetrate key target clients within the various client segments across China market.
    The primary role of the CFS Sales manager is to originate sales deals from within a target client segment, focusing on the most significant opportunities based on wallet size, complexity of solution and product offering.
    Job Background/context:
    •          Drive origination opportunities, execute against a defined sales goal and monetize deals. 
    •          Build and maintain a comprehensive pipeline that is 5x larger than the individual sales goal
    •          Identifying and understanding client requirements across the entire transaction services value chain in order to proactively recommend products and solutions that improve and enhance the client’s business  
    Key Responsibilities:
    •          Manage a pipeline of  key CFS prospects, drive origination opportunities
    •          Work with regional partners / PFSS Country Head to develop sales plan / wallet sizing of key opportunities which is consistent with franchise goals
    •          Be viewed as a subject matter expert in the industry; develop bespoke solutions for our clients working closely with Product, Technology and Operations partners
    •          Work closely with our Markets RM / FI Bankers to penetrate key clients and leverage our existing relationship to help win new mandates
    •          Represent both Citi and any relevant underlying products at industry forums and periodic conferences
    •          Understand and assimilate key regulatory and market changes that directly or indirectly impact the businesses of our clients
    •          Develop and maintain a network of contacts within Citi (Securities Country Managers, Product, Client Sales Managers, Network Management, Credit, Legal, Client Delivery, Operations, Technology, etc) in order to effectively deliver results for clients in a timely manner
    •          Work closely with Client Executives on any existing clients who have issued an RFP in order to retain the business
    •          Act as the senior point of escalation for client service issues
    Development Value:
    1. Extensive client interaction with the largest clients of the PFSS franchise
    2. Gain extensive knowledge of all Securities Services products
    3. Development towards an expanded regional role or potentially product management


  • Detailed understanding of the Securities / Custody and Funds business gained over a minimum 10 year period
  • Knowledge of other PFSS products in order to identify cross-sell opportunities will be a benefit
  • A keen awareness of the regulatory landscape
  • An understanding of client challenges and ability to articulate our capabilities to meet these challenges
  • Proven ability to develop and maintain client relationship at all levels of the organisation
  • An ability to manage and motivate deal teams to deliver outstanding results
  • Second language is preferred
  • Educated to post graduate level or any other equivalent professional qualification
  • Relevant industry exams / licensing as required


  • Ability to prioritize both individual and team work-flow
  • A proven track record in delivering for clients through use of extensive Custody product knowledge
  • Sound commercial judgement
Employment TypeFull-time
Career LevelLead (more than 10 years)
Education LevelNon-specified
CitibankFinancial Services, Retail and Commercial Banking

50/F, Champion Tower 3 Garden Road Central, Hong Kong

directions_walk12 mins walk from Admiralty Station