Responsible and accountable for origination and business development; building and developing new client relationships; driving new business development initiatives;
and maximising the delivery of all products to clients and hence revenue and profitability on a per client basis.
Overall responsibility for origination and business development as well as identification of cross-selling opportunities across the full range of the Bank’s offering of financial markets products, wholesale banking products and corporate finance advisory.
Main scope of corporate clients includes Hong Kong blue-chip corporations, state-owned enterprises and privately owned enterprises.
Develop in-depth understanding of client’s business, strategies and banking needs in order to position ING to provide relevant ING products to the client in a timely manner with an objective of maximising ING’s overall revenues and relationship economic profit.
Together with the Head of Corporate Clients & Corporate Finance, China & HK, drive, develop and lead the effective implementation of the Bank’s business strategies and policies in China & HK to achieve financial and business objectives while ensuring sound and prudent business management in accordance with statutory, regulatory and Group governance requirements.
Work with counterparts in other countries and with ING’s sector and product experts when and where appropriate to ensure timely dissemination of information and to maximise cross-selling opportunities.
Primary point of contact with C-suite of corporate clients, serving their wholesale banking needs.
Coordinate activities of Local Account Managers in other countries and regions to ensure a consistent level of service is provided to the client worldwide.
Preparation of relevant client documentation.
Be the local expert on all matters relating to the clients in the China market, including market and regulatory developments, credit changes, social and political status, and interpreting and sharing this information internally.
Establish and strengthen ING’s market presence and enhance its profile through effective internal and external communication.
University degree major in business / economics or relevant business discipline
10-15 years’ relevant working experience in banking industry with strong business track record
Self-motivated, entrepreneurial with a high degree of commercial drive and initiative to grow business
Strong negotiating, relationship management and sales skills. Ability to see multiple commercial angles within a relationship and the ability to add value to the client
Ability to collaborate closely with product partners, particularly treasury, corporate finance and capital markets
Strong client focus and proven ability on stakeholder management (both internally and externally)
Positive thinker / resilience in implementing the strategy
Strong English and Mandarin language capabilities (both spoken and written).
Good analytical capabilities, credit skills and presentation skills
Strong organisational skills and ability to handle pressure and tight deadlines
Ability to navigate the bank quickly and successfully excelling in a matrix environment
Excellent team player