Relationship Manager

at  ING

• Growth of our corporate banking business (nominal size as well as profitability)
• Widening of the corporate customer base through prospect acquisition while efficiently deploying ING differentiators
• Sales of bank products to eligible customers (PAM and LAM names)
• Bearing the ultimate responsibility for the assigned customer relationships, their know-your-customer (KYC/CDD) process
• Close collaboration with PAM offices, product, sector and other service departments
• Take ownership of Commercial Excellence approach and pro-actively engage with relevant stakeholders on a regular basis
• Represent the bank vis-à-vis external parties responsibly and in alignment with the Head of Corporate Sector Coverage
• Collaborate with the rest of the Corporate Sector Coverage team on entrusted commercial and related tasks if and when needed
• Support and coach more junior colleagues and act as a role model

REQUIREMENTS

• University degree
• A minimum of 4-5 years relevant experience from international or local bank
• Experience in working with corporate clients
• Fluent in business English
• Demonstrates high ethical standards
• Excellent interpersonal skills, efficient team player
• Proven ability in identifying and meeting customers’ needs through matching a broad range of products and services to their requirements
• Right to work in the Czech Republic

Individual Customer Portfolio Build-up and Maintenance

• Acquire clients within the defined target market
• Assess and dimension the business potential of current, newly acquired and target market customers, set own marketing priorities according to the revenue opportunity
• Develop and follow account plans for each customer, set lead products, x-sell strategy and defensive strategies when applicable
• Perform industry, product driven client strategic pitches ✓
• Optimize the offered product mix using risk/reward ratio as a main criterion
• Involve product, line and credit management as needed
• Build close professional relationship with own internal and external customers
• Support sector driven strategy (and co-ordinate with global sector teams)

Product Sales and Delivery

• Sell full mix of ING’s wholesale products
• Involve product managers for sales of specialized products
• Suggest product modifications/innovations as necessary
• Take responsibility for all the credit and documentation features of products used by own customers (alongside relevant products)
• Co-ordinate and support preparation and execution of loan and pledge agreements
• Organize and catalyze product delivery

Co-ordination of Customer Servicing

• Interface customer contact regarding daily business, i.e. cash management, loan draw-downs and similar
• Liaise with operations and product management for proper customer servicing

Credit Initiation & Maintenance

• Structure the credit lines according to internal rules, customer needs and credit viability
• Assist in execution of credit applications
• Bear full accountability for the credit proposal
• Comply with the risk process including timely preparation of call reports
• Take personal ownership for the credit risk related to the customers assigned
• Recognize problems as they evolve, gather and communicate all credit deterioration signals to line and credit seniors

Documentation

• Ensure standard documents are used wherever possible
• Verify the identity of each customer representative when the customer is signing the bank documents

Compliance

• Take every effort in gaining a deep knowledge about every one of your customers
• Follow the account activity and be ready to explain any irregular items, prepare Transaction Profiles and AML exception reports
• Ensure the customers` activities are compliant with all local regulations, if non-compliant activities recognized, inform line management
• Get to know and comply with all internal procedures and policies
• Actively work with CDD/ Monitoring tool and work towards zero CDD overdue files Activity

Activity Reporting

• Fully use Salesforce as the primary customer relationship management and activity management tool
• Prepare and submit for approval expense reports for actually incurred expenses while on-the-job

Performance required

• Meet the benchmarks as set in the KPIs
• Meet or exceed individual annual revenue budget
• Meet the zero credit loss norm while keeping the bank safe and compliant
• Work in full alignment with the approved commercial strategy