Commercial Business Group > Graduate

Business Description

The Commercial Business Group (CBG) provides a range of innovative products and services to meet the financial needs of small to medium-sized commercial clients across diverse industries in North America. CBG consists of Regional Banking (Eastern, Central, and Western), the Equipment Finance Group, and the Financial Solutions Group. Regional Heads partner with internal CBG businesses and Citi businesses to deliver financial solutions to companies with annual revenues between $5MM and $100MM. CBG has created several cross-sell partnerships with different Citi businesses to bring together all of what the diverse groups can offer for the benefit of our clients. Examples include Bank@Work services to commercial banking customers and Diners Club Card T&E accounts for construction finance clients.

The Equipment Finance Group (EFG) leverages industry expertise to provide equipment and commercial financing for manufacturers, dealers, and end-users. In addition, the Equipment Finance Group partners with the Banking and Product Groups to foster cross selling and referral business opportunities intended to deepen customer relationships. EFG comprises the following business segments: Canada; Commercial Equipment Finance; Healthcare and Energy Finance; Material Handling Finance; Private Label Equipment Group; and Asset Management. Relationship Managers often develop long-term relationships with these clients who represent the hospital, private medical practice, municipal, nonprofit, construction and corporate arenas. EFG partners with industry leaders in the healthcare equipment manufacturing industry to develop leasing programs with large city hospitals for needed diagnostic equipment to improve the lives of patients.

The Financial Solutions Group comprises distinct product groups who work with the businesses and other areas of Citi to create seamless access for clients to multiple financial products and services including treasury and cash management, foreign exchange/trade, franchise finance and commercial mortgage real estate. Its Cross-Business Group drives relationship-building and cross-business referrals with the goal of providing "one stop" to Citi clients for all their financial needs. The Cross Business Group, which manages a Banker Group dedicated to Smith Barney, provides Smith Barney clients with all CBG's products and services. It executes and tracks key cross-business strategies including banking services to Equipment Finance Group clients as well as fostering crossreferrals of certain key products including Treasury, Bank at Work, Derivatives and Investments.

What makes CBG unique is its commercial banking and finance activities within the market niche of the $5MM to $100MM commercial market segment, which represents approximately 90% of CBG's existing business. CBG provides custom financial solutions within this target market, which has a wealth of revenue opportunities for capturing additional walletshare in this yet unsaturated market.

Roles of an MA

To give you a better understanding of what you can expect if you join the Commercial Business Group, we asked for some input from our Management Associates’s. Here they describe their experiences while on the program.

Yohance Fuller
Class of 2005

I joined Citi in August 2005 after graduating from The Johnson School at Cornell University. Since joining, I completed rotations with the Commercial Real Estate and Middle Market Lending Groups in New York, and Citi Community Capital in New York City and Washington D.C. I also completed Commercial Credit College, an intensive six-month training program providing participants with the skills necessary to structure new financings and to analyze credit risk when dealing with client financial statements, risk portfolios, and credit transactions.

During my first rotation with the Commercial Real Estate Group, my responsibilities were twofold. I analyzed, underwrote and engaged borrowers for real estate financing of multifamily and commercial properties in the Northeast region. I also led a strategic initiative to identify new business opportunities within the commercial real estate marketplace. It was a high profile project that allowed me to present to senior executives in various areas of the bank. I enjoyed the opportunity to lead a project, meet new people, and learn by doing.

During my rotations with Citi Community Capital, my primary responsibilities were to analyze, underwrite and engage borrowers for real estate financing of affordable and marketplace housing, and community retail shopping and commercial centers. I assisted in the closing of over $100MM in construction and permanent financing.

I was drawn to the CBGMA program because of its involvement with commercial real estate and community development lending. However, I have also had the opportunity to gain exposure to middle market lending. Not only have I gotten the opportunity to work in areas that I targeted, but I’ve also had the opportunity to be exposed to various other businesses, products, and markets. I wanted a career experience where I would learn something new every day and be constantly challenged. Thus far, the CBGMA program has exceeded my expectations.

Having completed the CBGMA program, I accepted a permanent position as a Vice President with Citi Community Capital – Project Finance group in Washington, D.C.

Anjit Anand
Class of 2005

I joined Citi in August 2005. I have just completed my fourth rotation with Citi’s Community Development (CCD) in San Francisco. My previous rotations include Middle Market Banking supporting the Smith Barney Commercial Banking initiative and Loan Syndications, both in NYC. Also I completed Citi’s six-month Commercial Credit College training.

