Head of Real Estate and Corporate Sector Coverage

Head of Real Estate and Corporate Sector Coverage

We look for

In line with ING strategy and strategic pillars, we look for a colleague with a talent for taking it on and making it happen, enthusiasm for helping others to be successful and a knack for always being a step ahead. In other words, you strive to bring fresh ideas to life and embrace challenges in a fast changing and complex environment. You are a naturally collaborative person who listens and invests in others to achieve common goals. You love to challenge the status quo and are eager to propose creative solutions to problems.

The Head of Real Estate (RE) and Corporate Sector Coverage (CSC) manages Corporate Client activities and Real Estate activities of ING Wholesale Banking Luxembourg.

The Corporate Clients team serves Luxembourg’s most sophisticated client segments, i.e. local blue-chips and multinationals and manages ca 150 clients with a multi-product, multi-location approach and long-term relationship focus in line with the Wholesale Banking guidelines and strategy. For the Real Estate Clients, the team serves Real Estate Investment Funds as well as Real Estate actors realizing high profile transactions in Luxembourg. The facilities and products provided to our clients are varied in structure and complexity, which requires an adequate professional level of client coverage and product knowledge.

The Head is responsible for managing, directing, coordinating and controlling commercial activities, financial and other business objectives, financial and non-financial risks, and professional development of the team.             

This person will also act as Senior Relationship Manager, being part of the origination team.

The Head reports hierarchically to the Head of Wholesale Banking Luxembourg, and functionally to the Head of Sectors BeLux.

Your role & work environment

As head, you manage and develop the local business:

• You drive relationship management and origination
• You are accountable for the local revenues, direct costs, risk/return and cross-buy ratio of the local sector team
• You execute the regional/global sector strategy and long term plans on to local level

Your key responsibilities

• You will develop and oversee the implementation of the coverage strategy for ING Luxembourg’s corporate client base with a focus on growing the underlying business revenues and balancing returns, risks and capital usage Identify market, sector and technological trends and developments and propose
• You will implement new ideas to address these trends and developments
• You willspearhead the delivery of ING’s global product and country network to Corporate Clients with a client centric and product agnostic approach in close coordination with product and country organizations
• You will give direction to the team to deliver the business strategy and targets
• You will align the team actions with the local stakeholders, a.o. the management team of ING WB Luxembourg
• You will  be responsible for target setting, performance management, appraising and coaching, people development, recruitment and compensation, in line with the Wholesale Banking guidelines as well as ING’s Orange Code principles.

• You will personally coach and provide mentorship to high talent individuals within the team We are interested to meet diverse orange candidates for the role.
• As Senior Relationship Manager, you develop and maintain the relationship with the largest players in the Luxembourg Real Estate Sector and CSC
• You will manage a mixed portfolio of both developers, local and international investors.
• You monitor your client profitability and the realization of your portfolio KPIs & team objectives
• You avoid underperforming assets in your portfolio by locking in cross-sell opportunities and making careful considerations when being presented a lending opportunity.

• You will ensure coverage team acts as ING’s first line of defense for risk management, building a strong credit and compliance culture in the organization Implement development programs to develop the team’s skills and expertise (including short term offshore assignments, IITP rotation programs)

Your key competencies:

• Academic degree / MBA in finance, economics, law or equivalent
• Minimum 7 years of experience in a commercial role, proven track record of origination capabilities and deal making
• Experience in people management or stakeholders management
• Relevant experience in Corporate Banking, accompanied by credit background, strong risk and portfolio management skills and good product knowledge in Corporate finance, equity capital markets, debt capital markets, financial markets.
• Experience in Real Estate: Sector network ecosystem, deal origination and structuring is preferred
• Excellent communication skills (oral and written) in English; French, Luxembourgish and/or Dutch are a plus

• You’re result driven and look for healthy growth of your portfolio revenues
• You spot business opportunities in your conversations with your real estate clients and organize pitches to generate business and reinforce ING’s competitive position People management
• You demonstrate your management skills by coaching, supporting, and developing your direct reports. You have effective networking and relationship building skills in the real estate ecosystem allowing to quickly build trust with senior leaders and clients, to ensure smooth transactions and processes

We offer you   :

• A long term relationship with our clients and prospects in order for ING to become their primary bank
• A challenging position in an international environment with a key player in the Luxembourg and international banking landscape
• A clear purpose, a unique offer and a range of flexible compensation and other benefits
• Personal growth & challenging work with endless opportunities to realize your ambitions
• An informal, dynamic environment with innovative colleagues supporting your endeavors
• A progressive and agile way of working, where new ideas are valued ahead of convention

With over 1000 employees in the Grand Duchy and thanks to the combination of our local presence and the strength of a robust multinational like ING, we offer our personal and business customers a wide range of solutions through the channel of their choice. ING is a global bank with a strong European base. 53,000 employees serve around 38.4 million customers, corporate clients and financial institutions in over 40 countries. Operating in the Grand Duchy of Luxembourg since 1960 as a universal and accessible bank, our products include savings, payments, investments, loans and mortgages for retail and private banking customers, whom we sever serve online and through our network of branches.