MANAGING DIRECTOR HEAD OF TSSF

Reports to: Thomas Labergére, France Head of Wholesale Banking & Dick Oskam, Global Head of Transaction Services Sales and Head TS EMEA

About the role

The bank is seeking a Managing Director, Head of Transaction Services for France to lead the Transaction Services strategy with a focus on sales, product and account management for Cash Management and Trade Finance, for the bank’s large cap corporate clientele. The bank’s goals are to deepen client relationships, grow customer profitability and exceed/achieve sales targets. Of equal importance is launching new products and digital solutions while ensuring that regulatory requirements are satisfied.

The ideal candidate is someone with a strong market reputation based on a thorough understanding of how to be a trusted advisor, demonstrating consultative selling skills. Having worked in a department where sales are not only made in-country but also throughout the network, is highly advantageous. This leader must also manage not only the growth in this important country, but also retain talent and hire, as needed, to keep pace with the bank’s growth ambitions.

While execution will achieve the bank’s growth targets, even more important is the creation of France’s Transaction Services strategy/roadmap including, but not limited to, data analysis, market intelligence, competitive analysis, and client feedback. A strategic roadmap will identify ING’s opportunities for growth and their vulnerabilities related to product functionality, enhancements, and digitization. The strategy will set in place the 3–5-year roadmap that will double, at a minimum, the TS revenue and wallet share.

France is one of the key markets for Transaction Services with a large client base outside of the Netherlands. The team of 10+ fte carries significant commercial and performance targets critical to our objectives. The bank is committed to an ambitious growth agenda and this strategic role sits at the center of growth targets. The Head of Transaction Services for France will sit on the France Management Team and have a seat at the Global TS Sales Leadership Team.

Key responsibilities

• Drive, refine and adapt ING’s TS strategy centered on sales excellence and discipline, and product development. A proven ability to anticipate and stay ahead of competition and be ING’s TS market leader and spokesperson.
• Address the business challenges facing the bank's clients in France. An ability to translate this knowledge into smart business decisions that deepen client relationships and increase market share and wallet penetration. Strong analytical skills and intellectual curiosity and agility will be key to successfully shaping the issues and setting a course of action to deliver long-term solutions to clients and driving the growth, profitability, and success of the organization.
• Lead Sales, Product management and Account management keeping commercialisation as the priority, retaining talent, and developing future leaders.
• Develop and execute upon sales strategies to deliver best-in-class local & international Cash Management & Trade solutions with a view to achieving/exceeding budget and supporting cross selling and product development.
• Manage the sales pipeline process by providing effective sales management through strategy planning, identification of opportunities, process qualification, client engagement, building solutions & presentations to clients, negotiation, and closure of deals with an objective of maximizing revenue and profitability
• Instill a strong commercial approach to the business, and design tailor-made solutions aligned to global products to widen local offerings to clients.
• Generate impact, engender trust and loyalty in cross functional initiatives as well as with subordinates and clients; a confident, engaging, transparent interpersonal style complemented by strong conflict resolution and persuasion skills; an ability to effectively build commitment towards common goals in a distributed matrix organization.
• Actively participate in the Managing Team, contributing to governance, strategic decision-making, and cross-functional alignment.
• Design tailor-made solutions aligned to global products to widen local offerings to clients.
• Lead market research and intelligence gathering on the most recent macro and micro-economic conditions in France, and track industry trends, analyzing them against current capabilities and offerings, to develop new products.
• Monitor and understand customer needs, market, and economic trends as well as business opportunities and threats – use that knowledge to define the strategy and competitive positioning for Transaction Services France.
• Innovate and drive the business forward, capitalizing on new opportunities.
• Participate in external industry committees in understanding trends and defining industry requirements.
• Contribute to strategic development, including early identification of capabilities required to maintain market leadership.
• Ensure full observance of, and adherence to, applicable compliance and other regulatory requirements and guidelines.

Qualifications

• 5+ years of experience in P&L leadership covering Cash Management and Trade for Corporates with a strong client network in France is an advantage.
• Bachelor’s degree in Business Management, Economics, or Engineering preferred.
• Excellent influencing, facilitation, and partnering skills; ability to build strong internal and external networks.
• Superior problem-solving skills and strong analytical capabilities.
• Excellent communication skills with ability to summarize detailed concepts and translate into effective presentations both to clients and senior executives.
• Resourceful and adaptable to work in frequently changing environments with excellent risk management skills.
• Result-oriented team-player with ability to achieve goals while overcoming obstacles and/or planning for contingencies.
• Excellent leadership and interpersonal skills, negotiation, teamwork, and the ability to gain the confidence of people by understanding their needs and agreeing on deliverables.
• Autonomous and highly motivated with the ability to multi-task and work independently as well as collaboratively.
• Proficient level of written and verbal French & English language.

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