The most exciting project I have worked on was with the Smith Barney(R) Commercial Banking group. As a new initiative within the organization, the group was in its infancy when I joined for my first rotation. I was tasked with the goal of developing initial marketing tools and putting together a plan to educate our internal Financial Advisors and external clients. The grassroots entrepreneurial nature of this assignment was exciting and invigorating.
In my opinion, Citi’s culture is collaborative, adaptive, and morally conscious. While the company is focused on achieving positive results, Citi values the process one takes to get there. The group I am currently in embraces a similar culture. We are a lean team, so it can get very busy; having a supportive environment becomes even more important.

I joined the CBG MA program for its entrepreneurial spirit and the real estate exposure I sought upon graduation from business school. It was clear to me through the interview process that within this large organization the Commercial Business Group was a place that would allow someone to come in and not only make a change but also allow him or her to build a career.

Our Programs

Commercial Business Group in North America has two programs you can apply for:

• Full Time Program 
• Summer Associate Program 

Full Time Program

The Commercial Business Group Management Associate Program was launched in 2004 to provide a pipeline of highly trained and motivated talent to help the business meet its aggressive growth strategy.

The program is a two-year leadership development program in which Associates rotate across various areas of the business, including but not limited to:

• Commercial banking
• Real estate, leasing 
• Strategy and marketing
• Risk management
• Syndications
• Treasury
• Cash management

During this two-year period, Management Associates will also spend 13-weeks in credit training. The objective of this intensive 13-week training is to acquire the skills necessary to structure deals and analyze credit risk when dealing with client financial statements, risk portfolios, and credit transactions. In addition to the training program, MA’s are assigned senior mentors and training opportunities throughout the rotational program to further enhance their development.

After successfully completing the program, Management Associates typically take on a challenging position based on their strengths, interests, and the needs of the business, while also continuing to development their leadership potential. The majority of these associates are likely to move into relationship manager positions either in sales and/or credit functions across the business groups. The rotational program begins in August. 

Summer Associate Program

The Commercial Business Group Summer Associate Program is a 10-12 week program that begins in the end of May or beginning of June through mid-August each summer.

Summer Associates will be aligned within one of the Commercial Business Group units based on a combination of business needs and the associate’s area of interest. Internships will focus on:

• Project management
• Relationship management
• Credit risk
• Finance
• Marketing
• Operations

Additionally, Summer Associates are assigned a group project which they to present to senior management along with their recommendations for a challenge currently being faced within the business.

Over the course of the summer, Associates will have many opportunities to interact with senior management in both the Commercial Business Group as well as other business units across Citi. There will be various speaking engagements and social events at both the business and corporate level to provide opportunities for networking.

Upon successful completion of the program, Summer Associates will be considered for the full-time Management Associate Program based on their performance on both the individual and group projects.

Who we are looking for

We asked our Commercial Business Group recruiters to describe what makes a good candidate and what specific skills they are looking for.

We are seeking highly motivated candidates with superior academic performance, strong communication, interpersonal skills, and solid quantitative skills.

Potential candidates do not necessarily need to have a financial background, however we do expect them to be part of the 2008 MBA class and also have 4-6 years of progressive work experience.

Key attributes of a qualified candidate include: 

• The ability to work both independently as well as in a team
•  Organizational skills
• High degree of self-motivation
• Initiative and leadership potential

Simply put, we are looking for candidates who can prepare the analysis and materials for a meeting with the CEO of a high-profile company, while calmly exhibiting professionalism and insight throughout their interaction with the client.

Candidates must meet the following criteria to be eligible for program consideration: 

• Demonstrated leadership - “change agent” who have participated in and led teams
• Results orientated - Gets it done
• Intellectual curiosity - Hungry for knowledge
• Strategic thinker that combines knowledge of business and process to approach problems in a holistic manner
• Makes disciplined decisions
• Exceptional interpersonal and relationship building skills
  
  
  
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Recruitment Process

In order to be considered for this program, you must apply online. Please also apply through your university's Career Services Office. Only applications submitted through both systems will be considered.

Where

Where we are located…

New York City, NY; Long Island City, NY; Harrison, NY; Washington, DC; Irving, TX; Glendale, CA; Irvine, CA; San Francisco, CA; Chicago, IL; Miami, FL; Boston, Massachusetts; Philadelphia, Pennsylvania; Toronto, Canada.