Head of Sector Coverage Technology, Media, Telecom & Healthcare The Netherlands

At ING we are looking for a Head of Sector Coverage Technology, Media, Telecom & Healthcare (“TMT&H”) The Netherlands

Technology, Media, Telecom (TMT) and Healthcare is one of the industry clusters within the Sectors business line in Wholesale Banking (“WB”). The Global Technology, Media, Telecom & Healthcare sector team (TMT&H) provides its over 500 clients worldwide with advice, highly competitive banking products and services.

Reports to:

Head of Sector Coverage Netherlands – Hierarchically

EMEA Head of TMT&H – Functionally

Level:

Managing Director

Your role and work environment:

• In the context of a growing team and internal movements, we are looking for a talented and energetic person to head the TMT & Healthcare sector team of ING Wholesale Banking in the Netherlands
• TMT&H is one of the industry clusters within the Sectors business line in Wholesale Banking (“WB”), which provides its over 500 clients worldwide with advice and highly competitive banking products and services
• You will be leading a successful and highly driven & results-oriented team of 22 persons. Working in the TMT & Healthcare sector team means working in a dynamic environment with interesting clients and on challenging transactions at the very heart of the ING organization. Due to the complexity of the assignments, the importance of this role for the TMT&H global team and the international nature of your work and your team, you will learn a lot but the expectations of you will be high
• The global TMT & Healthcare sector team consists of 80+ dedicated professionals located in New York, Amsterdam, Frankfurt, London, Madrid, Milan, Paris, Sydney, Hong Kong, Tokyo, Taipei and Singapore. The combined teams in Amsterdam, Frankfurt, London, Madrid, Milan & Paris cover the EMEA region, together with bankers in other locations, and serve clients in a number of TMT & Healthcare sub-sectors
• You will also work with the teams in Americas and APAC who cover the entire spectrum of TMT & Healthcare clients and transactions in their region. ING is one of the leading banks in the sector and is continuously in the top of the EMEA league tables

The opportunity:

To join a leading Sector Coverage team, a team on the ground in Amsterdam with a top market presence in the sector and to drive maintaining current market position and also ambitious growth plans of ING WB in the Netherlands.

Your key responsibilities:

You will be leading multiple client & deal teams involved in origination and execution of transactions which have a large impact on our clients. You provide strategic direction and guidance to the team members in Amsterdam and work closely together with other locations, global sub-sector leads and various product teams across ING. In all your activities you will strive to anticipate, meet and exceed client needs in the best way. In the TMT & Healthcare sector team your job is hugely diverse, but your main tasks consist of:

Commercial and financial performance

• Building client relations and maintaining continuous dialogue with industry leaders and sector participants on the most senior level, be the thought leader in the NL market for our chosen sectors
• Maintaining active and regular contacts with other departments/disciplines within ING such as Corporate Finance (CF), Loan Distribution Group (LDG), Debt Capital Markets (DCM), Financial Markets (FM), Transaction Services (TS) and Risk Management
• Accountable for maximizing fee income and capturing cross-buy at an early stage in close cooperation and consultation with all ING product teams (including Financial Markets, CMA and Transaction Services)
• Have a strong capital velocity mindset, focusing on the active portfolio management way of working
• Responsible for commercial alignment and driving commercial prioritization on behalf of the TMT&H Sector in the Netherlands
• Responsible for sales force effectiveness and commercial ambition of the team
• Fully embracing Commercial Excellence way of working and be a driving fore in the team regarding implementation
• Acts as “player-coach”: relationship banker for selected client relationships, whilst steering the client interactions across the wider client portfolio
• Engage in senior level dialogues with clients – boardroom level-discussions
• Provide representation and thought leadership externally
• Actively driving and supporting deal generation, proactively contributing to the origination efforts of the team by driving sector analyses, presentations and pitch books 

Strategy development and execution

• Contribute to the TMT&H commercial strategies, target setting, client marketing and business initiatives, whilst operating within Credit & NFR risk appetite
• Continuously focus on the execution of the set Sector Strategy, with relevant regional updates
• Identify and act on commercial growth opportunities, including event driven, advisory, sustainability and outbound business development
• Apply Commercial Excellence in “the way of working”
• Develop and manage Dynamic Plan, and further develop potential opportunities - emphasizing profitable growth in line with strategy
• Drive the active portfolio management discussion with focus on i) risk performance, ii) profitability of the clients & x-Buy and iii) capital velocity in the Netherlands TMT&H portfolio
• Maintain robust risk culture and performance of the TMT&H sectors
• Ensure regulatory compliance in line with ING procedures

Knowledge sharing and collaboration

• Develop and coordinate knowledge sharing and cross-fertilization within the TMT&H team and across the other Sectors and Product teams within WB in the Netherlands
• Foster a culture of client centricity across financial areas/needs, collaboration with all ING products and Client Coverage teams like Financial Sponsor Group and Global Sector Leads, continuous improvement and innovation
• Develop sales excellence, talents and a high-performance culture in the team

People perspective for TMT&H in the Netherlands

• Act as people manager for the TMT&H Amsterdam team
• Ensure x-fertilization by moving talent and giving people stretch roles and assignments
• Identify and take initiatives to optimise the client portfolios and client account allocations
• Ensure a culture of diversity and inclusiveness, in support of growing a profitable business
• Attract, engage, and develop talent
• Guiding, training and supervising Associates and Analysts in a deal team setting

What are we looking for?

We are looking for a pro-active professional with a strong personal drive, international experience and looking for opportunities on your own initiative. You have the ability to operate in a highly demanding environment, to deal with pressure and to perform under tight deadlines. You have a strong commercial drive, excellent communication skills and management experience. The knowledge of and experience in the TMT&H key sectors is a must-have.

Personal profile:

• Graduate degree (MBA, or equivalent)
• (Senior) Leadership profile and strong team player with a pro-active mindset
• At least 18 years of experience in the financial sector in an international, wholesale banking, environment
• Client-centric approach paired with exceptional analytical and judgement skills
• Strong communication skills, track record of building relationships
• Robust TMT & H sector knowledge and solid WB product knowledge
• Broad understanding of Capital Velocity topics
• Attentive to compliance and governance issues
• Cross-cultural effectiveness
• Strong project & time management skills
• Fluent in Dutch and English, both verbally and written.

Required behaviour:

• Commercial drive with a strong focus on x-Buy
• Advocate for change
• Self-motivated
• Collaborative focus, team builder
• Strong network internally and externally
• Inclusive and open leadership style
• Orange Code ambassador