Head of CSC Middle East

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Head of Corporate Sector Coverage Middle East (CSC ME)

The head of CSC ME is responsible for the commercial performance of the CSC clients and CSC Relationship Banker(s) in the Middle East (Dubai branch, regulated by the DFSA). You will be responsible for ABCD revenues and economic income, drive local sector and product targets and steer on risk/return. In close coordination with the Head of Sectors Middle East, you will drive commercial strategy for the region including capital velocity, OHI and NPS.

You are a strong client facing banker which drives the differentiation of the sector proposition versus competitors by reconciling and challenging strategy plans. Within the organization, you lead cross-sector topics (e.g., impact of capital velocity), drive knowledge sharing and ensure consistency in implementation of cross-sector processes (e.g. segmentation). Lastly, you support the local CSC team developing their HR agenda.

You will hierarchically report to the Head of Sectors Middle East. You will have coordination and overarching business performance responsibility for the CSC ME team, covering corporate clients.

Key responsibilities

• Further develop the CSC ME sector strategy, ensuring it is aligned with the overall ING WB ME strategy and the EMEA & global sector strategy, to deliver objectives set by the MBB and strengthen commercial performance within risk appetite.

• Locally responsible for ABCD revenues and economic income.

• Responsible for building and enhancing engagement with clients at senior executive level and further leveraging the network across functions, country and products.

• Manage Dynamic Plan - emphasizing profitable growth in line with strategy.

• Set and develop long term plans for the CSC ME and identify growth opportunities and drive differentiation of customer value proposition vs competitors.

• Direct the implementation of the ME sector business strategy in coordination and alignment with regional Sector Coverage heads, regional functional heads, regional product heads and stakeholders in Risk (including non-financial).

• Develop (along with direct reports) senior level relationships with decision makers at CSC businesses.

• Work directly with each CSC team member to increase profitability, returns and cross-buy opportunities.

• Provide senior representation and thought leadership externally.

• Maintain robust risk culture and performance of the sectors within the region. Be fully KYC compliant for all PAM & LAM segmented clients.

• Ensure regulatory compliance in line with ING procedures.

• Attract, engage, and develop talent and built high performing teams.

• Identify client’s critical business issues and business opportunities based on a good understanding of the client, its business, the sector and ING products, using an integrated approach;

• Originate product /integrated solutions pitches to clients, in close cooperation with product specialists;

• Swiftly act on client requests (excl. service requests, being directly covered by CSC) by directing to the relevant party.

• Responsible for relevant Green Light (GLC) proposals;

• Provide commercial input on Credit Applications, Modifications and Reviews, including PAM advice;

• Provide support to product specialists, where needed in the execution phase and keep up-to-date about progress;

• Internal marketing and PR of high profile deals.

Your required experience

We are looking for a head of CSC Middle East who has a strong understanding of the WB market in the Middle East & extensive knowledge of WB products and Risk management.

You are a people manager that can act as leader in a complex matrix organization.

Next to that you recognize yourself in the following profile:

• 10-15 years’ work experience in the financial industry

• >5 years of leadership experience

• International experience is preferred

• Proven track record of steering an end-to-end organization

• Entrepreneurial in mindset, can do spirit, with a good understanding of the client’s strategy and business goals

• You position ING as a solution provider rather than just a product provider

• Good understanding of the business dynamics in the Middle East

• Strong commercial acumen and ability to execute

• Wealth of deal/transaction experience, market participant knowledge and proven ability to assist in the winning of new business

• Highly experienced in complex stakeholder management

• Effective collaborator and communicating regularly with WB Middle East management, Head of Sectors ME and the Virtual Client Team

Additional responsibilities

• Annually, you work with the Virtual Client Team (VCT) in defining the client’s commercial profile setting both quantitative and qualitative KPI’s to be achieved from the client, all captured in Salesforce. This plan is regularly evaluated to ensure that goals materialize.

• Good knowledge/experience or local regulatory requirements and risks (financial & non-financial).

• Disciplined follow-up on client opportunities and preparing informative call reports for distribution is essential. Additionally, you proactively provide comprehensive and timely portfolio and client analyses to Risk and Senior Management, by writing support advice, preparing briefing notes and pitching documents for client stakeholders such as Senior Management’s visits to clients, is required.

• Ensuring the business and clients are following ING standards and local DFSA regulations including KYC, AML and Sanction guidelines. In addition to the above, you are responsible for completing and ensuring that all NFR aspects related to clients and business are in line with ING policies.

• Compliance Undertaking: responsible for understanding how the local and international regulatory Conduct Rules apply to you, the role and team. Responsible for ensuring the business complies with the spirit and letter of the Conduct Rules and all legal, regulatory and ethical standards including ING policies, procedures, guidance and the Orange Code.

• Co-ordinate the preparation of the annual departmental performance analysis, specifically in the context of profiling the department internally and clarifying commercial goals and achievements.

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