Relationship Manager/Senior Relationship Manager

The Relationship Manager “RM” is an ambassador of ING, responsible to create, develop and maintain profitable multi-products relationships with prospects/clients:

• Primarily involved in prospection, the RM is in charge of executing bank’s growth plan by on-boarding new French corporates (turnover > €750m) in alignment with strategic plan.

• Being the main contact of various client teams, the suitable candidate will lead and execute the commercial strategy in coordination with key internal stakeholders (sector, products, countries, and management).

• The RM will develop long term relationship with prospects/clients by leveraging and marketing the 3 ING differentiators: (i) Sector expertise by selling full ING’s product range, (ii) distribute the International Network and (iii) promote Sustainability-linked transactions.

• As gatekeeper, he/she ensures financial and non-financial risks (incl KYCs) management on own clients’ portfolio in scope.

Core tasks & material responsibilities are articulated around 4 pillars:

Commercial Client Management

• The RM is product-agnostic and promotes ING Corporate Banking capabilities and visibility in France. You will support the origination of business for Lending Services, Financial Markets, Transaction Services and puts extra focus on developing fee business in DCM, ECM, debt advisory and M&A.

• You will grow a strategic dialogue with clients’ decision-makers (CEO, CFO, Group treasurer) and grasp active/lead roles as advisor or coordinator.

• The RM ensures preparation and maintenance of client commercial plan in close cooperation with product specialists and ING network offices; they are the accountable person for the overall business, including profitability.

• You will grow sector expertise and connects to local/central sector teams to share and be aligned on strategic direction.

• Share lessons learned / best practices within your team as well as with local, sector and other virtual teams.

Origination & business development

• The RM defines a structured commercial plan for each of its prospects/clients by identifying clients’ critical business issues and opportunities in line with local strategy, based on a good understanding of clients, its business, the sector as well as ING products, using an integrated approach.

• You will need to have a strong view on credit risk assessment to select the right clients/business, propose the right deal structure to minimize our risk and adequately seize capital allocation in front of cross-sell.

• You will need to be able to obtain concrete commitment from clients to deliver on promises within reasonable timeframe.

• Fully involved from pitching to deal execution and implementation, the RM is able to coordinate and embark various teams present in different countries towards shared objectives.

Transaction Approvals

• You will lead the commercial approval process and aligns various internal stakeholders.

• The RM provides relevant commercial input on Credit Applications, Modifications and Reviews to ensure smooth deal execution.

• You will follow-up on deal execution by middle/back office.

Compliance Undertaking

• As principal risk taker, the RM is responsible for managing compliance risk and complying with the spirit, as well as the letter, of applicable laws and regulations, ING Bank policies and standards

• The Relationship Manager should behave strictly in adherence with The Orange Code.