Mario Trapani
Business Development Manager - Banking Market Line, CSC Italia
Short Bio:
“Mario Trapani started his career in 1993 working at financial brokerage houses in Rome and Milan as broker-dealer. In 1995 moved to London, working for major international banks (Mitsubishi Trust and Citibank) as Treasury System specialist first and Money Market Functional analyst later; then with Clearstream covered the position of Senior Functional Analyst first and later of Clearing & Settlement Key expert shifting his career path towards the Sales area (conducted sales/ pre-sales campaigns). In 2002 Trapani returns to Italy to cover for SIA the position of International Sales & Business Development - Account Executive, with the key targets of enlarging the international client base and building a commercial strategy through project initiatives, alliances and partnerships.
In 2006 moved to CARIFAC as Payment Systems/ Monetics Product Manager within the Sales Division.
At present is working for CSC Italy as Business Development Manager.”
Area of Competence and Key skills:
- Commercial Strategy, International Business Development;
- Payment System: Automated Clearing Houses (ACH), Real-Time Gross Settl. Systems (RTGS), Central Securities Depository (CSD) & Cards Switch;
- Single Euro Payment Area (SEPA);
- Clearing & Settlement/ Custody: Business & Functional competences;
- Electronic Trading Systems (Repo/ Bonds, MM);
- International Tenders: IFI bids (RFIs, RFPs)
- Key Account Relationship Management;
- High Negotiation/ Presentation skills.
13 contattiResponsibilities:
- Business Development with North and Central Italian Banks (Retail and Investment) for the CSC’s Banking offering.
- New partnership, alliances in order to generate new project initiatives.
2002 - 2006Responsibilities:
- Relationship Management: with Central Banks, Clearing Houses, Central Securities Depositories, Stock Exchanges and all major Financial Institutions.
- Participation to International Conferences, industry seminars/ exhibitions as speaker or company’s delegate(i.e.: SIA delegate for: the Swift Regional Conferences, EACHA Meetings). Delivery of company’s presentations, product demos and on-site workshops;
- Key Account Portfolio Management for major Italian, European / East European and Nordic Banks with focused sales targets on Payment System and Clearing & Settlements arena;
Achievements:
- Development of the Sales pipeline with an exceeded annual target reach for the years 2003-2005 (110% in 2003, above 120% in 2004 and 2005).
• Internazional Projects for the implementation of Payment Systemts and Capital Markets solutions in:
- Romania: National Payment System Project–Central Bank (origination, client relationship)
- Albania: ACH / RTGS Bank of Albania (Deal origination: Consultancy)
- Czech Republic: Central Security Depository System (Bid Management, project kick-off)
- Macedonia: Automated Clearing House: Banks Participant system (deal origination)
• Relevant Products Portfolio Sales Volume:
- EBA Step2: First Pan European Retail Payments Clearing House in €; Member Banks Partecipant Systems, networking solution sales;
- MTS and e-Mid: Sales to European Clients of Gateway solution for the Bond Market and Money Market Interbankinng trading platforms.
Clearing & Settlements & Custody Key Expert / Pre-Sales, CLEARSTREAM: (ex CEDEL Group) – London/ Luxembourg offices.
1999 - 2001*Responsibilities:
- Involved in the internal strategic Java Connectivity project for the Creation Connect Project: new real-time processing of Clearing & Settlements & Custody platform:
Relationship Management with the Heads of: Securities Lending, Repo and Settlements desks in order to understand the accuracy of the business requirements to be implemented.
- Member of the SWIFT ISO 15022 project: Relationship Management with all European Depositories for the new securities standards to be implemented.
- Conducted the Pre-sales Marketing campaign for the new Clearing & Settlement and Custody platform (New product presentations and functional demos on client site - to the 20 major clients selected as pilot).
**Achievements:
- Project delivery within schedule of Creation on line – phase I;
- Completed pilot project roll over obtaining the contract agreement with 20 pilot banks for the new Clearing & Settlement Platform.
