Head Multinational Clients Germany and Nordics

Head Multinational Clients Germany and Nordics

About the organization

Santander is one of Europe´s largest banks by balance sheet (>€1.5tn assets, A/A2 rated) and also one of the global Top 10 banks by assets and market cap. Santander Corporate and Investment Bank (SCIB) has been one of the growth pillars of Santander globally in recent years, with its key businesses being:

• Corporate Finance (ECM, Private Placements and M&A)
• Global Debt Finance (DCM, Project Finance, Securitisation, Principal Finance, LBO)
• Global Transaction Banking (Trade Finance, Cash Management, Liquidity solutions)
• Markets (Fixed Income, Credit and FX)

Having demonstrated several years of strong growth in within Europe, three specific focus areas for SCIB are now (i) to increase its footprint with Corporate, Sponsor and FIG clients; (ii) to continue gaining market share in regions where material upside potential exists (one of the being the “GSA & Nordics”); and (iii) to refine its successful global relationship approach for its most important clients.

To continue its growth path in the region, SCIB has hired Tobias Heilmaier as Head of SCIB and Banking and Corporate Finance for Germany, Switzerland, Austria and the Nordic countries (“GSA & Nordics”) in late 2022. Since then, the Frankfurt office grew revenue, profitability and return on capital while establishing a local presence for the Markets and fostering a closer integration of the local operation with SCIB’s global platform. Next to clients headquartered in GSA & Nordics, Santander is investing to grow the business with inbound Multinational Clients (subsidiaries and Treasury Centers of non-DACH & Nordics Santander Clients).

Executive Director - Multinational Clients

About the job

For its growing ambitions and noticing the demand from the market, SCIB is looking to hire a “best in class” coverage banker who can drive both the strategic and a wholistic treasury dialogue with our target clients. The target client universe which today is already (partially) covered but entails significant growth potential includes:

European Head Quarters and Treasury Centers of large cap companies from US, Asia, LatAm for the corporate banking needs and (less frequent) strategic advisory on M&A and capital structure. Large subsidiaries of European companies in the DACH & Nordic region (Hochtief, Telefonica Germany, Hella etc.) Large Joint Ventures and substantial portfolio companies owned by international Financial Sponsors with a strong focus on the Renewable, TMT and Infrastructure sectors.

The job requires an entrepreneurial mindset, a pro-active approach both internally and externally, and an advice- and solutions-oriented approach towards client dialogues. In addition, it is important to have well developed product expertise in several Corporate and Investment banking product areas and experience in working in a complex international organisation. A strong teamwork attitude, the ability to act as a “quarterback” for the entire team of subject matter experts, and a solid understanding of key risk parameters and processes are further crucial requirements.

Your responsibilities in this job:

• Ensure to deepen relationships with regional treasury centers of Global corporates, while connecting to colleagues covering the headquarters of the respective clients
• Drive the treasury dialogue with clients and take accountability for growing results
• Take ownership of own clients and prioritize new prospect client through diligent wallet assessment in close coordination with product groups
• Originate structured finance and (debt and M&A) advisory mandates for Joint Ventures and Subsidiaries of large global corporates
• Train and coach the junior team and make the most efficient use of resources
• Ensure the full global Santander CIB network is engaged on our target clients
• Identify and analyse credit quality of clients and drive continuous improvement in the overall portfolio
• Being strongly aligned with all products of the bank in order to service clients at its best. You manage their day-to-day banking needs and provide them with a full range of banking solutions to help achieve their business goals
• Have a thorough understanding of wholesale transaction processes and you are execution oriented
• Contribute to risk assessment process

About you

You are a strong strategic business partner who thinks in solutions for its clients. Results count and to achieve this you collaborate with people in- and outside the organisation. To be successful in this job, you have already gained the following:

• A strategic perspective and intellectual curiosity, combined with an entrepreneurial mindset and the ability to think outside the box.
• Proven experience in helping clients achieve their Treasury and structured finance ambitions and at the same time build a strong client portfolio.
• A pro-active hunter who brings a relevant network in GSA (“Germany, Switzerland, Austria”) region; an existing network in the Nordic countries will be helpful but is not a must
• A broad experience as a coverage banker; an additional background in structured and/or trade finance will be a plus
• A motivated team player with strong stakeholder management skills. You have a high level of communication- and presentation skills.
• Experience in culturally diverse environments; you know how to develop and maintain international relations with clients and stakeholders across countries and cultures.
• Excellent understanding of prudent client management and therefore also have deep understanding of relevant regulatory processes and compliance matters.
• Fluency in German and English. Spanish language skills are a plus but not required.

This position offers you to be part of a strongly growing franchise with empowerment and direct client ownership, whilst the role and the team is backed by a strong and global CIB infrastructure. Working at Santander CIB means working in a dynamic and professional setting and opportunities to develop and grow on a personal as well as professional level.

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