Trade Finance Services (TFS) Sales Originator for Non-Bank Financial Institutions

ING is looking for a senior TFS Sales Originator focusing on Non-Bank Financial Institutions within Financial Institutions/Wholesale Banking, based in The Netherlands or outside.

Job description

Within Financial Institutions (FI), the NBFI TFS (Non Bank FI Trade Finance Services) team focuses on asset managers, insurance companies, pension funds, PSPs and Financial Sponsors. We are looking for a dynamic and experienced senior sales originator to expand our network  and explore new opportunities in bank guarantees across Asia, EMEA and the Americas

This is a new function where your primary objective is to identify, initiate and grow the TFS business with these clients by offering bank guarantees products and services in line with the bank’s network strengths and capabilities. You will be the primary contact on TFS-related topics for the client and act as the internal contact for relevant stakeholders on all matters related to bank guarantee products and services, discussing new needs or requirements, price setting, implementation, and customer support, within the international setting of the ING network.

Your work environment

The TFS Sales FI Team is an international team with hubs in Amsterdam, Geneva, Asia and New York and with responsibility for delivering the TFS products and services globally to the FI clients. Our client base includes a diverse mix of commercial banks, investment banks, insurance companies, asset managers and PSPs. Your location is preferably Amsterdam (but not a requirement). The role involves travel throughout the ING network. You will operate in an open and informal environment, together with experienced sales and service professionals and collaborate closely  with Compliance, Product Management, the FI relationship management team in various countries and local TFS and FI colleagues throughout the ING network.

Your profile

We are looking for an energetic individual with drive and a thorough understanding of NBFIs business, of the bank guarantees products. You will be responsible for owning and managing prospect deals until the signing of the mandate.  To excel in this role, you should possess the following qualities:

• Strong Communication Skills: Ability to effectively communicate with clients and internal stakeholders.

• Client Research: Preparedness to research the client’s business and understand the market environment in which they operate.

• Decision Maker Engagement: Capability to identify and engage with decision makers and influencers.

• Service Understanding: Knowledge of how various services work and how they meet client needs.

• Market Awareness: understanding of the impact of market developments on clients.

Your responsibilities will include meeting clients, exploring their needs, and working with the Virtual Client Team to deliver tailored solutions. Flexibility is key, as you will need to assist colleagues and clients in resolving operational or other issues, thereby building trust with clients. Success in this role requires being a supportive team player.

Additionally, a very good understanding of trade finance on the corporate and preferably on the FI side is essential to adequately service this client segment, both externally and internally.

Furthermore, you adhere to the ING values and it is evident for you that your behavior is fully aligned with these values. You are also prepared to take the Banker's Oath. For more information, please visit https://careers.ing.com/en/working-at-ing

Key responsibilities:

• Revenue and Pipeline Management: Deliver revenue and build a new business pipeline for the assigned portfolio in alignment with FI TS goals and objectives.

• Collaboration with FI Coverage Bankers: Work closely with FI coverage bankers to review the portfolio, identify new business opportunities, and define new prospects and targets.

• Client Negotiations: Negotiate trade finance solutions and pricing agreements with clients, balancing client expectations and service costs within ING's risk appetite.

• End-to-End Process Management: Manage the pre-lead, pitching, and proposal process from start to finish in collaboration with colleagues from various divisions.

• Product Development: Propose new product developments based on a deep understanding of clients' business needs.

• Market Positioning: Enhance ING’s position as a leading bank for TFS for NBFIs by demonstrating best-in-class product and market knowledge at conferences and external events.

Qualifications and competencies:

• University or higher education (Bachelor or Master's degree). An advanced degree (i.e. MBA) and/or CFA is a plus.

• At least 10 years of experience in the Financial Industry or a comparable international environment

• Interpersonal skills are of the essence: the ability to communicate clearly, build relationships and develop trust.

• Relationship/coverage of NBFIs background is a plus.

• A good understanding of bank guarantees products on the Corporate and preferably on the FI side

• Have an analytical mindset to determine the client needs and adapt the current capabilities to find a solution to those needs within a strict compliance framework

• A self-driven banker, but also be able to work as a part of a team

• 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

• Good understanding of Compliance related topics (KYC, FEC, AML) and their impact

• Flexible and willing to travel

• Fluent both in written and spoken English.

Rewards and benefits

We want to make sure that it’s possible for you to strike the right balance between your career and your private life. You can find out more about our employment conditions at https://careers.ing.com/en/benefits-NL

The benefits of working with us at ING include:

• A salary tailored to your qualities and experience

• A salary indication 7,125 EUR – 11,331 EUR based on 36 hours per week

• 24-27 vacation days depending on contract

• Pension scheme

• 13th month salary

• Individual Savings Contribution (BIS), 3.5% of your gross annual salary

• 8% Holiday payment

• Personal growth and challenging work with endless possibilities

• An informal working environment with innovative colleagues

• Work Agile, so new ideas come to life faster

About us

With 60,000 employees and operations in approximately 40 countries, there is no shortage of opportunities for people with initiative who want to help people take a step ahead in life and in business. Do you want to work at the cutting edge of what’s possible and at the same time ensure you work with integrity and hold the customer’s interests at heart? Do you want to be surrounded by progressive, inspiring, diverse and supportive colleagues? Then there is no better place to invest your talents than at ING. Join us. Apply today.

Questions?

Contact the recruiter attached to the advertisement for more information. Want to apply directly? Please upload your CV and motivation letter by clicking the “Apply” button. Please note, multiple interview steps involving various business stakeholders will be part of the selection process.