At a glance

The Sales & RM E&M, Corporate Hedgers will report to the Global Director, Corporate Clients and locally to the Chief Commercial Officer, Europe

Mission to become a Top 3 Clearer worldwide in commodity markets by:

• Providing the highest level of service to existing and prospective clients and building, maintaining and developing client relationships.
• Helping to expand the business on a product and global level (global team).
• Leveraging on the existing platform/services AACB offers: (voice) execution, clearing, physical deliveries, CRS and collateralised margin financing.
• Leveraging on (if applicable) banking relationships within ABN Bank or other FI's

The role of the Sales and Relationship manager E&M will be acquiring new clients and the commercial management of existing corporate clients in the E&M sector, domestically and internationally, in non-emerging and emerging countries. This is achieved by building up relationships by selling the services we offer such as clearing, execution, deliveries, Commodity Repo, FI guaranteed margin financing and attracting deposits. It could also be achieved via potential lending capabilities of AAB or by building up relationships with other financial institutions.

The emphasis in this post is on creating an optimum contribution for the bank in terms of profitability, risk control and economic profit result. The function includes, as well the monitoring of the existing portfolio of clients, the on-boarding of new clients including coordination with internal and external parties and advisors (Bank/Legal/Risk)

The Sales and Relationship Manager is responsible for lead generation and prospect conversations, with an ability to act independently as well as with the wider and global Corporate Clients team and other departments/functions to ensure a "best in class" offering to clients and prospects. He/she develops and controls the regional strategic relationships to enhance the market position and to optimize service delivery, customer satisfaction, increased services, turn over and net revenue.

• E&M has over 25 clients world-wide which AACB wants to grow to 35 in the coming 3 years.
• Client characteristics: listed and private companies, domestic and international. Active in the production, marketing, refining, trading, shipping and storage of commodities and related products. Core of clients and prospects are related to energy, gas and metals commodities.
• Generate income of EUR 12 million (EUR 7,5 mio in 2024) in Europe within 3 years

Your job

• Representing and part of the centre of competence for E&M clients of AACB.
• To manage and develop the on-going relationship with existing clients.
• Working in close co-operation with the bank in Northwest Europe to further expand AACBs and the Banks products, services and enhance competitiveness of the group.
• Assist in the co-ordination of operational information and fulfils formal documentation and administration in order to contribute to the development, implementation and sales of new clearing related products, markets and services.
• Be able to generate new business and manage the on-boarding process of new clients from start to finish.
• Actively contributes in growing the global E&M portfolio
• Risk conscious, understands the relevant risks and manages clients in order to maintain an acceptable risk profile (increase collateral, lower limits if risk increases, manage/understands compliance risk)
• Regional relationship management strategy: Gains insight into regional commercial and market developments. Analyzes, evaluates and discusses trends and situations that are important for the overall business strategy. Identifies sales opportunities and threats. Develops long and short-term relationships management scenarios and planning. Aligns regional relationship management strategy with global commercial strategy and ensures this strategy is communicated and implemented.
• Annual plan/Work organization: Draws up an annual plan, in line with the global Commercial policy, in order to enable steering of the department results and to deliver a maximum contribution to the objectives of the global department. Prioritizes and assigns the tasks of the regional department and translates them into operational activities. Estimates the needed resources and budget and plans the department activities.
• Commitment from clients: Creates and maintains a strategic network with major players in the commodities and clearing related market. Makes sure that developments, problems, successes and strategic considerations of these companies are known and understood. Enhances commitment from these companies to AAC, presenting the AAC product development vision and the values of new products and services.
• Client reviews (Risk, compliance, credit): Assesses, in line with AAC client review policy and procedures, the reliability and robustness of customers (commercial behavior, integrity, business plans, changes in the organization and occupation etc.). Recognizes that the behavior of customers is in accordance with the AAC procedures relating to risk, compliance and credit. Takes appropriate action when necessary.
• External representation: Takes place as a representative of a systematically important bank in external advice - and consultation committees with parties such as local regulators and banking authorities. As an expert advises the committee and represents the interests of ABN AMRO Clearing.

Client acquisition and business development
• Establishes and maintains contact with potential and existing Clients.
• Forms an impression of (potential) clients and the opportunities for (further) product sales.
• Prepares account plans and prepares for client visits, monitors the agreements made and be the senior spokesperson in client meetings
• Market analysis of the particular sector and competition and creates a Strategic plan to grow the E&M business within the region.
• Maintains contacts with potential relationships/relevant internal employees aimed at building and maintaining a network of intermediaries which may be important in the effecting of important transactions.
• Communicates with major regional clients to create commitment with on boarding implementation processes and to convince them about AAC being a solid and competitive partner for the near and long future.
• Communicates with major regional players in the financial markets about future developments and commercial opportunities in the clearing business.
• Communicates with staff to stimulate the dedication, motivation and development to achieve best possible performance.
• Consults with and reaches consensus with other members of decision-making committees.

