Director / Vice President - Real Estate Sector Coverage

Position summary
As (Senior) Relationship Manager, you will play a key role in developing and deepening customer relationships, growing a profitable portfolio and delivering exceptional client experience. We are looking for an institutional Real Estate banker who is passionate about delivering value and acting as a trusted advisor to our clients, and together with our product teams locally, and globally, originate various types of tailored solutions for leading institutional real estate players. This is a client facing role for an entrepreneurial individual who will have responsibility for developing and deepening the real estate sector business across a designated client base, identifying local as well as international inbound and outbound opportunities. As (Senior) Relationship you are a true team player by mentoring junior employees and contribute to the development of the team.

We are looking for an experienced team player who is capable to lead multi-product and x-border deal teams, multi-task and work under tight deadlines. Analytical, personable, able to communicate with senior business executives internally, and externally with principals of our institutional client base, such as private equity,, listed and unlisted real estate funds, sovereign wealth and family offices. The role requires an experienced individual who can work independently with little or no supervision.

The team
The WB RE NL team consists of 6 FTE’s of which 4 are client-facing and have their own client portfolio.

Roles and responsibilities

• Develop and manage a portfolio of high-value clients and build long-term relationships through proactive communication and regular portfolio reviews.
• Conduct in-depth financial needs assessments and recommend appropriate banking products and services.
• The successful candidate is expected to identify and capitalize on business development opportunities within the Netherlands.
• Identify and originate cross-selling opportunities across the full range of the Bank’s offering of various forms of lead-lending, capital advisory products, financial markets, and transaction banking products. It is expected that you have the capability and experience to lead multi-product deal teams.
• Formulate client strategy, lead origination efforts, lead deal structuring, lead internal approval processes, and coordinate with relevant product teams to deliver multi-product solutions to clients to achieve cross-buy and return objectives.
• Maintain strong knowledge of RE industry trends, banking products, relevant regulations to understand the business of the Bank's clients and real estate transition developments. Identify and monitor opportunities/ issues within the Commercial Real Estate sector and contribute to ING strategic initiatives.
• Identify, develop, and maintain close relationships with clients as primary contact.
• Prepare presentation materials and pitches to clients leading to new mandates.
• Contribute to achievement of team KPIs including economic income, ESG, cross-buy (in financial markets, transaction services and capital markets & advisory), return, and risk targets and other financial/non-financial KPIs.
• Ensure compliance with bank policies, procedures, and regulatory requirements.
• Coach and guide junior team members.
   

What we’re looking for

• Given the seniority of the role, you have experience to lead multi-product and x-border deal teams.
• Well-developed skills of structuring of lending deals. Strong understanding of core banking products (various forms of FM, DCM, ECM and TS).
• Hands-on experience in the sector as a senior originator in all aspects from relationship buildout/management, effective pitching, and transaction execution.
• Minimum of 7 – 10+ years of experience in banking, financial services. Proven experience in relationship management and sales performance.  Advanced networking capabilities.
• Strong written and verbal communication, and problem-solving skills and ability to maintain composure under stress.
• Excellent analytical, communication and negotiations skills.
• An ability to communicate effectively with clients (e.g. Treasurer level) and relevant stakeholders both internally and externally.
• Strong growth mindset and good resilience to deal with unexpected setbacks. Committed and dedicated team player, strong collaborator and self-motivated.
• High level of proficiency with LMA documentation.
• Good understanding of the commercial real estate sector dynamics, relevant trends, investment vehicles and financing structures.
• Interested in additional sector initiatives, including supporting preparing presentations for senior management.
• Fluent in Dutch and English is required.

A motivated cover letter (explaining your qualifications for the role) is required.

Rewards and benefits

We want to make sure that it’s possible for you to strike the right balance between your career and your private life. You can find out more about our employment conditions at Benefits in the Netherlands  

The benefits of working with us at ING include:

• A salary tailored to your qualities and experience
• 24-27 vacation days depending on contract
• Pension scheme
• 13th month salary
• Individual Savings Contribution (BIS), 3.5% of your gross annual salary
• 8% Holiday payment
• Hybrid working to blend home working for focus and office working for collaboration and co-creation
• Personal growth and challenging work with endless possibilities
• An informal working environment with innovative colleagues
   

About us

With 60,000 employees and operations in approximately 40 countries, there is no shortage of opportunities for people with initiative who want to help people take a step ahead in life and in business. Do you want to work at the cutting edge of what’s possible and at the same time ensure you work with integrity and hold the customer’s interests at heart? Do you want to be surrounded by progressive, inspiring, diverse and supportive colleagues? Then there is no better place to invest your talents than at ING. Join us. Apply today.