At ING, we believe in empowering our people to reach their full potential. Our inclusive culture ensures that everyone has the opportunity to grow, make an impact, and contribute to our mission of serving our customers and society.

Head of Financial Institutions Luxembourg

ING Wholesale Banking has an interesting opportunity available for an ambitious professional with a strong commercial drive. We are looking for a hands-on, commercially driven colleague to steer and expand the Financial Institutions Coverage Team in Luxembourg. Hierarchically you will report locally to the Head of Wholesale Banking Isabel Frits and functionally to the Head of FI EMEA, Jan-Paul van Houten. The ideal candidate will have a strong commercial drive, understanding of FI clients, products and dynamics, good understanding of non-financial risk, and strong analytical skills.

Financial Institutions Luxembourg

The team is responsible for the Luxembourg relationships of approximately 250 clients. A commercial plan has been executed since the team’s inception and we have the clear ambition to deliver further growth over the next several years – focusing on existing as well as new clients.

Key responsibilities

As Head of FI Luxembourg, your responsibilities include (but are not limited to) the following:

• Be Head of FI Luxembourg, with full responsibility for FI Luxembourg activities, and be a member of the WB Luxembourg management team.
• Drive, refine, and adapt ING’s FI strategy centered on sales excellence and execution. Show a proven ability to anticipate and stay ahead of competition and be ING’s FI market leader and spokesperson.
• Address the business challenges facing the bank's clients in Luxembourg. Demonstrate the ability to translate this knowledge into smart business decisions and a robust sales process that deepens client relationships and increases market share and wallet penetration. Strong analytical skills and intellectual curiosity and agility will be key to successfully shaping the issues and setting a course of action to deliver long-term solutions to clients and driving the growth, profitability, and success of the organization.
• Lead a team of 10 salespeople, product managers, and account managers, keeping commercialization as the priority, retaining talent, and developing future leaders.
• Develop and execute sales strategies to deliver best-in-class local and international Cash Management, Trade, and Depository Solutions (Custody) with a view to achieving/exceeding budget and supporting cross-selling and product development.
• Manage the sales pipeline process by providing effective sales management through strategy planning, identification of opportunities, process qualification, client engagement, building solutions and presentations to clients, negotiation, and closure of deals with an objective of maximizing revenue and profitability.
• Instil a strong commercial approach to the business, including managing some key client responsibilities.
• Generate impact, engender trust and loyalty in cross-functional initiatives as well as with subordinates and clients; demonstrate a confident, engaging, transparent interpersonal style complemented by strong conflict resolution and persuasion skills; an ability to effectively build commitment towards common goals in a distributed matrix organization.
• Design tailor-made solutions aligned to global products to widen local offerings to clients.
• Lead market research and intelligence gathering on the most recent macro and micro-economic conditions in Luxembourg, and track industry trends, analyzing them against current capabilities and offerings, to develop new products.
• Monitor and understand customer needs, market, and economic trends as well as business opportunities and threats – use that knowledge to define the strategy and competitive positioning for FI Luxembourg.
• Innovate and drive the business forward, capitalizing on new opportunities.
• Participate in external industry committees in understanding trends and defining industry requirements.
• Realize the full potential of the sales team with a particular focus on the development of market-leading competencies for global solution delivery.
• Contribute to strategic development, including early identification of capabilities required to maintain market leadership.
• Ensure full observance of, and adherence to, applicable compliance and other regulatory requirements and guidelines.
• Ensure that the business operates with an acceptable risk tolerance and adheres to regulatory parameters.
• Develop and coordinate knowledge sharing and foster a culture of collaboration, client focus, continuous improvement, and innovation.
• Actively contribute to the development and implementation of the overall business and people strategy and ING business principles including ING's Orange Code.
• Ensure a culture of inclusiveness.

Your profile and required qualifications

The ideal candidate:

• Is an execution-focused leader with a strong market reputation and commercial drive based on a thorough understanding of the Luxembourg NBFI (financial sponsors, asset and fund managers, investment management firms, private equity firms), banks, and insurance companies.
• Has strong knowledge of corporate cash, trade, fund finance, depositary and custody business, and derivatives.
• Has experience working in an organization where sales are not only booked in-country but also throughout the network (ING has global products and functionality).
• Demonstrates excellent influencing, facilitation, and partnering skills; ability to build strong internal and external networks.
• Possesses superior problem-solving skills and strong analytical capabilities.
• Demonstrates excellent communication skills with the ability to summarize detailed concepts and translate them into effective presentations both to clients and senior executives.
• Is resourceful and adaptable to work in frequently changing environments with excellent risk management skills.
• Is a result-oriented team player with the ability to achieve goals while overcoming obstacles and/or planning for contingencies.
• Has relevant KYC and compliance knowledge and experience.
• Has excellent leadership and interpersonal skills, negotiation, teamwork, and the ability to gain the confidence of people by understanding their needs and agreeing on deliverables.
• Has a proficient level of written and verbal English language. French is also advantageous.

ING’s vision is to unlock our people’s full potential through our inclusive culture where everyone has the opportunity to develop and have impact for our customers and society. To achieve this vision, our policies support diversity, equity, and inclusion. As an equal opportunity employer, we do not tolerate discrimination of any kind with regard to age, gender, gender identity, cultural background, experience, religion, race, ethnicity, disability, family responsibilities, sexual orientation, social origin, or any other status protected by applicable law. If you require any assistance or if we can accommodate you in any way when participating in our application and/or interview process, please email the recruiting contact listed for the relevant position. We will be happy to work with you to ensure a fair and accessible process. Read more about our commitment to diversity, inclusion and belonging here.

What do we offer?

• We offer a stimulating job in a dynamic working environment
• Job scale Director / MD level
• The role is based in Luxembourg

Interested?
Apply directly online, click on apply for this job. For further inquiries, please contact Isabel Frits (Head Wholesale Banking Luxembourg or Jan-Paul van Houten (Head of FI EMEA).

We are looking forward to your application! For more information on vacancies please check www.ing.jobs