Director, TMT Sector Coverage, Hong Kong & China

Reports to:

Head of TMT&H Sector Coverage China & Hong Kong – Hierarchically and Functionally

Level:

Director

ING Bank

ING Bank covers Wholesale and Retail Banking in Asia Pacific. Our Wholesale Banking business is present and active in 11 major economies in the Asia Pacific, namely Australia, China, Hong Kong SAR, India, Indonesia, Japan, Philippines, Singapore, South Korea, Taiwan and Vietnam.

Job Profile Summary

• In the context of a growing team and internal movements, we are looking for a talented, energetic and experienced sector banker as Director, TMT sector coverage in China and Hong Kong.
• TMT is part of the TMT&Healthcare industry cluster within the Sectors business line in Wholesale Banking (“WB”), which provides its over 500 clients worldwide with advice and highly competitive wholesale banking products and services.
• You will be a self-starter, highly driven, results-oriented and work closely with existing team members in Hong Kong (3-4 members), and with other teams within the bank, working in a dynamic environment with interesting clients and on challenging transactions at the very heart of the ING organization.
• The global TMT & Healthcare sector coverage team consists of 80+ dedicated professionals located in New York, Amsterdam, London, Madrid, Milan, Paris, Sydney, Hong Kong, Tokyo, Taipei and Singapore. The combined teams in Hong Kong, Tokyo, Taipei, Sydney and Singapore cover the APAC region, together with bankers in other locations, and serve clients in several TMT & Healthcare sub-sectors
• You will also work with the teams in Americas and EMEA who cover the entire spectrum of TMT & Healthcare clients and transactions in their region. ING is one of the leading banks in the sector globally.

Job Responsibilities:

You will be expected to develop / manage client relationships in the TMT sector in HK/China, working with other team members, including product specialists, country coverage bankers and other stakeholders to help with onboarding of new clients, origination of new business, ongoing client relationship management and delivery of new transactions working through product partners.  In all your activities you will strive to anticipate, meet and exceed client needs in the best way. Your key responsibilities are:

Commercial and financial performance

• Formulate client strategy, develop/build client relationships, maintain continuous dialogue with clients, industry leaders and sector participants at senior levels, be a thought leader in the HK/China-region for the TMT sector.
• Actively drive new client onboarding and new deal origination; coordinate the development of presentation material and pitches to clients to win new mandates.
• Maintain active and regular contacts with other departments/disciplines within ING such as Lending, Corporate Finance (CF), Loan Distribution Group (LDG), Debt Capital Markets (DCM), Financial Markets (FM), Transaction Services (TS) and Risk Management.
• Maximize fee income and grow cross-buy with clients in close cooperation and consultation with all ING product teams (including Financial Markets, Capital Markets & Advisory and Transaction Services).
• Contribute effectively to the achievement of team ESG and return targets, and other financial / non-financial KPIs.
• Have a strong capital velocity mindset, focusing on an active portfolio management way of working.
• Embrace the use of Salesforce for commercial effectiveness.

Strategy development and execution

• Contribute to the TMT sector commercial strategies, client marketing and business initiatives, whilst operating within Credit & non-financial risk appetite.
• Identify and act on commercial growth opportunities, including event driven, advisory, sustainability and outbound business development.
• Adopt the Commercial Excellence way of working.
• Contribute to the team’s Dynamic Plan (budget), and further develop potential opportunities - emphasizing profitable growth in line with strategy.
• Contribute to active portfolio management discussion with focus on i) risk performance, ii) profitability of clients & x-Buy and iii) capital velocity in Hong Kong/China TMT portfolio.
• Maintain regulatory compliance in line with ING procedures.

Knowledge sharing and collaboration

• Develop and contribute to knowledge sharing and cross-fertilization within the TMT team and across the other Sector and Product teams within WB in China and Hong Kong and in general in the APAC region.
• Embrace culture of client centricity across financial areas/needs, coordinate with Global Sector Leads, collaborate with all ING products and other Client Coverage teams like Financial Sponsor Group, contribute to continuous improvement and innovation.

What we're looking for:

We are looking for a pro-active, self-starting sector banker, with experience in the HK/China TMT sector, with a strong personal drive, the ability to operate in a highly demanding environment, to deal with pressure and to perform under tight deadlines. You have a strong commercial drive, excellent communication skills and client relationship management/deal experience.

• Graduate or post-graduate degree in Business/Finance (MBA, or equivalent).
• At least 10-14 years of experience in the financial sector in an international wholesale banking environment.
• Solid background / experience in the TMT sector with clients in HK/China and understanding of WB products.
• Client-centric approach paired with exceptional analytical and judgement skills.
• Strong presentation and communication skills, track record of building relationships.
• Certification as Associate Credit Risk Management Professional is a plus.
• Broad understanding of capital velocity topics.
• Attentive to compliance and governance issues.
• Cross-cultural effectiveness.
• Strong project & time management skills.
• Fluent in Cantonese, Mandarin and English, both verbal and written.
• Commercial drive with a strong focus on multi-product cross-sell.
• Advocate for change.
• Self-motivated.
• Collaborative focus, effective team player.
• Strong external network.