RELATIONSHIP MANAGER

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

Primarily involved in Commodities, Food & Agri “CF&A” sector, the RM is in charge of managing a portfolio of French existing and new sectorized corporates. He works to grow profitable relationships with large corporates (CAC40 / SBF120 / family offices) active exclusively in Commodities, Food & Agri, 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 (Commodities Food & Agri Sector, products, countries, and management).

The RM will develop long term relationships with clients and prospects by leveraging and marketing the 3 ING differentiators: (i) Sector expertise by selling full ING’s product range, (ii) distribute the International Network and (iii) promote Sustainability-linked transactions.

As gatekeeper, he / she ensures financial and non-financial risks (incl KYCs) management on own clients’ portfolio in scope.

Core tasks & material responsibilities are articulated around 4 pillars:

1. Commercial Client Management

   The RM is product-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 puts extra focus on developing fee business in DCM, ECM, debt advisory and M&A. You are accountable for the overall business, including profitability.

   You will grow a strategic dialogue with clients’ decision-makers (CEO, CFO, Group treasurer) and grasp active / lead roles as advisor or coordinator.

   The RM ensures preparation and maintenance of client commercial plan in close cooperation with CF&A sector in Amsterdam, product specialists and ING network offices.

   You will grow sector expertise and connect to local / central sector teams to share and be aligned on strategic direction.

   Share lessons learned / best practices within your team as well as with local, CF&A sector and other virtual teams.

   The RM defines a structured commercial plan for each of its prospects / clients by identifying clients’ critical business issues and opportunities in line with local and CF&A sector 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, propose the right deal structure to minimize our risk and adequately seize capital allocation in front of cross-sell.

   You will need to be able to obtain concrete commitment from clients to deliver on promises within a reasonable timeframe.

   You are expected to bring sector expertise to allow new clients and fee business origination in CF&A sector.

   You promote ING network actively to ensure the distribution of ING capabilities.

   Fully involved from pitching to deal execution and implementation, the RM is able to coordinate and embark various teams present in different countries towards shared objectives.

2. Transaction Approvals

   You will lead the commercial approval process and align various internal stakeholders.

   The RM 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.

3. 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.

Challenging and competitive environment

Ambitious targets

Highly regulated function with need to adhere consistently with policies

Interacting with a very large spectrum of people with different mindsets and objectives

Multitasking is a key component of the daily routine of the RM

Profile:

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

Minimum 7 years’ successful experience in Relationship management / Front Office / origination roles. Ability to prospect and originate with a differentiating mindset. An experience in Food & Agri sector is a must.

Deal / transaction experience, and proven contribution to winning new business / new clients.

Understanding and knowledge of CIB products

Credit analysis skills and knowledge; understanding of and adherence to credit and compliance processes.

Preferably Agri sector knowledge.

Strong taste for international environment.

Mastering of French and English is compulsory.

Commercial ease and ability to obtain commitment from others

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.