1. Job description

Is responsible for developing and implementing the sector strategy of client relationships and overall financial performance in the assigned sector and region. Develops the commercial policy for the sector and is responsible for business development. Is concerned with acquiring new profitable business and developing, encouraging and continuing business relations. Co-ordinates and supervises the sector team and activates the product specialists.

Is responsible for quality and depth of client relationships and overall financial performance of wholesale clients in the assigned (sector based) client portfolio (and within the framework of the sector policy) especially with regard to core products. Acts as the ING representative to the client at financial and senior business unit level (mainly CFO and (Group) Treasurer), and originates deals within his portfolio. Working closely together with the Strategic Originator in order to enable him to boost the sales of High Value Added (HVA) Products. Is primary responsible for the client relationship. Acts mainly as PAM, occasionally as RAM. Is commercially fully responsible for the sector team portfolio.

2. Responsibilities

2.1. Sector development (20%)

• Determines and implements sector specific strategy for assigned sector

• Responsible for marketing ING and his products within portfolio and assigned sector team

• Responsible for maintaining and developing sector knowledge

• Liaises closely with other sector specialists of ING Group

• Liaises closely with the Strategic Originator and develops the strategy for the assigned sector in the assigned region

2.2. Commercial & risk development (60%)

• He is the “primus inter pares” in the sector team

• Responsible for optimal management for assigned client portfolio

• Responsible for the Client Relationship Plan for own portfolio

• Responsible for the credit quality of his portfolio

• Responsible for the total revenues and EP for own portfolio and assigned sector team

• Acts as the ING representative to the client at senior business/board level

• Originating new deals. Negotiating, closing deals

• Acts as or appoints deal team captain

• Is responsible for the quality of relevant client reporting for assigned sector team

Management

• Gives operational/commercial coaching to the sector team ( 1 or 2 senior RSM + 1 or 2 RSM and 1 A-RSM)

• Gives operational/commercial steering to the client deal team.

• Advises Manager Relationship Management on hire and fire of members of sector team

• Gives input to Manager Relationship Management on cooperation with Strategic Originator and on performance of other members of sector team on implementing sector strategy

Main contacts :

External

• CFO and group treasurer and other senior business management (at client)

• Consultants / Advisors and sector experts

Internal

• Senior Management of ING involved with the client

• Manager RSM

• (Sector) Strategic Originator

• Sector team (RSM, Assistant RSM, Accountmanager)

• Product Specialists

3. Organisational context

With its domestic and international network of Relationship Managers and Product Specialists, ING International Wholesale Banking offers a wide range of dedicated and high value added products to meet the needs of its clients on a proactive way.

4. Skills and experience

• Academic degree MBA, economics, law or comparable

• Min. 8-10 years of diversified and proven deal making / sales experience in (international) wholesale financial services especially in core products.

• Equity Markets / Corporate Finance experience is a plus given profiles of customers (Non Bank Financial Institutions)

• Good oral and written skills, in English, French and Dutch, are essential

• 3 to 6 months to be feel confortable in the role if the necessary experience and competences are present.

5. Personal profile

Professional expertise / market focus

Customer focus Entrepreneurship

Proactivity and initiatives

Courage and Self-confidence

Vision sector strategy

Creativity

Deal/result driven Persuasiveness

Relation networks

Problem Analysis & Judgement

Teamwork