Job Description

The Opportunity
ING is looking for a senior PCM Sales focusing on Financial Sponsors within Financial Institutions/Wholesale Banking
Job description
Within Financial Institutions (FI), the NBFI PCM (Non Bank FI Payments and Cash Management) team focuses next to asset managers, insurance companies, pension funds, and PSPs on Financial Sponsors. Financial Sponsors are firms investing in the private equity sector, raising funds and underwrite mutual funds or exchange-traded funds. They support the management of the management of companies in which they invest and guide companies through initial public offerings. Services can be provided at holding company, fund level or on portfolio operating company level.
This is a new function where your primary objective is to originate new cash management mandates within Financials Sponsors portfolio; to identify prospect clients and to grow the PCM business with existing clients by offering new services or products at HoldCo and fund level and facilitate this at Opco level. You will be the primary contact on PCM related topics for the client and internal contact for relevant stakeholders on all items relating to PCM products and services, discussing new needs or requirements, price setting, implementation, and customer support, within the international setting of the ING network. In addition you investigate and coordinate the requirements on Opco level and hand over to the right corporate sales teams.
Your work environment
The PCM Sales FI Team is an international team with major hubs in Amsterdam and Brussels and with responsibility for delivering the PCM products and services on a global basis to the FI clients. The FI client base is made up of a mixture of commercial banks, investment banks, insurance companies, asset managers and licenced PSPs. You will operate in an open and informal environment, together with experienced sales and services professionals and in close cooperation with the Product Management, Compliance, the FI relationship management team in various countries and local PCM and FI colleagues throughout the ING network.
Your profile
An energetic individual with drive and a thorough understanding of Funds business, of the Cash Management products and Treasury operations, owning and managing prospect deals until signing of the mandate. There is only a limited number of RFP's as new business is primarily conducted on the reputation, trust and knowledge of the Institutions and the Sales Consultant involved. Therefore, you need to demonstrate strong communication skills, understand the Funds business, the market environment it operates, be prepared to research the client's business, understand how the various services work and meet the needs of the client. This means meeting the clients, exploring their needs and working together with the client and the Virtual Client Team to deliver solutions to their needs across the network. There will also be times when you need to be flexible to help colleagues and clients to resolve any operational or other issues: building the trust with the clients.
Key responsibilities:
Deliver revenue and new business pipeline for the assigned portfolio in accordance with FI TS goals and objectives.
Negotiate cash management solutions and pricing agreements with clients by transparently balancing client expectations and cost of service, within the Risk appetite of ING
Manage end-to-end the pre-lead, pitching and proposal process in collaboration with colleagues from respective divisions
Ensure alignment in client selection and growth strategies with Financial Sponsors coverage
Propose new product development as based on the client's needs knowledge.
Produce and provide input for both external and internal marketing to enhance visibility of ING franchise
Qualifications and competencies:
At least 10 years of experience in the Financial Industry or a comparable international environment
Bachelor as a minimum in Economics, Accounting, Mathematics or Finance - or related quantitative field.
An advanced degree (i.e. MBA) and/or CFA is a plus.
Interpersonal skills
Knowledge of the Private Equity/Fund business.
A good understanding of payment products on the Corporate and preferably on the FI side
Interested and understand the technical/operational side of payments and cash management, as you will be required to demonstrate that you understand the business and find solutions to the client's needs
Be prepared to do the necessary research into the exact business model of the client
Have an analytical approach to determine the client needs and adapt the current capabilities to find a solution to those needs within a strict compliance framework
Be able to drive independently client relationships and operate at various levels within the client organization from CEO, CFO, Treasury, or Network Management level, depending on the size of the client
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