APAC Deal Pricing and Commercial Lead, Investor Services, VP - HONG KONG

Job Description

Citi’s Investor Services COO organization is seeking a highly experienced, proactive, and strategic Pricing & Governance Lead to drive commercial deal-pricing architecture, risk governance, and operating model modernization across the Asia-Pacific (APAC) region. This high-visibility leadership role acts as the senior commercial and governance partner to regional business heads, product leads, and executive management.

Under our global operating model, this position has evolved from traditional, transactional deal pricing into a strategic partner and advisory function. High-volume, standardized administrative pricing tasks have transitioned to our centralized offshore hub, empowering this regional role to own end-to-end structuring for bespoke, multi-product transactions, complex P&L modeling, deal review council representations, and regional risk control gates.

The successful candidate will serve as a critical bridge connecting multiple functional groups—including Sales, Product, Risk, Operations, Technology, Billing, Compliance, and other key stakeholders across the franchise. In addition to driving complex commercial deal negotiations, the Pricing & Governance Lead will champion internal consulting methodologies, modern operating models, artificial intelligence (AI) adoption, and advanced data analytics to scale pricing intelligence and safeguard Citi’s regulatory standards (including Regulation W).

Responsibilities

Complex Deal Architecture, Structuring & Financial Modeling

● Bespoke Deal Structuring: Lead the commercial design, financial architecture, and rate card customization for high-value, regional Investor Services transactions that are multi-product, non-standard, and highly iterative.

● Advanced Financial Modeling & Cost-to-Serve: Build and execute sophisticated deal P&L simulations, scenario analyses, fee reviews, and margin hurdle assessments. Partner actively with front office and operational partners to incorporate full lifecycle cost-to-serve metrics into pricing models.

● RFP & Sales Enablement: Partner directly with Sales, Client Executives, and Product Leads across APAC time zones to deliver competitive, market-sensitive pricing proposals under tight, market-driven RFP deadlines.

● Client & Commercial Engagement: Engage with key institutional client stakeholders to understand commercial nuances, leveraging predictive analytics and data-driven insights to structure mutually beneficial terms that drive client retention and revenue growth.

Governance, Risk Management & Compliance (First Line of Defense)

● First Line of Defense (1LoD) Controls: Proactively identify, monitor, flag, and escalate risk, control, and operational issues across all regional pricing and deal governance workflows.

● Affiliate Transactions & Regulatory Oversight: Act as the mandatory regional control gatekeeper for affiliate transaction reviews, performing rigorous peer and transfer pricing analyses to ensure adherence to internal policies and regulatory standards, including US Regulation W.

● Cluster Deal Review Council (CDC) Leadership: Lead the end-to-end regional preparation, review, and presentation of high-value and complex deals before Cluster Deal Review Councils (CDC) and relevant global governance bodies, securing all necessary management approvals prior to commercial commitment.

● Governance Framework Modernization: Direct the continuous implementation, standardization, and execution of the modernized APAC deal governance framework, integrating robust data governance and audit-ready controls.

Pricing Strategy, Commercial Intelligence & Predictive Analytics

● Strategy & Fee Schedule Optimization: Continuously evaluate standard product fee schedules and benchmark standard pricing templates against evolving APAC market realities, competitor trends, and Citi return hurdles.

● Competitive Data Analytics & Market Intelligence: Analyze industry trends and internal client comparables ("comps") to identify pricing anomalies, mitigate revenue leakage, and uncover cross-sell opportunities.

● Deal Lookback Reviews: Design, execute, and institutionalize structured post-implementation review mechanisms ("lookbacks") to measure actual post-close deal revenues and operational margins against baseline deal models, refining future pricing assumptions.

● Executive Dashboards & Reporting: Develop, maintain, and present executive-ready regional pricing dashboards, win/loss trend analyses, and commercial intelligence reports directly to APAC senior leadership.

Operating Model Modernization, AI & Capability Enablement

● Digital Transformation & Tool Champion: Serve as the regional business owner and champion for the rollout and active adoption of Pricing Studio (Citi’s end-to-end deal pricing workflow platform).

● AI & Automation Integration: Drive the integration of AI-powered pricing tools, predictive analytics, and workflow automations within daily pricing cycles to accelerate turnaround times, minimize manual touches, and enhance predictive modeling.

● Offshore Hub Leadership & Oversight: Supervise and optimize the operational interface with the centralized offshore team, defining clear service level agreements (SLAs), quality control gates, and seamless handoff protocols.

● Cultivating Skills of the Future: Foster a culture of continuous learning and innovation within the team, sponsoring skill development in data analytics, AI literacy, agile practices, and modern digital operating models.

Core Behavioral & Leadership Competencies

● Matrix Navigation & Consensus Building: Proven capability to navigate a highly matrixed global organization, manage competing priorities across senior leaders, and build alignment on complex transactions.

● Strategic & Analytical Mindset: Exceptional ability to look beyond basic spreadsheets to extract actionable commercial intelligence, translate quantitative data into strategic decisions, and advise senior leadership.

● Agility & Delivery Under Pressure: Demonstrated agility to thrive in a high-velocity environment with shifting client timelines, balancing multiple time-sensitive deliverables with composure and precision.

● Autonomous Ownership & Initiative: High degree of self-direction, taking complete ownership of complex initiatives from conception through execution with minimal oversight.

● Global & Cross-Cultural Collaboration: Strong networking and communication capabilities to collaborate effectively across diverse global teams, time zones, and functional disciplines.

Recommended Qualifications

● 6–10 years of relevant experience in financial services, business analysis, product management, financial engineering, or a COO-related commercial function.

● Experience managing across multi-function and/or global business environments, navigating complex matrixed reporting structures with ease.

● Strong internal consulting and/or finance background, with a proven track record in improving deal pricing structures, risk governance frameworks, and driving large-scale transformation initiatives.

● Knowledge of financial markets, investment products, and regulatory frameworks relevant to APAC Investor Services, including Custody, Fund Administration, or Security Finance services.

● Proven track record in financial modeling & deal pricing, including bespoke P&L simulations, scenario testing, cost-to-serve analysis, and commercial negotiations.

● Ability to implement and optimize modern operating models (e.g., agile, digital workflows, continuous process improvement) within a financial services context.

● Experience in fostering a culture of continuous learning and developing skills of the future (e.g., data science, AI adoption, predictive analytics, workflow automation) within a team.

● Strong leadership, interpersonal, and communication skills, with the demonstrated ability to articulate complex financial and technical concepts to senior, non-technical stakeholders.