Senior Payments and Cash Management (PCM) Sales Consultant

Job description

Within Transaction Services Sales team this role will be focused on developing our engagement with the parties active in the Irish funds industry, including the asset managers, insurance companies, pension funds, Management Companies and Financial Sponsors.

This is a new role where your primary objective is to originate cash management and broader relationships within the target group identified, work with the relationship managers and other internal stakeholders to build a sustainable Irish fund industry business within the bank.  You will also be responsible for growing the PCM business with existing clients by offering new services or products. You will be the primary contact on PCM related topics for the client base and internal contact for relevant stakeholders on all items relating to PCM products and services, discussing new needs or requirements, price setting, implementation, and customer support.  

Your work environment

You will work closely with the PCM Sales FI Team, the international team within the major hubs in Amsterdam, Brussels, New York, and Asia as required and have responsibility for delivering the PCM products and services on a global basis to the Irish Fund clients. You will also work closely with the local Funds Relationship Team. The FI client base consists of the commercial banks, investment banks, insurance companies, asset managers. You will operate in an open and informal environment, together with experienced sales and services professionals and in close cooperation with the Product Management, Compliance, the global FI relationship management team.

Your profile

An energetic individual with drive and a thorough understanding of Funds business, of the Cash Management products and Treasury operations. Having a proven ability to own and manage(prospect) deals until signing of the mandate. You will need to demonstrate strong communication skills, have a strong understanding of the Funds business, the market environment, be prepared to research the client’s business, understand how the various component services work in order to meet the needs of the client. This means meeting the clients, exploring their needs, and working together with the client and the internal teams to deliver solutions to clients. You also need to be flexible to help colleagues and clients to resolve any operational or other issues: building trust with the clients.

Key responsibilities:

• Deliver revenue and a new business pipeline for the target group.
• Negotiate cash management solutions and pricing agreements with clients by transparently balancing client expectations and cost of service, within the Risk appetite of ING.
• Manage end-to-end the pre-lead, pitching and proposal process in collaboration with colleagues.
• Ensure alignment in client selection and growth strategies.
• Propose new product developments required by the client base.
• Produce and provide input for both external and internal marketing to enhance visibility of ING franchise.

Qualifications and competencies:

• University or Higher education (Bachelor or Master's degree) in Economics, Accounting, Mathematics or Finance – or related quantitative field.
• At least 5 years of experience in the Financial Industry or a comparable international environment. Knowledge of Trade Finance products is a plus.

• Strong interpersonal skills with the ability to communicate clearly, build relationships and develop trust.
• Demonstrable knowledge of the Private Equity/Fund business.
• A good understanding of payment products suite
• Interested and understand the technical/operational side of payments and cash management.
• Be prepared to do the necessary research into the business model of the client and have an analytical approach to determine the client needs and adapt the current capabilities to find a solution to those needs within a strict compliance framework.
• Be able to work as part of a team, but also independently on the portfolio of clients. Collaboration is key.
• Be able to drive independently client relationships and operate at various levels within the client organization from CEO, CFO, Treasury, or Network Management level, depending on the size of the client.
• Good understanding of Compliance related topics (KYC, FEC, AML) and their impact
• Flexible and willing to travel.
• Fluent both in written and spoken English.