Prospection Relationship Manager Network Sector Coverage

The Relationship Manager “RM” is an ambassador of ING, responsible to create, develop and maintain profitable multi-products relationships with prospects/clients.

At ING in France we have an ambitious growth plan and we aim to develop new relationships with French subsidiaries of our international clients (where parent headquarters is located outbound France,    countries at ING Wholesale Banking). The RM in that Network Sector Coverage team is the Local Account Manager (“LAM”) and in charge primarily of adding new clients to the current scope and to coordinate solutions.

• Primarily involved in bottom up prospection, the RM is in charge of executing bank’s growth plan by on-boarding new corporates (turnover > €500m) in alignment with strategic plan.
• Being the main contact of various client teams, the suitable candidate will lead and execute the commercial strategy in coordination with key internal stakeholders (NSC and sector management, products, countries RMs, credit risk).
• The RM will develop long term relationship with prospects/clients by leveraging and marketing the 3 ING differentiators: (i) Sector expertise by selling ING’s product range, (ii) Market ING France capabilities (Network differentiator) and (iii) promote Sustainability-linked transactions where relevant.
• As gatekeeper, he/she ensures financial and non-financial risks management on own clients’ portfolio in scope.

Core tasks & material responsibilities are articulated around 4 pillars:

Commercial Client Management

• The LAM is product and sector-agnostic and promotes ING Corporate Banking capabilities and visibility in France. You will support the origination of business for Lending Services, Financial Markets, Transaction Services and ensure a clear development plan around the internal client team (products and network).
• You will grow a strategic dialogue with clients’ decision-makers (local and central management teams: CEO, CFO, Group treasurer) in close coordination with Parent Account Manager team at HQ level.
• The RM is the accountable person for the overall business, including profitability.
• Share lessons learned / best practices within your team as well as with local, Pam team and other virtual teams.

Origination & business development

• The Local Account Manager in charge of Prospection defines “hunting approach” to the business, leveraging on its own connections and ING network support. He defines a commercial plan to visit its prospects/clients by identifying their critical business issues and opportunities in line with local strategy, based on a good understanding of clients, its business, the sector as well as ING products, using an integrated approach
• You will need to have a strong view on credit risk assessment to select the right clients/business, share views with the Pam and propose the right deal structure to minimize our risk.
• You will need to be able to obtain concrete commitment from clients to deliver on promises within reasonable timeframe.
• Fully involved from pitching to deal execution and implementation, the RM is able to coordinate and embark the teams present in different countries towards shared objectives.

Transaction Approvals

• You will lead the commercial approval process and align with the various internal stakeholders both locally and at HQ level.
• The Lam provides relevant commercial input on Credit Applications, Modifications and Reviews to ensure smooth deal execution.
• You will follow-up on deal execution by middle/back office.

Compliance Undertaking

• As principal risk taker, the RM is responsible for managing compliance risk and complying with the spirit, as well as the letter, of applicable laws and regulations, ING Bank policies and standards

The Relationship Manager should behave strictly in adherence with The Orange Code.

Challenges

• Challenging and competitive environment
• Ambitious targets
• New team structure
• Interacting with a very large spectrum of people with different mindsets and objectives

Contacts

Internal:  

All commercial teams in France (front office and support) as well as through the network, including : product specialists; ING network offices; Risk, Legal and Compliance departments; Senior management

External:

Key decision-makers (CEO, CFO, group Treasurer) of French subsidiaries prospects/clients, active participation in events to enhance visibility in the French Market and in the Network.

Profile

Education: 

Business school/University master degree (bac +5) in economics/finance, and/or CFA or equivalent academics.

Required Attributes:  

Minimum 8 years’ successful experience in Relationship management/ Front Office / origination roles. Ability to prospect new clients and originate with a differentiating mindset.

Business Attributes:

• Client onboarding experience
• Natural ability to structure and coordinate in a Project mode
• Deal/transaction experience (for similar client scope is a plus), and proven contribution to wining new business / new clients
• Understanding and knowledge of CIB products, with focus on lending, Transaction services and FM flows
• Credit analysis knowledge; understanding of and adherence to credit and compliance processes
• Strong taste for international environment
• Mastering of French and English is compulsory
• Client portfolio contacts of French subsidiaries of international clients is a plus

Personnel Attributes :

• Strong commercial attributes, negotiation skills and appetite for meeting new clients
• Natural ability to motivate and lead a team of various professionals around new client situations
• Highly effective team player
• Multi-tasking with flexibility and adaptability
• Proactive and solution-oriented