Payments and Cash Management (PCM) Sales Consultant for Financial Sponsors

Within Financial Institutions (FI), the NBFI PCM (Non Bank FI Payments and Cash Management) team has a strong focus on Financial Sponsors in addition to asset managers, insurance companies, pension funds and PSPs. Financial Sponsors are firms which raise funds from third party investors to invest in the private equity and private credit situations. They support the management of companies in which they invest seeking to grow the value of their investments prior to exiting these investments typically within 3 to 7 years through trade sales or initial public offerings. Many of these funds are established in Luxembourg where ING has a strong presence. Banking services can be provided at holding company, fund level or on portfolio operating company level.

This is a new function where your primary objective is to originate new cash management mandates within Financials Sponsors portfolio; to identify prospect clients and to grow the PCM business with existing clients by offering new services or products at HoldCo and fund level and facilitate this at Opco level. You will be the primary contact on PCM related topics for the client and internal contact for relevant stakeholders on all items relating to PCM products and services, discussing new needs or requirements, price setting, implementation, and customer support, within the international setting of the ING network. In addition, you investigate and coordinate the requirements on Opco level and hand over to the appropriate corporate sales teams.

Your work environment

The PCM Sales FI Team is an international team with major hubs in Amsterdam and Brussels and with responsibility for delivering the PCM products and services on a global basis to the FI clients. The FI client base is made up of a mixture of commercial banks, investment banks, insurance companies, asset managers and licensed PSPs. You will operate in an open and informal environment, together with experienced sales and services professionals and in close cooperation with Product Management, Compliance, the FI relationship management team in various countries and local PCM and FI colleagues throughout the ING network.

Your profile

An energetic individual with drive and a thorough understanding of Funds business, of the Cash Management products and Treasury operations, owning and managing prospect deals until signing of the mandate. There is only a limited number of RFP’s as new business is primarily conducted on the reputation, trust and knowledge of the Institutions and the Sales Consultant involved. Therefore, you need to demonstrate strong communication skills, understand the Funds business and the market environment in which it operates, be prepared to research the client’s business, understand how the various services work and meet the needs of the client. This means meeting the clients, exploring their needs and working together with the client and the Virtual Client Team to deliver solutions to their needs across the network. There will also be times when you need to be flexible to help colleagues and clients to resolve any operational or other issues: building the trust with the clients. Finally you cannot succeed on your own and to be successful, you need to be a team player and be supportive.

Key responsibilities:

• Deliver revenue and new business pipeline for the assigned portfolio in accordance with FI TS goals and objectives.

• Negotiate cash management solutions and pricing agreements with clients by transparently balancing client expectations and cost of service, within the Risk appetite of ING

• Manage end-to-end the pre-lead, pitching and proposal process in collaboration with colleagues from respective divisions

• Ensure alignment in client selection and growth strategies with Financial Sponsors coverage

• Propose new product development as based on the client’s needs knowledge.

• Produce and provide input for both external and internal marketing to enhance visibility of ING franchise

Qualifications and competencies:

• University or Higher education (Bachelor or Master's degree). An advanced degree (i.e. MBA) and/or CFA is a plus.

• At least 10 years of experience in the Financial Industry or a comparable international environment

• good understanding of payments and cash management on the corporate on the FI side

• in depth knowledge of Compliance (KYC, FEC, AML) to serving this demanding client segment, both externally and internally

• Interpersonal skills are of the essence: the ability to communicate clearly, build relationships and develop trust.

• Knowledge of the Private Equity/Fund business.

• Interested in and understanding of the technical/operational side of payments and cash management, as you will be required to demonstrate that you understand the business in order to find solutions to the client’s needs

• Have an analytical approach to determine the client needs and adapt the current capabilities to find a solution to those needs within a strict compliance framework

• Be able to work as part of a team, but also independently on the portfolio of clients

• Be able to drive independently client relationships and operate at various levels within the client organization from CEO, CFO, Treasury, or Network Management level, depending on the size of the client

• Good understanding of Compliance related topics (KYC, FEC, AML) and their impact

• Flexible and willing to travel

• Fluent both in written and spoken English.

What we offer

We want to make sure that it’s possible for you to strike the right balance between your career and your private life. You can find out more about our employment conditions at https://www.ing.jobs/netherlands/Why-ING/benefits.htm 

• A salary tailored to your qualities and experience

• Flexible working hours and the possibility to work partially at home

• Reimbursement for travel expenses

• 28 vacation days with a 40-hour working week.

• Pension scheme

• 13th month salary

• Individual Savings Contribution (BIS), 3.5% of your gross annual salary

• 8% Holiday payment

• Personal growth and challenging work with endless possibilities to realize your ambitions

• An informal working environment with innovative colleagues who strive for the very best

• Dependent on experience job grade 12 – Director level is applicable