Managing Director, Commercial Gtb Sales, Ib

**Title**:Managing Director, Commercial GTB Sales, IB- Requisition ID: Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.- Location: Mexico City_**_ Purpose_**- The role leads a team of experienced transaction banking sales professionals to drive the growth of transaction banking solutions (Cash management, Trade finance, Liquidity management, Commercial Cards) in the Commercial Bank segment across the International Banking markets while enhancing client relationships in the region and ensuring the bank delivers an exceptional client experience in partnership with the Commercial Bank coverage organization and GTB Operations.- Provides strategic direction, drives profitable growth, builds market profile, and maintains portfolio quality. Ensures the business strategy, plans and initiatives are in line/consistent with the region and global goals and executed/delivered in compliance with governing regulations, internal policies, and procedures.**_Accountabilities- ****Strategic Leadership**- Develop and execute a GTB Sales strategy for IB markets, aligned to the global objectives and the regional and market to market dynamics.- In partnership with IB and the global GTB organization, devise and execute on a Target Operating Model_ _for the Commercial Bank that drives the required client momentum and talent performance in line with strategic KPIs.- Develops a deep insight on our current positioning in the market, the addressable wallet opportunity, and measures progress as a function of profitable growth and an ongoing systematic capture of share of wallet.- Stays abreast of the Bank’s policies and products, industry trends, technology advances, competitor positioning and sales results/ trends by region, market segment and product.**Revenue and Client Growth**- Deliver on revenue, profitability, and market share targets by expanding the portfolio of relationships with Cash Management, growing primacy, and generally cross selling the full GTB value proposition.- Leverage data-driven insights to identify client needs, design tailored offerings and capture targeted sources of share growth.- Leads the development and execution of an annual sales plan by sub product and country.- Partners with the Commercial Bank coverage Team in the review of sales strategies for large value opportunities (targeted calling, analyzing, structuring, negotiation tactics and client pitches)- Partners, as required, directly in the sales process for large value opportunities (presentations, proposals, negotiation of pricing, terms, and conditions) to drive closing of complex transactions.- Champions any needs for non-standard pricing and the necessary approvals- Leads pricing meetings and approves (in conjunction with the credit adjudicating authority) the pricing of all transactions above agreed upon revenue thresholds.**Client and Market Engagement**- Foster relationships with key commercial bank clients, serving as a trusted advisor on transaction banking solutions, and leverages those to understand key market trends and other key insights that direct client relationship provide.- Represent the organization at client meetings, industry conferences and key forums, to strengthen the Bank’s brand awareness.- Stays abreast of market trends, regulatory changes and competitive dynamics impacting transaction banking in the IB countries.**Sales Governance and Operational Excellence**- Ensures rigorous pipeline management, forecasting and reporting to maintain visibility and alignment with the business goals.- Interacts with the product group to ensure that the product line matches market needs, and that the Bank’s range of services remains competitive and profitable.- Strategically influences the product group with respect to the Bank’s digital transformation including new product launches, legacy platform migrations, and ongoing maintenance/upgrades of the Bank’s overall product offerings.- Uphold compliance with regulatory requirements, internal policies, and ethical standards across all activities.- Drives the development and maintenance of the overall quality of the Commercial portfolio and client base, within the established parameters:- Leads the monitoring/reviewing of portfolio trends and recommends strategies designed to maximize profitability and customer satisfaction.- Responsible for driving portfolio growth in fees and balances across Commercial Banking- Drives the development of post implementation growth, product adoption and quality initiatives for high potential accounts and execution of established plans.- Partners with GRM to structure complex deals and monitor risk appetite of portfolio, adhering to regulatory and internal Bank requirements.- Drives improved sales productivity and sales management practices to maximize results.- Creates an environment in which his/her team pursues effective and efficient operations of his/h