Director Large Companies
Business Center Antwerpen Mechelen
Work Location: Lange Gasthuisstraat 23, Antwerpen
Function Name: Lead Relationship Banker III
Job Level GJA: 19
Work Schedule Full-time
Sensitive Function: Yes
PCP Function: No
Representation costs: Yes
Hiring Manager: Stephanie Sluyts
TA: Sofie Hellinckx
Mission
Together with the other Directors Large Companies, the Business Center Director Antwerpen/Mechelen will be responsible for the implementation of the Business Banking BE Strategy as defined by the segment and the success of Business Banking for Large Companies and Trade companies in the Region East.
Steering and developing the Relationship Advisory Team within the region Antwerpen/Mechelen, building solid relationships with top clients in the geographical region, be deeply integrated in the local network, maintain excellent relations with external stakeholders and be the face of ING in the market. All of this to enhance ING’s position as main bank, improve market penetration and increase ING’s revenues in the region, while ensuring compliance with ING’s policies and risk appetite.
Focus on building synergies with product lines such as Financial Markets, ING Lease & Comfin, Private banking and others. The team, under the leadership of the Director Large Companies & Trade, will focus on the Midcorp & Trade segment. The Trade team is a specialized team in the Business Center of Antwerpen/Mechelen and has a national coverage as they are the centre of expertise for all trading clients within Business Banking Belgium.
The strategic challenges involved are as follows:
* Implementing omnichannel advice for all customers in the Relationship segment.
* Supporting further development of the advice delivery to (potential) clients to improve efficiency and effectiveness. Accompany and coach the teams in this transformation period, translating the vision into practice but also manage people aspects.
* Together with the tribes deliver on the four pillars of our customer promise: Easy, fast and predictable, Digital and personal, Effortless handling and Proactive and relevant.
* Optimizing the collaboration with and lead-generation between ING's segments & products.
* Create positive visibility for ING in the geographical region of Antwerpen-Mechelen, through active stakeholder management and networking.
The Director Large Companies of BC Antwerpen-Mechelen reports hierarchically to the Head of Region Business Banking Sales East and is part of the Leadership team of Business Banking Sales Region East.
Key Result Areas for the Director Large Companies Antwerpen-Mechelen
Sales management
Understands & analyzes the local market positioning compared to competitors and sets out directives and actions to increase primary relationships, NPS and financial results. Sets out the direction for driving the sales force to realize the global strategy of the segment and the yearly objectives. The main objectives are:
* Increasing Lending, Deposit, Financial Markets Products & Payments Volumes;
* Increase RSC, fee business and revenues in general;
* New clients acquisition;
* Increase NPS.
Proactively uses the tools and campaigns set out by the segment. Manages (functionally) the team of sales and services officers (together with the regional team leader) in order to organize effective sales support for the Relationship Managers.
Responsible for setting and achieving ambitious client & business growth targets for the region. Develops a strong relationship with key clients and participates actively in key and/or complex transactions.
End responsibility for the Clients in scope and P&L ownership for the Relationship segment in the geographical area BC Antwerpen - Mechelen.
People management
Inspires and motivates the commercial team of Relationship Managers and Transaction Service Consultants (hierarchically) and Sales & Services Officers (functionally) in order to realize the global strategy of the Business Banking segment and the yearly objectives. Manages recruitment, mobility, training & development, reward and retention of the team. Gives feedback and provides regular coaching. Ensures good communication within the Team and amongst peers.
Safe & Compliant
Responsible for delivering a safe and secure advice experience which is compliant with relevant internal (e.g. KYC) and external rules and legislation. Responsible for KYC compliancy including risk overdues and risk appetite. Credit risk management: ensures correct application of the policy defined by Credit Risk. Decides together with Risk Management in credit decision process on different levels.
Change management
Enables and cultivates a positive and constructive attitude towards change. Shows attitude in line with orange code towards the team when new way of working, new products, new channels are implemented.
Collaboration
Organizes cross-segment cooperation with other commercial segments of the bank (retail, private banking). Ensures optimal collaboration with products departments (FM, Commercial Finance, ING Lease, corporate finance, PCM). Ensures also optimal collaboration with different stakeholders amongst which the Customer Loyalty Teams, Credit Risk Management, KYC teams etc.
Networking
Build a network amongst key clients, represents the bank in Antwerpen-Mechelen. Represents ING in external organizations such as VOKA, NBB FIFO….
Job Requirements for this position are:
Knowledge
* University degree
* Extensive Knowledge of the ING organization
* Credit Risk Management
* Knowledge of ING Products, Services and Processes
Work Experience
* At least ten years working experience, preferably some years of experience in Business Banking / Corporate Sales environment.
* Proven track record in sales incl proven track record in client acquisition/management
* Proven track record in people management
* A previous experience with other segments or in other business lines is an asset
* Be familiar with or be ready to strongly invest in getting affinity with the local economy and region
Skills
* Leadership and People Management skills
* Decision making and analytical skills
* Strong client focus
* Networking skills
* Sales skills, judgement and persuasiveness
* Planning and organizational skills
* Good verbal and written communication skills – Dutch is a must, active knowledge of French & English required.
* Embody the Orange Code
Dimension
Located in Antwerp, the team is composed of 9 Relationship Managers, 2 Transaction Service Consultants and 3 Sales and Services Officers.
Revenues: ca. 40 million.
Lending outstanding: 1.4 billion.
Deposits outstanding: 620 million.
Endorses relationship with key clients of Business Center Antwerp Mechelen.
Important focus on Trade and mixed companies.
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