Head of Financial Institutions (FI) Services Sales – Brazil
Citi · São Paulo, Brazil · 1d ago
The Financial Institutions (FI) Services Sales Head for Brazil is a senior executive leadership role responsible for driving sales origination, strategic pipeline development, revenue growth, and client retention across all Financial Institution segments in Brazil—including banks, insurance companies, broker-dealers, non-bank FIs, and Fintechs.
Operating as a strategic originator, senior solution advisor, and business leader, the incumbent will deliver the complete suite of institutional Services solutions. This critical leadership role requires robust partnership with the Banking FI Coverage Group, Services Product Partners, Implementation & Operations, and Global & Regional Sector Heads to achieve aggressive franchise growth and strategic commercial objectives in Brazil.
Product & Solution Scope
The FI Services Sales Head leads origination and commercialization across four core product pillars:
- Payments & Receivables: FI clearing, global and local currency clearing, high-value and instant/low-value domestic payments (e.g., PIX/STR/SPB rails), cross-border payments, API connectivity, and next-generation payment processing infrastructure for FI clients.
- Liquidity Management: FI operating balances, interest-bearing accounts, multi-currency cash concentration, target balancing/sweeping mechanisms, automated yield solutions, balance sheet optimization, and intraday liquidity management for institutional clients.
- Trade & Working Capital Solutions: FI trade financing, trade letters of credit (LCs), bank guarantees, supply chain finance structures, and structured trade & export finance.
- Investor Services (Custody & Clearing): Direct Custody and Clearing (DCC), Global Custody, collateral and margin management, fund administration connectivity, and execution-to-custody integration.
- Strategic Leadership & Sales Execution
- Revenue & Growth Drivers: Lead and execute the sales strategy to drive substantial revenue growth and market share expansion across FI clients and their subsidiaries in Brazil.
- Business Planning & Pipeline Management: Establish, track, and oversee annual sales targets, origination pipelines, deal conversion rates, and strategic business plans for the Brazil FI franchise.
- Senior Client Coverage: Provide executive-level coverage and strategic relationship management to key Tier-1 Financial Institutions, serving as the senior point of escalation and executive sponsor.
- Franchise Origination Model: Champion customer-centric relationship models, instituting best-in-class disciplines in client needs analysis, wallet sizing, account planning, and structured relationship reviews.
- Global & Regional Franchise Collaboration
- Internal Stakeholder Partnerships: Cultivate deep, highly collaborative partnerships with Corporate & Investment Banking (Banking FI Group), Product Management, Capital Markets, and Regional/Global Sector Leadership.
- Inbound & Outbound Corridors: Drive multi-region capture of inbound and outbound commercial opportunities, supporting Brazilian financial institutions expanding internationally, as well as foreign institutions operating in Brazil.
- End-to-End Client Experience: Partner closely with Client Operations, Client Experience Management (CEMG), Implementation, Technology, and Market Management to ensure seamless deal execution and top-quartile Voice of the Client (VoC) satisfaction scores.
- Governance, Risk & Regulatory Compliance
- Franchise Protection: Serve as the first line of defense to safeguard the franchise against Anti-Money Laundering (AML), Sanctions, Know Your Customer (KYC), and broader compliance/regulatory risks.
- Regulatory Alignment: Ensure all transaction banking activities and innovative payment/fintech solutions strictly comply with Central Bank of Brazil (BACEN), CVM, and international regulatory standards.
Required Experience
- Total Professional Experience: Minimum of 15+ years of successful experience in Transaction Banking, Cash Management, Trade Finance, and/or Institutional Investor Services.
- Leadership & Management: Minimum of 8–10+ years in leadership or managerial roles, with a proven record of leading high-performing sales teams and managing across complex matrix environments.
- Sector Expertise: Deep domain expertise in managing Financial Institutions (Banks, Non-Bank FIs, Insurance, Broker-Dealers, and Fintechs) in the Latin America / Brazil market.
- Track Record: Proven history of consistently originating, structuring, and closing multi-million-dollar transaction banking mandates and large-scale RFPs.
Skills, Competencies & Knowledge
- Technical Mastery: Comprehensive understanding of cash management, domestic/cross-border clearing systems, liquidity architectures, trade finance, and custody/securities services.
- Market Insight: In-depth knowledge of Brazil's financial infrastructure, regulatory landscape (BACEN/CVM), local clearing mechanisms, and fintech trends.
- Executive Presence: Exceptional written, verbal, negotiation, and interpersonal communication skills; able to influence C-level executives internally and externally.
- Strategic Problem-Solving: Ability to synthesize complex technical, operational, and commercial requirements into cohesive, tailored institutional solutions under tight timelines.
- Languages: Full professional fluency in English and Portuguese (written and verbal); proficiency in Spanish is an advantage.
Education
- Bachelor’s/University Degree: Required (in Finance, Economics, Business Administration, Engineering, or a related field).
- Advanced Degree: Master’s / MBA or equivalent advanced qualification strongly preferred.
This job description provides a high-level review of the types of work performed. Other job-related duties may be assigned as required.
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Job Family Group:
Institutional Sales------------------------------------------------------
Job Family:
Solution Sales------------------------------------------------------
Time Type:
Full time------------------------------------------------------
Most Relevant Skills
Please see the requirements listed above.------------------------------------------------------
Other Relevant Skills
For complementary skills, please see above and/or contact the recruiter.------------------------------------------------------
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