Sales & Relationship Manager Energy & Metals ("E&M")

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:

1. Providing the highest level of service to existing and prospective clients and building, maintaining and developing client relationships.
2. Helping to expand the business on a product and global level (global team).
3. Leveraging on the existing platform/services AACB offers: (voice) execution, clearing, physical deliveries, CRS and collateralised margin financing.
4. 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 monitoring 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, turnover 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 million 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 ongoing relationship with existing clients.

• Working in close cooperation with the bank in Northwest Europe to further expand AACB's and the Bank's products, services and enhance competitiveness of the group.

• Assist in the coordination of operational information and fulfills formal documentation and administration 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, 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 onboarding 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 coordinating, communication and cooperation 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 the whole credit portfolio and with regard to own individual credits.

• Monitors compliance with the approval conditions, covenants.

• Analyses deviations from agreed arrangements and discusses 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 . click apply for full job details