Head of FI Coverage Southeast Asia, Managing Director

ING Wholesale Banking in Singapore

We began operating in Singapore in 1987 where we host the regional Asia Pacific headquarters. With over 300 financial experts, we are the largest wholesale banking branch in Asia. ING stands out in the Asia Pacific region because we go a step further for our customers. We look at things from the client’s perspective which allows us to construct tailor-made solutions to fit the needs of every company we serve. This mentality underpins all our client relations and has produced various prestigious awards.

Job Profile Summary

ING’s Financial Institutions (FI) sector combines relationship management, multi product sales and structured lending for Bank and Non-bank Financial Institutions (NBFI). NBFI clients include sponsors, sovereign wealth funds, insurance companies, pension funds, securities companies and asset managers.

This role is primarily responsible NBFI relationships in Southeast Asia (SEA), and for the overall growth and development of the FI SEA business – (both banks and NBFI). It provides an opportunity for a motivated and driven individual to combine both client engagement, growth initiatives, strategy and team management in a broad fulfilling role. It requires the development and execution of the FI business strategy in APAC, while working in close collaboration with local, regional and global product partners.  

Job Responsibilities:

Relationship Management and Origination

• Working as a Global Relationship Banker & FI Relationship Manager to develop, broaden and grow profitable long-term relationships with key FI clients in SEA.
• Deal origination with the focus on generating ROE accretive business.
• Regular client engagements at senior levels, call reporting and follow-ups, as well as prompt resolution of client queries in coordination with the relevant product areas. 
• Monitor and manage client profitability and the achievement of objectives.
• Keep detailed client overviews (briefing notes) and ensure accounts plans are up to date.
• Arrange relevant meetings, including for senior management visits to the region, and other client events.
• In liaison with the FI Lending team, manage counterparty limits for the existing clients during the Financial Sector review and additional limit requirements in alignment with relevant product stakeholders.
• Support network businesses for overseas FIs operating in Singapore, and work in collaboration with global sub-sector leads.

Strategy/Business development

• Provide strong analytical insights on the FI market in SEA and identify key areas of opportunity.
• Taking an active role to:
  • Establish, clearly articulate and execute effective strategy for the growth of the FI business in SEA. 
  • Identify resource / product capability requirements needed to grow the business and prepare appropriate business plans to support the investment into additional resources / product capabilities in Singapore.
  • Support the development of onshore and offshore development capabilities to support needs of FI SEA clients.    
• The NBFI segment is identified as a key growth area for FI APAC and the Head of FI SEA coverage would be responsible for the developing of the NBFI growth strategy in close cooperation with the other NBFI coverage colleagues in the region. This would involve close collaboration with the FM team across various countries.  

Risk acumen, Compliance and KYC

• KYC and Non-Financial Risk responsibilities for client portfolio.
• Strong risk culture mindset (including credit and NFR).
• Adhere to all ING policies and complete all mandatory training requirements. Maintain an open and transparent risk culture.

Team management

• Management responsibilities for two FI SEA coverage bankers, as well as regular interns that rotate through the team.  Conduct mid-year and year-end reviews, as well as regular coaching and feedback sessions.
• Assist with recruitment and hiring when required.

What we're looking for:

• 12+ years of experience in a FO banking role; and
• 5+ years of experience in a FI role (relationship coverage or product).
• Bachelor's degree in Finance, Accounting, Business, Economics, Mathematics, Law or other relevant disciplines.
• Good understanding of core banking products (Financial Markets, Debt Captial Markets, Transaction Services).
• Strong knowledge of relevant banking and NBFI regulations and legislation.
• Outstanding people skills and experience writing business growth strategies including market scoping, wallet size analysis, etc.
• Hands on experience in establishment and management of credit lines to FI clients.
• Ability to communicate effectively with senior client and stakeholders.
• Strong English written and verbal communication skills at all levels to liaise with global clients
• Well-developed influencing and people skills.
• Strong growth mindset and good resilience to deal with unexpected setbacks.
• Team player and strong collaborator
• Strong learning agility
• Strong time management and prioritization capabilities
• The agility to apply both a high-level strategic perspective and where required to be deeply involved in specific deal or operational details.