Director - Institutional Sales - Financing (inc. Repo, Money Markets)

ING is a family friendly organisation, offering a flexible, hybrid working arrangement. Financial Institution Sales are required to be office based 4 days per week.

Department Overview:

Institutional Sales within Financial Markets provide both flow and bespoke financial solutions to clients. We are functionally structured to reflect the differing needs of our clients. This is enhanced with the specialist non-flow service from the Client Solutions Group.

We transact and offer client solutions in a broad range of products including (among others) foreign exchange, interest rate derivatives, money markets, financing, primary and secondary fixed income and structured products.

This structure enhances cross-selling, improves the flow of market/product information and aims to deepen client relationships through a platform capable of delivering a variety of products to a diverse client base.

Our local footprint of circa 300 salespeople across 28 locations, ensures that sales teams are in close proximity to our clients, delivering global expertise with local insight.

Main Duties and Responsibilities of Role:

• A public side financial market sales role focused on delivering Financing (Repo, Money Markets, broader financing such as securitised/structured products) to financial institutions in the UK, MENA and Switzerland.

• Sales coverage of existing clients, expansion of the Financing client base, and business growth in cooperation with colleagues across the European locations and globally.

• Active support to other London Salespeople

• Close collaboration with the eSales colleagues ranging from strategy to the transactional level

• FI clients include both hedgers and investors, such as regional and private banks, financial sponsors, insurance companies, traditional and alternative strategy asset managers, Real Money, Hedge Funds etc

• Strong Financing knowledge is critical for this position with a sophisticated customer base using both voice and electronic dealing streams. The candidate will need to play an active role in marketing and execution of this business

• Expert understanding of price creation and validation for all vanilla and exotic Financing products

• Responsibility for day-to-day new client onboarding for the FI team, working closely with the relationship managers and the Front Office Support teams to get all requirements in place in a timely and efficient manner

• Ongoing monitoring to ensure all upcoming CDD/KYC/EMIR/MIFID/DF expiries and requirements are managed to prevent any down time in client dealing ability

• Work closely with colleagues in Trading to ensure we optimise our capabilities and risk appetite

• Experience or familiarity with trade execution through relevant voice and e-Systems.

• Outstanding ability to focus on core issues and attention to detail with swift execution in a fast-paced environment

• Proactive role in the constructive feedback loop, aiming to continuously improve ING’s tools, methods and way-of-working

• Partner with Client Solutions Group and Research in distributing their content, publications and trade ideas

Career Potential

An excellent opportunity to grow experience with real end-users of financial products within the FI client base. Established cross-selling culture within ING Wholesale Bank allows for better visibility of transactions executed with clients across the bank. This creates space for entrepreneurial initiatives and creative commercial solutions. Emphasis on multi-product approach within FM Sales supports widening of the product skill set over time. Compact team set-up promotes learning about further client sectors. We offer a dynamic working environment with the support of a team of very experienced Financial Market specialists.

Candidate Profile

Qualification/Education

Essential:

• Degree level education HBO/University degree or equivalent

Desirable:

• CFA

Experience/Knowledge

Essential:

• Advance knowledge of, and transactional ability, in Financing Products

• Fluent in English

• Proficient in use of Bloomberg and Excel

• Ability to analyse the risks and financing needs of various types of financial institutions

Desirable:

• 5yrs+ Experience

• Fluency in macro-economics is a strong plus

• Additional language

• Python (or other) coding skills

Personal Competencies

Essential:

• Excellent sales skills and proven track record in covering Financial Institutional clients for financing products.

• Strong team player – client coverage in close coordination with other sales and trading teams in UK, Continental Europe, US & Asia

• Entrepreneurial and pro-active approach to build revenue base

• ‘Can do’ attitude and positive mind set, a self-starter with demonstrated ability to take initiative and work independently

• Strong drive to improve individual and team performance; striving to do things more efficiently and effectively

• Genuine team player, putting team interest before personal ones.

• Strong EQ (interpersonal, relationship building and stakeholder management skills)

• Clear, concise and transparent communicator / Excellent verbal and communication skills / Good presentation skills

Desirable:

• Solution-oriented approach – not only putting issues forward but showing strong willingness to be part of the solution

• Ability to multi-task across various products and locations within Financial Markets

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