Payments and Cash Management (PCM) Sales Consultant for Non-Bank Financial Institutions

Within Financial Institutions (FI), the NBFI PCM (Non Bank FI Payments and Cash Management) team focuses on asset managers, insurance companies, pension funds, PSPs on Financial Sponsors. We are looking for a senior sales consultant further exploring the EMEA network potential on the PCM side and focusing on Asset Managers, pension funds and Insurance companies outside Benelux, in close cooperation with country-based TS teams throughout EMEA.

This is a new function where your primary objective is to identify, initiate and grow the PCM business with these of clients by offering products and services in line with the bank’s network strengths and capabilities. 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.

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 PSPs. Your location is preferably Amsterdam (but not a requirement). The role will require travelling throughout the ING network. You will operate in an open and informal environment, together with experienced sales and services professionals and in close cooperation with Compliance, Product Management, 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 NBFIs business, of the Cash Management products and Treasury operations, owning and managing prospect deals until signing of the mandate. Therefore you need to have strong communication skills, be prepared to research the client’s business, understand the market environment it operates, be able to identify and engage with the decision makers and/or influencers, understand how the various services work and meet the needs of the client, as well as to have a working understanding of the impact of market developments.  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. 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.

Additionally, a very good understanding of payments and cash management on the corporate and preferably on the FI side is essential to serving this client segment adequately, both externally and internally.

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 http://www.ing.jobs/Netherlands/Why-ING/This-is-ING-too/ING-Values.htm

Key responsibilities:

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

• Work closely with the FI coverage bankers to review the portfolio and identify new business opportunities as well as define new prospects and targets

• 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

• Propose new product developments as based on the deep understanding of the client’s business needs.

• Contribute to ING’s position as a leading bank for Payments and Cash Management for NBFIs 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

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

• Relationship/coverage of NBFIs background is a plus.

• A good