Senior Relationship Manager Energy

at  ING

Mission
Develop and build the Bank’s client portfolio and manage all risk aspects of the financed transactions. Be able to operate in an autonomous manner internally and externally, producing high quality work and delivering appropriately structured transactions with limited need for guidance and supervision.
Tasks and responsibilities

Client acquisition and relationship management

• Contribute to the development of the business by opening new client relationships within stated priorities and policies of the Bank
• Maintain regular client contacts by telephone as well as through personal visits with the aim to obtain an important part of the client’s business volume for ING and to build the TCF (Trade & Commodity Finance) franchise
• Prepare introductory memo to internal committees
• Understand and analyze client’s position in its respective markets
• Deep understanding and knowledge of commodity markets. This includes insight, expertise and understanding in terms of counterparty risk, transactional due diligence, market practices and developments
• Link up to the network and ensure accurate market intelligence and smooth cooperation with other TCF offices
• Develop cooperation with product partners and ensure target commercial metrics are met (e.g. minimum income threshold, cross-buy, return and fee income)

Negotiate credit facilities and credit transactions (externally and internally)

• Understand and analyze client’s business model, underlying transactions and the ensuing credit, compliance and operational risks for the Bank
• Structure and negotiate new credit facilities and / or transactions, and related security meeting the TCF Credit, ESR (Environmental social risk) and NFR (Non-Financial Risk) Policy guideline and Sector/TCF Risk Appetite Statement
• Ensure fully compliance with TCF Risk Appetite Statement (RAS)
• Analyze audited and / or management financial statements including consolidated and individual aspect of borrowers, guarantors and counterparts with higher concentration risk
• Coordinate the receipt of required legal documentation as guarantees, insurance covers, covenants, etc.
• Address issues brought up by the Credit Risk Department in reference to the completeness of the loan presentation and legal documentation
• Draft and write full loan applications according to Bank’s standards
• Present and defend the loan application to the relevant committee
• Monitor and meet deadlines for annual reviews, 1st line reviews and credit modifications as the case may be

Transaction management (initiation, follow up and monitoring)

• Understand credit, operational, compliance, and legal risks related to a particular TCF transaction (incl. price volatility/hedging, freight risks) and the associated security
• Ensure that all transactions meet the credit and compliance criteria of the Bank
• Monitor the preparation by the TMO (Transaction Management Office) of the complete and precise transaction sheet (fiche operation) for each new transaction, highlighting in particular risks pertaining to counter-party, price volatility, execution
• Monitor the TMO’s maintenance and up-dating of the economic position of the client with relevant and precise information, reflecting the correct economic position of each transaction until its repayment
• Ensure quality service to the client and the good execution of approved transactions tending to operational excellence through the development and maintenance of good inter-departmental relationships within the Bank (in Geneva and abroad)

Other Risk Management Areas (Compliance, Operational, Anti-fraud)

• Maintain the highest possible risk mitigating standards by following the operational procedures developed by the Branch, the wider group policies and TCF Risk Appetite Statement
• Ensure that all dealings and transactions are compliant with ING Group policies and Swiss Laws and regulations
• Closely follow development in end markets to ensure transactional due diligence and timely risk management

Validation of payments

• Review all payment instructions and validate for consistency and plausibility in terms of purpose, making additional enquiry where deemed necessary

Skills required

Personal competencies

• Business analyses and planning: analyze markets, determine market potential, and develop market plans Sales
• Entrepreneurial
• Interpersonal skills
• Leadership
• Strong team spirit and very high collaborative skills

Specific knowledge

• Prior knowledge of TCF systems and processes is a plus
• Must have excellent commodity markets understanding
• Know the general base documentation of the Bank for account opening, completion of customer profile, CDD, etc.
• Be proficient with banking tools and client demands such as L/C issuance and terms, discounts, issuance of guarantees, fiduciary deposits, time deposits, ATF, sub-participations, etc.

Languages
English: fluent
Any other languages is an advantage

Professional experience and academic background

• University degree
• Minimum of 7 - 10 years of experience in trade and commodity finance

Please refer the Job description for details