Trade Finance Services (TFS) Sales - Originator for Financial Institutions (Europe).

We are looking for a dynamic and experienced senior sales originator to expand our network and grow opportunities in documentary trade and bank guarantee field  with European correspondent banks.

Your primary objective is to identify, initiate and grow the TFS business with European Banks (including subsidiaries of Asian banks in Europe) by offering documentary trade products ( among other letter of credit confirmation and or discounting) as well as bank guarantees products and services in line with the bank’s network strengths and capabilities. You will be the primary contact on TFS-related topics for the client and act as the internal contact for relevant stakeholders on all matters related to documentary trade and  bank guarantee  products and services, discussing new needs or requirements, price setting, implementation, and customer support, within the international setting of the ING network.

Your work environment

The TFS Sales FI Team is an international team with hubs in Amsterdam, Geneva, Asia and New York and with responsibility for delivering the TFS products and services globally to the FI clients. Our client base includes a diverse mix of commercial global and local banks, investment and development banks insurance companies, asset managers and Payment Services Providers (PSPs). Your location is Amsterdam. The role involves travel throughout the ING network. You will operate in an open and informal environment, together with experienced sales and service professionals and collaborate closely with Compliance, ESR, Sustainability, Trade Finance Product teams, Credit Risk and the FI Relationship Management teams in various countries and local TFS and FI colleagues throughout the ING network.

Your profile

We are looking for:

• Energetic individual with growth and opportunity mindset

• TFS expert with profound understanding of the trade finance products

• All-around banker well connected with  FI industry, its products, market dynamics complemented by a robust European Banking network

• An excellent communicator with consultative selling skills 

• Supportive team player

• Someone willing to learn every day in a continuous changing global environment with high expectations of clients.

Furthermore, you adhere to the ING values and it is evident for you that your behavior is fully aligned with these values. You are also prepared to take the Banker's Oath. For more information, please visit https://careers.ing.com/en/working-at-ing

Key responsibilities:

• TFS Sales:  Engaging with clients ( European Banks including subsidiaries of Asian FIs), exploring their trade finance needs and offering ING product and network capability

• Collaboration with FI Coverage Bankers: Work closely with FI coverage bankers and the Virtual Client Teams  to review clients and the portfolio, identify new business opportunities, and define new prospects and targets.

• Revenue and Pipeline Management: Grow revenue and build a new business pipeline for the assigned portfolio in alignment with FI TS goals and objectives.

• Client Negotiations: Negotiate trade finance solutions and pricing agreements with clients, balancing client expectations and service costs within ING's risk appetite.

• End-to-End Process Management: Manage the pre-lead, pitching, and approval process from start to finish in collaboration with colleagues from various divisions.

• Product Development: Propose new product developments based on a deep understanding of clients' business needs.

• Market Positioning: Enhance ING’s position as a leading bank for TFS for correspondent banking network with focus on European banks by demonstrating best-in-class product and market knowledge at conferences and external events.

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 with solid client network

• Relationship/coverage and/or trade finance product background

• Expertise of trade finance products

• Knowledge of or strong interest in credit approval processes e.g. credit applications, risk management (financial and non-financial) and relevant legal knowledge is a plus

• Good communication, presentation and interpersonal skills, strong team player

• Growth and opportunity