About This Role
This managing director role leads the Financial Institution Sales and Client teams in Japan, defining and executing strategies to grow market share and revenue across liquidity, investor services, payments, and trade. The position involves end-to-end client coverage and enhancing the client experience for a diverse range of financial institutions.
Responsibilities
- Lead the Japan Sales team to achieve revenue and return targets, driving sales origination, revenue realization, and client retention through 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
Requirements
- 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
