Expert Banker – Business Banking
Zone West
Possibility of 50% work from home on the basis of a team agreement
Function class: 18
Function Title: Relationship Banker V
Full time permanent position
Your role & work environment
As an Expert Banker, you will play an active role in accelerating the strategic dialogue with targeted high-end Business Banking clients of zone West and in providing specialized lending expertise in LMA club deal transactions as well as buy-out transactions (which are not covered by Acquisition Finance Belux). You will do this in close collaboration & communication with the Relationship Manager of the client. You will be responsible for developing a short & long term strategic action plan including full analysis and development of the cross-sell potential for the identified clients in scope through leading strategic workshops and liaising with and actively collaborating with the Business Centre team, Product teams and Capital Markets & Advisory (“CMA”) teams within Business Banking and Wholesale Banking. You will take a lead role during pitching and negotiations of LMA club deals and will provide coaching and advice to relationship managers in the context of various buy-out transactions (such as management buy-outs, family buy outs and family office buy-outs which are not covered by Acquisition Finance Belux).
You will be reporting hierarchically to the BB Region Director, and functionally to the Acquisition Finance Team Lead as the role entails close alignment with Acquisition Finance (and broader WB Lending and Capital Markets & Advisory) in view of expertise building and knowledge sharing with respect to the specialised lending transactions.
Your key responsibilities
Accelerate strategic dialogue with targeted regional high-end clients
• Assess client needs of c. 20-25 identified high-end clients of Zone West together with the client’s relationship manager and the BC director
• Define complete current and future expected overview of cross-sell potential
• Develop short & long term strategic action plan for the clients in scope to bring the relationship to a strategic level, hereby being responsible for preparing and entertaining strategic workshop sessions (min. 1 per year per client in scope) with topcis depending on the client’s needs varying from sector/market deep dives, refinancing options, HVA products,…
• Liaising with multiple stakeholders within BB and WB including amongst others Debt & Capital Advisory (“D&CA”), Acquisition Finance (“AF”), Corporate Finance, Debt Capital Markets
• Manage internal and external stakeholders in order to facilitate a smooth execution process in case client wishes to pursue an HVA product route where the lead is with the respective product specialist team
• Develop a relationship as a trusted advisor with company management at all levels – together with the Relationship Manager & BC Director.
Provide specialized lending expertise
• Collaborate with the relationship manager in a deal team set-up for LMA club-deals (non-AF related); hereby being responsible for leading the pitching and term sheet/credit documentation negotiation for new financings (origination) and assisting the Relationship Manager on in-life requests (such as additional financing needs, waivers and amendments)
• Provide ad-hoc coaching and advice to relationship managers with respect to buy-out transactions (min. LOO of €5m) including:
• management buy-outs (with net leverage >2.5x),
• family buy-outs (with net leverage >2.5x), and
• family office buy-outs (with net leverage >2.5x)
• Add value to the credit application process through the creation and completion of a “specialized finance checklist” addressing key structuring and risk considerations to be annexed to the ICR
• Liase with various stakeholders including Acquisition Finance, Corporate Sector Lending, Loan Capital Markets and Debt & Capital Advisory in view of knowledge sharing and development of a reference framework with respect to specialized lending
• This responsibility is a more general role and thus not limitative to the identified 20-25 high-end clients per Region.
Coaching and knowledge management
• Maintain knowledge on the specific domains, on the business environment, market dynamics and on products through amongst others the creation of a central database of pricing and terms & conditions and creation of template pitchbooks
• Keep an open dialogue with key internal stakeholders within BB and WB
• Actively contribute to continuous sharing of knowledge and best practices amongst Expert Bankers as well as amongst the broader sales network of relationship managers within Business Banking
• Act as SPOC for specific knowledge or project domains
• Be available as a key sparring partner and provide ad-hoc advice to the relationship managers & BC Directors.
We look for
A colleague with a talent for taking it on and making it happen, enthusiasm for helping others to be successful and a knack for always being a step ahead. In other words, you strive to bring fresh ideas to life and embrace challenges in a fast changing and complex environment. You are a naturally collaborative person who listens and invests in others to achieve common goals. You get energy from engaging in a strategic dialogue with clients and from negotiations on transactions with structuring & documentation complexity. You love to challenge the status quo and are eager to propose creative solutions to problems.
As an Expert Banker you will also need:
• A master degree in economics, management, law or comparable, and min. 8 years of relevant experience
• Knowledge of ING Products, Services and Processes offered within Business Banking, Wholesale Banking (and Private Banking from a cross-sell perspective)
• Extensive knowledge of the ING organization, and an affinity with entrepreneurs and their needs
• A drive for results, entrepreneurship, possess the energy and positive attitude as well as integrity
• Strong credit skills and judgement. Experience with LMA-documentation, high-value products & debt and capital structuring is an asset.
• Strong negotiation skills and C-level client-facing experience
• Well-organised approach and ability to work on several deals/tasks simultaneously
• Ability to work autonomously, while being part of a team and demonstrating a clear "one Bank" cross-buy attitude
• Very good oral and written skills in Dutch and English.
We offer you
A clear purpose, a unique offer and a range of flexible compensation and other benefits:
• Personal growth & challenging work with endless opportunities to realise your ambitions
• An informal, dynamic environment with innovative colleagues supporting your endeavours
• A progressive and agile way of working, where new ideas are valued ahead of convention
• A hybrid way of working: we give the autonomy to our employees to let them organize their work in a flexible way that suits best for them wile ensuring business continuity, customer service and employee wellbeing.
Furthermore, you can count on a range of opportunities to invest in your personal and professional growth with:
• A steep learning curve, both on technical and on negotiation skill level
• Challenging projects within BB
• Ability to collaborate with specialised colleagues within BB and WB
We redefine banking. What about you?
There has never been a more interesting time to work at ING. We’re on a journey that’s centred around our customers, powered by technology and driven by smart, determined people. Our customers feel our people are empowering them to stay a step ahead in life and in business. We’re proud of that!
