1. Job description

In order to service the mid-corporate segment (*), ING created the European Business Desk (EBD) network with offices in 20 European countries and India. To enforce our EBD-team in Brussels, we are looking for a relationship manager, responsible for developing the banking relationships with:

• Companies which are clients of ING in other EBD-countries and are interested in doing business in Belgium (= EBD inbound business, LAM– local relationship manager);

• Belgian mid-corporates who want to establish business abroad (= EBD outbound business). This in close cooperation with the Belgian domestic parent relationship manager and the PCMA.

You will be the link between the mid-corp segment of ING Belgium and the rest of ING Group.

(*) companies with annual turn-over between EUR 4 and 250 million.

2. Responsibilities

2.1. INBOUND BUSINESS:

Develop/acquire new inbound (resident & non-resident) business for ING MC Belgium. Understand the clients’ business and sensitivities, identify and create needs, respond rapidly and transparently to client inquiries in order to improve client profitability and to intensify the banking relationship, through:

• Being the first entry point for foreign clients & prospects and paying visits to their Belgian subsidiaries;

• Cooperation with Belgian mid-corp relationship managers and Brussels business branches in order to consolidate the global client relationship;

• Indicating at what conditions and guarantees the clients and the bank are willing to do business with one another, preparing and defending the relevant arguments with a view to obtaining a good risk reward ratio for the benefit of all parties involved. Your interventions will be “on demand” (no personal client portfolio).

Prepare and monitor commercial plans with regards to financial products and services:

• Pay visits and hold presentations on ING mid-corp Belgium in other ING home markets;

• Cooperate with Parent RSMs & PCMAs of other ING mid-corp home-markets (screen portfolios and databases on opportunities);

• Representing ING mid-corp Belgium on events such as International Business Contact Days in Belgium and other ING mid-corp home-markets.

Belgian point of contact in Alliance Banking Network.

2.2. OUTBOUND BUSINESS:

Develop and maintain banking relationships with clients and prospects with international activities, in close cooperation with Belgian relationship managers & PCMAs, via:

• Advise and join Belgian parent mid-corp relationship managers in their visits to clients & prospects with international activities;

• Screen portfolios of Belgian parent RSMs on opportunities;

• Be the point of contact and knowledge centre in international business. Your interventions will be “on demand”, requested by Belgian mid-corp parent relationship managers.

Represent ING mid-corp Belgium in formal and informal contacts with Belgian institutions on international business, such as VOKA, BECI, CCI and others in order to crate and maintain good personal contacts.

Communication on client deals between the Belgian domestic sales network, EBD Central Management, the other EBDs, and other ING-labels (Lease, Commercial Finance).

2.3.

Alternate of the Manager EBD Belgium in his contacts with other departments of ING SWE/Belgium (PCM, general lending, trade finance services, corporate finance, financial markets) and with EBD Central Management.

3. Organisational context

Because of growing internationalisation and the expansion of the EU, the number of Belgian mid-corporates doing business outside of Belgium is growing. These companies want their bank to follow them abroad. This is why international business is one of the three pillars in the strategy of the ING mid-corporate segment.

Direct report to Nico Himpe, Manager EBD Belgium, part of the global midsize corporate segment:

• Functionally: EBD management;

• Hierarchically: central staff of the mid-corporate segment of ING Belgium (Luc Truyens).

 
4. Skills and experience

• Needs to have good knowledge on our Belgian domestic sales network;

• Needs to have good knowledge on product range for the mid-corp segment, in terms of payment & cash management, general lending, lease, commercial finance, trade finance services and financial markets.  Therefore, experience in the sales organisation of the Belgian mid-corp segment or in the sales PCM organisation is a plus-point;

• Sound knowledge of both English and French, both orally and in writing.

 
5. Personal profile

• Entrepreneurial

• Necessary to be able to work in a team

• Communication is essential in this job