Vice President, Working Capital Solutions, Transaction Services Asia

ING Wholesale Banking in Singapore

We began operating in Singapore in 1987 where we host the regional Asia Pacific headquarters. With over 300 financial experts, we are the largest wholesale banking branch in Asia. ING stands out in the Asia Pacific region because we go a step further for our customers. We look at things from the client’s perspective which allows us to construct tailor-made solutions to fit the needs of every company we serve. This mentality underpins all our client relations and has produced various prestigious awards.

Job Profile Summary

Transaction Services cover the management and provision of trade and cash solutions to ING’s corporate clients. This product line has been identified as key to the future growth of the ING Wholesale banking business. 

Trade Finance Services (TFS) and Working Capital Solutions (WCS) are the twin pillars of trade solutions at ING. TFS originates, structures and manages traditional trade products such as letters of credit, documentary collections, bank guarantees and invoice financing, etc. WCS originates, structures and manages (complex) working capital financing solutions (receivables and payables based) typically on a limited or non-recourse basis. These include Receivables Finance, Supplier Finance and Inventory-Linked solutions. We work through our dedicated Trade teams based in the Netherlands, Belgium, Germany, Italy, Spain, Poland, Romania, Russia, Turkey, Singapore, etc. supported by our central teams based in Amsterdam and Brussels.

Job Responsibilities:

• Originate new TS business opportunities for corporate clients from ING, through effective networking and collaboration internally and externally.
• Support the roll out of the WCS product suite in Asia-Pacific.
• Act as Deal Principal in the negotiation of deal terms, structuring and execution of new transactions.
• Analyze client needs, identify opportunities and propose receivables or payables solutions with Trade Solution Sales and Relationship Managers.
• Maintain active contacts with stakeholders, such as TS Product Tribe (product management), Relationship Managers and Risk Management.
• Participate in client meetings and pitches, follow up on leads with potential clients and build up a trust relationships with clients.
• Elaborate commercial presentations aimed at explaining the product to internal and external clients.
• Oversee/ conduct transaction due diligence / reviews to ensure information provided is in line with the bank’s understanding, elaborate financial analysis of receivables portfolios and cash flow models.
• Support the drafting of the legal documentation – receivables purchase agreements, risk participation agreements, payment service agreements, etc.
• Elaborate and supervise commercial green light requests and credit proposals.
• Oversee transactions booked locally, escalating in a timely manner and obtaining approvals for deviations as necessary.
• Be instrumental in maintaining client contact and liaising with the internal and external parties involved in the transactions.
• Assist in product management/compliance related matters.
• Support portfolio monitoring of live transactions.
• Coach/train junior team members.

What we're looking for:

Skills & Specifications

• Strong sales skills and track record of success in selling transaction banking solutions.
• Entrepreneurial and the ability to grow a business.
• Good ability to network and work with colleagues from different geographies.
• Result and deal driven.
• Thorough understanding of credit risk and deal structuring.
• Good understanding of financial statements and ability to analyse product risk.
• Critically minded, with strong analytical and problem solving skills and an eye for detail.
• Ability to balance commercial drive and risk awareness.
• Hands-on, willingness to learn and stress resilient.
• Driven, highly-motivated with a propensity to originate high quality opportunities for WCS.
• Able to work autonomously and on several projects/deals simultaneously and deliver  within expected timelines.
• Client focused, a good communicator and team player.

Qualifications & Experience

• At least 8 years of relevant Transaction banking experience, particularly with trade experience. Strong knowledge of Trade Products such as Receivables Financing and Supplier Finance is essential.
• Thorough understanding of credit risk, trade solutions and a proven track record in deal structuring and execution.
• A proven track record in receivables purchase/factoring programs, supply chain finance and/or in receivables securitization is preferred.
• A proven track record in trade finance (documentary, open account) is a plus.
• Excellent oral and written skills in English. Mandarin or Korean (business level) language abilities are a plus in support of the client base in Taiwan, China and Korea.
• An academic degree in economics, management, law or equivalent.