Mission
Together with the other Business Banking Sales BE MT Members, the Regional Heads will be responsible for the execution of the Business Banking BE Strategy and the success of Business Banking BE. Steering and developing the Guided & Relationship Advisory Team within a region of Business Banking BE, liaise with head of remote & digital sales to manage revenues of easy segment and building one face in the market. Focus on building alignment between the different client teams (incl lead generation). These teams, under the leadership of the Regional Heads, will focus on the SEM, SME and Midcorp & Institutional segments.
The strategic challenges involved are as follows:
- Implementing omnichannel advice for all customer segments in Guided & Relationship. Best manage transition to a digital first model for SEM.
- Supporting further development of the advice delivery to (potential) clients, e.g. remote advice, to improve efficiency and effectiveness. Lead the transformation of distribution model in its region . Accompany and coach the teams in this transformation period, translating the vision into practice but also manage people aspects.
- Together with the tribes deliver on the four pillars of our customer promise: Easy, fast and predictable, Digital and personal, Effortless handling and Proactive and relevant
- Alignment of all segments in the region, being one face to the customer
- Optimizing the collaboration with and lead-generation between ING's segments
The Regional Heads, the Head of REF and the Head of Digital & Remote Sales report hierarchically to the Head of Business Banking Sales, Belgium and are part of the Leadership team of Business Banking Sales
Our new Head of region key result areas will be the following
Sales management: understands, analyses the local market positioning compared to competitors and sets out directives and actions to increase primary relationships, NPS and financial results. Sets out the direction for driving the sales force to realize the global strategy of the segment and the yearly objectives.
People management: inspires and motivates the teams in order to realize the global strategy of the segment and the yearly objectives. Sets business/financial and leadership objectives for the direct reports. Manages recruitment, mobility, training & development, reward and retention of the staff. Gives feedback and coaching
Safe & Compliant: responsible for delivering a safe and secure advice experience which is compliant with relevant internal (e.g. KYC) and external rules and legislation. End responsibility for Client / P&L ownership for guided & Relationship. Therefore KYC compliancy including risk overdues and risk appetite. Credit risk management: ensures correct application of the policy defined by Credit Risk. Decides, together with Risk Management in credit process on different levels
Change management: Enables and cultivates a positive and constructive attitude towards change. Shows pioneer attitude towards the team when new way of working, new products, new channels are implemented. Implement the changes together with the other Business Banking Sales BE MT Members responsible for the execution of the Business Banking BE Strategy. Translating ING's strategy and changing customers behavior into business outcomes.
Collaboration: Organizes cross-segment cooperation with other commercial segments of the bank (retail, private banking). Ensures optimal collaboration with products departments (FM, Commercial Finance, ING Lease, corporate finance, PCM). Ensures also optimal collaboration with the Customer Loyalty Teams.
Responsible for setting and achieving ambitious client & business growth targets for the region across segments. Being the driving force behind the development of strategy by identifying opportunities to better serve and delight (SME and Midcorp) customers in the Guided and Relationship model. Develops a strong relationship with key clients of the zone and participates actively in the key and/or complex transactions.
Networking: represents the bank in the Region. Represents ING in external organizations such as BECI, VOKA ….
Job Requirements for this position are:
Work Experience:
At least ten years working experience in leading (sales) professionals
Demonstrable broad experience in sales and (in- and external) stakeholder management incl proven track record in client acquisition/management
Experience in translating a strategy to commercial plans and initiatives
Experience in initiating and implementing major changes
Skills
Strong Leadership and Management skills, experience in broad scope.
Decision making and analytical skills
Planning and organizational skills
Judgment and persuasiveness
Deep verbal and written communication skills – Dutch is a must
Extensive Knowledge of the ING organization
Strong client Focus
Experience in Risk Management
Knowledge of ING Products , Services and Processes
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