ING WB Commercial Excellence Lead

The Chief Commercial Office (CCO) are looking to recruit a senior banker as Commercial Excellence (ComEx) lead. The ComEx lead will work within the CCO team to implement and execute the ING WB’s “Growing the Difference” strategy.

The ComEx Lead role is a global role whose aim is to drive Wholesale Bank commercial priorities with regular access to Global Sector Leads and Global Product Heads. The location of this opportunity is to be determined and can be in any ING WB country.

The Team

In this role, you will join the existing ComEx team, consisting of 5 Commercial Excellence leads, all reporting into the Head of CCO. The team is responsible for disseminating best practices from our top performers, through the Commercial Excellence Framework, to the rest of the front office and (senior) management layers. This initiative aims to help the business meet Cross-buy and Fee generation targets. Additionally, the ComEx team also promotes and embeds a Sales Coaching culture within the Front Office of WB, assisting managers to adopt a coaching and development culture to unlock the inherent, and sometimes untapped, potential of our people.

Roles and responsibilities

The role of a Commercial Excellence lead has a global scope and will include:

• Briefing and managing stakeholders (from MMB-1 to all FO members) across the front office on the subject of and mission of Commercial Excellence.

• Using the content of the Commercial Excellence Framework to Coach, Train and encourage feedback within the front office of the WB.

• Facilitating a self-assessment against the Commercial Excellence Framework for front office MBB-1 to -3 MT members and coach these people on their development plan and cascading excellence into their organizations.

• Working with (a share of) the ~400 Sales Managers/Leaders across the WB front office, to help them self-assess against the Commercial Excellence Framework, develop a personal development plan in their front office roles and cascade the exercise into their teams.

• Strategizing & coaching with sales leaders and management on the development of a client plan and share best practice

• Embedding the new VCT Excellence way of working in the organization and driving results with VCT’s on execution and value creation.

• Coaching PAM's and their VCT’s to ensure that the Executive Involved (EI) model works effectively and EI’s and VCT’s are supported and coached to make the model work.

• Working with the VCT's that are targeted in the CEOs 21/25 growth plan to help them deliver on the plan and break through the belief or action barriers that have led to these clients not already meeting these targets.

• Using and continually developing the Commercial Excellence Toolbox around the (i) individual training journey including consultative sales, personal development and coaching, (ii) virtual client team (VCT) workshops including harmonized way of working, opportunity mapping and value delivery and (iii) client focus including pitch training and rehearsals, unveiling client network potential and objection handling.

• Coaching teams who are delivering high value/level pitches to clients as part of a mandatory dress rehearsal.

How to succeed

We hire smart people like you for your potential. Our biggest expectation is that you’ll stay curious. Keep learning. Take on responsibility. In return, we’ll back you to develop into an even more awesome version of yourself.

Suitable candidates should have the following profile:

• Experienced and credible Wholesale banker with a well-rounded origination and execution track record, practiced at a senior client level with an excellent commercial skill set.

• Strong business acumen with organized, balanced, and collaborative operating style with the ability to drive change with presence and energy.

• Experienced managers, having successfully run teams in the bank and had experience of having impactful and difficult conversations with direct reports. Experience of leading virtual teams would also be useful.

• Able to demonstrate a desire to constantly learn and change and adopt best practice.

• Well-developed communication, interpersonal and people development skills and maybe even already qualified as a coach

• Courage to push individuals and teams through the current status quo barriers that exist in the front office, while engaging these individuals in the journey of improvement.

• Able to challenge teams to be creative and to deliver differentiated client relationships.

• Able to work independently using coaching skills and the commercial excellence framework to support development in the front office.

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 and reward our people with a generous benefits offer and employment conditions.  

Questions?

Contact the recruiter for more information about this role. Want to apply directly? Please upload your CV and motivation letter by clicking the “Apply” button.

About us

With 63,000 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.