Structuring and Execution
• After assessing the plan and reaching agreement, prepares quotations, negotiates on
terms and enters into agreements.
• Analyses accountants' reports, sector reports, the operation of the business, future plans
and opportunities and determines the consequences of this as regards the client acceptance Process.
• Arranges the proper legal documentation (liaises with internal and external lawyers).
• Draws up a plan/agreement for each client solution, setting out how the client will be monitored (data on the credit use, collateral, business figures, information on the client and the sector, the course of the relationship with the client, etc.).

Business Advice
• Stimulates x-sell brainstorm and information exchange sessions within AACB and AAB.
• Takes part in co-ordinating, communication and co-operation between AACB offices (US/APAC/EU).
• Discusses the analyses and proposals with the client and possibly with the client's professional advisors. Highlights the attractive points of the various constructions that can
be offered. Advises on the ultimate choice or decision.

Monitoring & risk management of the client portfolio
• Gathers information to keep the client file up to date, including all necessary Compliance and regulatory matters.
• Identifies trends in risk development with regard to whole credit portfolio and with regard to own individual credits.
• Monitors compliance with the approval conditions, covenants.
• Analyses deviations from agreed arrangements and discus these with the client; negotiates solutions and submits these to the relevant authority for approval.
• Regularly analyses and assesses the positions of clients and provides input as required in the 1st line of defence role

Department Administration
• Performing activities based on agreements reached aimed at fostering the smooth running of the department.
• Handles complaints from clients and rectifies where complaints are justified.
• Organises and Chairs team and department meetings and events.

Your working environment

At ABN AMRO we have a clear purpose: Banking for better, for generations to come. The shift towards sustainability is one of the most important challenges of our time. Supporting our clients at times that matter has always been our role and our responsibility. Together, we aim high and work towards lasting relationships that are relevant and responsible, both now and in the future. We want to be the bank that leads the way.

ABN AMRO is an enterprising bank with a primary focus on Northwest Europe. We serve clients in the retail, private banking and corporate banking sectors. We are also present internationally in a number of specialist activities, such as Corporate and Commercial Banking, Asset Based Finance and Clearing.

ABN AMRO UK , part of our Corporate Banking network, has established positions in Corporate & Institutional Clients, Financing Solutions (Project and Leveraged Finance), Markets (Capital Markets, Sales & Trading), Transaction Banking, Asset Based Finance and Clearing.

Our business lines are supported by a number of functions such as Risk, Compliance, Legal, IT, Finance (including Tax), Business Management and Human Resources. Our strategy requires a culture of working together and permanent learning from each other; it's for this reason our core values of care courage and collaboration are at the heart and centre of everything we do.

We currently employed around 380 people in the UK.

Equal opportunities for all

The success of our organisation depends on the quality of our people and the ideas that they have. Truly surprising insights and innovative solutions for our clients result from an interplay of cultures, knowledge and experience. Diversity is therefore extremely important to our organisation. To ensure that everyone at ABN AMRO can develop their talents, we encourage an inclusive culture in which all colleagues feel engaged and appreciated.

Your profile

• Educated to university level or equivalent.
• Work experience in either Trade Finance or Clearing Commodities
• Extensive knowledge and network of E&M market
• Knowledge of skills in relation to Trade Finance solutions is a pre.
• Knowledge of international credit process (incl. credit application/processing/monitoring).
• Extensive knowledge of tax/legal/documentation/ insurance/technical.
• Basic knowledge of ICT systems used in AACB is a pre
• Strong negotiating skills in an international environment (including emerging markets).
• Excellent in speaking, writing and reading English.
• Possesses the ability to act as an ambassador for AACB and Regulatory bodies / Exchanges.

What we offer

Joining ABN AMRO means working on meaningful projects. Projects that have an impact on our clients. Working with a wide range of people with different backgrounds, opinions and ideas. In the UK, in the Netherlands or elsewhere in our international network. We offer an environment where you will be challenged on a daily basis - professionally as well as on a personal level - so that you can grow to become the professional you want to be.

Interested?

Are you interested? Please apply via the button below.

For more information please contact Niki Champion, Senior Resourcing Partner, UKrecruitment@uk.abnamro.com, +44 203 192 9342.

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