Client Relationship Executive

il y a 4 semaines

Paris, Île-de-France ING France Temps plein

Key Responsibilities:

The Client Relationship Executive (CRE) serves as a representative of ING, tasked with establishing, nurturing, and sustaining lucrative multi-product partnerships with clients and potential clients:

  • Focused primarily on the Commodities, Food & Agri (CF&A) sector, the CRE oversees a portfolio of existing and prospective French corporates, aiming to enhance profitable connections with major corporations (CAC40/SBF120/family offices) engaged solely in Commodities, Food & Agri, in accordance with the strategic vision.
  • Acting as the principal liaison for various client teams, the ideal candidate will spearhead and implement the commercial strategy in collaboration with key internal partners (Commodities Food & Agri Sector, products, countries, and management).
  • The CRE will cultivate enduring relationships with clients and prospects by leveraging and promoting the three ING differentiators: (i) Sector expertise by marketing the complete ING product suite, (ii) utilizing the International Network, and (iii) advocating for Sustainability-linked transactions.
  • As the gatekeeper, he/she is responsible for managing financial and non-financial risks (including KYCs) within their client portfolio.

Core Responsibilities are centered around 4 main areas:

Client Management

  • The CRE is product-neutral and enhances ING Corporate Banking capabilities and visibility in France. You will facilitate the generation of business for Lending Services, Financial Markets, Transaction Services, and focus on expanding fee-based business in DCM, ECM, debt advisory, and M&A. You are accountable for the overall business, including profitability.
  • You will foster strategic discussions with clients' decision-makers (CEO, CFO, Group treasurer) and assume active/lead roles as an advisor or coordinator.
  • The CRE ensures the preparation and upkeep of the client commercial plan in close collaboration with the CF&A sector in Amsterdam, product specialists, and ING network offices.
  • You will enhance sector knowledge and connect with local/central sector teams to share and align on strategic direction.
  • Share insights and best practices within your team as well as with local, CF&A sector, and other virtual teams.

Business Development

  • The CRE formulates a structured commercial plan for each of its prospects/clients by identifying critical business challenges and opportunities in line with local and CF&A sector strategy, based on a thorough understanding of clients, their operations, the sector, and ING products, employing an integrated approach.
  • You will need to possess a strong perspective on credit risk assessment to select the appropriate clients/business, propose the optimal deal structure to mitigate risk, and effectively allocate capital in front of cross-sell opportunities.
  • You will need to secure concrete commitments from clients to fulfill promises within a reasonable timeframe.
  • You are expected to bring sector expertise to facilitate new client acquisition and fee business generation in the CF&A sector.
  • You actively promote the ING network to ensure the distribution of ING capabilities.
  • Fully engaged from pitching to deal execution and implementation, the CRE is capable of coordinating and mobilizing various teams across different countries towards shared objectives.

Transaction Management

  • You will lead the commercial approval process and align various internal stakeholders.
  • The CRE provides pertinent commercial input on Credit Applications, Modifications, and Reviews to ensure seamless deal execution.
  • You will follow up on deal execution by the middle/back office.

Compliance Responsibilities

  • As the principal risk taker, the CRE is accountable for managing compliance risk and adhering to the spirit, as well as the letter, of applicable laws and regulations, ING Bank policies, and standards.

The Client Relationship Executive should strictly adhere to The Orange Code.

Challenges:

  • Navigating a challenging and competitive landscape.
  • Meeting ambitious targets.
  • Operating within a highly regulated function requiring consistent adherence to policies.
  • Engaging with a diverse range of individuals with varying mindsets and objectives.
  • Multitasking is a fundamental aspect of the daily routine of the CRE.

Candidate Profile:

  • Master's degree from a business school/university (bac +5) in economics/finance, and/or CFA or equivalent qualifications.
  • At least 7 years of successful experience in Relationship management/Front Office/origination roles. Ability to prospect and originate with a unique mindset. Experience in the Food & Agri sector is essential.
  • Proven track record in deal/transaction experience and contributing to acquiring new business/new clients.
  • Understanding and knowledge of CIB products.
  • Proficient in credit analysis and knowledge; understanding of and adherence to credit and compliance processes.
  • Preferably knowledgeable in the Agri sector.
  • Strong inclination towards an international environment.
  • Fluency in French and English is mandatory.
  • Strong commercial acumen and ability to secure commitments from others.
  • Natural ability to inspire and lead a team of diverse professionals around new client situations.
  • Highly effective team player.
  • Capable of multitasking with flexibility and adaptability.
  • Proactive and solution-oriented.

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