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Sectors | Trade and Commodity Finance, Americas | Managing Director, Head of TCF Americas | NYC
About ING:
In the Americas, ING's Wholesale Banking division offers a broad range of innovative financial products and services to domestic and international corporate and institutional clients.
When you come to work at ING, you're joining a team where individuality isn't just accepted, it's encouraged. We've built a culture that's fun, friendly and supportive - it's the kind of place where you can be yourself and make the most of whatever you have to offer.
We give people the freedom to take risks, think differently, take ownership of their work, and make great things happen. We're here to help you get ahead. And with our global network, there's plenty of scope to take your career in new directions, perhaps even ones you've never considered. ING Americas follows a hybrid work model, allowing for in-office / work from home flexibility. Hybrid work arrangements vary based on business area.
Sound like the kind of place you'd feel at home? We'd love to hear from you.
About the position:
We are looking for a Head of TCF Americas who has a strong understanding of the regional TCF market & extensive knowledge of WB products and risk management. The successful candidate will be a seasoned people manager that can act as leader in a complex functional and regional matrix organisation.
The Head of TCF Americas reports hierarchically to the Head of Sectors Americas and functionally to the Global Lead TCF, and leads a team responsible for managing and monitoring the existing portfolio and originating new clients and transactions across the Americas. This person is responsible for the strategic direction and management of ING's Commodity Finance franchise in the Americas and will be primarily responsible for the commercial performance in the region, driving P&L targets and steering on risk and return.
The position is a member of both the global TCF MT and the Sectors Americas MT, contributing to strategy setting, governance, and cross-franchise alignment.
The team oversees substantial exposures and acts as a coverage unit, cross-selling ING's broader product offering, including DCM, hedging solutions, Sustainable Finance and M&A advisory. It also collaborates actively with other Sector teams such as Energy, Food & Agri, Metals & Mining, and others.
About the department - Trade & Commodity Finance (TCF), Americas:
ING is a global leader in TCF. Our TCF global coverage is organized into two main areas: the Global Merchant Groups (GMG) team, which focuses on traders with multi-location and multi-product strategies, and the Commodity Merchant Companies (CMC) team, which serves clients whose relationships are rooted in specialized lending and benefit from deep product and technical sector expertise.
In the Americas, the team supports a diverse range of commodity traders across energy, metals, and soft commodities, providing both financing and advisory services. The TCF Americas franchise includes a GMG team that covers the entire US, as well as two CMC teams: one based in Houston, focusing on the Gulf Coast region, and another in New York City, covering the rest of the US.
The coverage team is supported by an embedded team of Transaction Management Officers (TMOs), who work closely with the Relationship Managers to monitor and manage credit facilities throughout their full lifecycle, from onboarding and execution through ongoing portfolio management. In addition, TCF Americas is complemented by a dedicated receivables discounting team (CPU), which enhances our overall value proposition by providing structured solutions tailored to client needs.
Key Responsibilities

• Further develop the TCF US strategy, ensuring it is aligned with the overall ING WB strategy and the global TCF strategy, to deliver objectives set by the MBB, the TCF Management Team ("TCF MT") and strengthen commercial performance within risk appetite.
• Set and develop long term plans for the region and identify growth opportunities and drive differentiation of customer value proposition versus competitors.
• Pursue and drive digital innovation and evolution of the TCF franchise with a priority on scalability, operational efficiency gains and NFR mitigation.
• Work closely with TCF Deal Principals and CPU Lead to:
  • Facilitate the origination, structuring and execution of new commodity finance transactions across the full spectrum of commodities including energy, metals and softs deals
  • Manage and monitor an existing portfolio of lending exposures
  • Coordinate with global TCF colleagues on the management of global accounts and generally liaise with respect to regional market intel
  • Support and expand existing client relationships both in the core lending products and through "cross-sell" initiatives with FM, WCS, M&A, CS&A and DCM
  • Pitch and coordinate efforts with respect to growth and flawless execution of TCF's receivable discounting product ("OPU")
• Represent the Americas region as a member of the TCF MT.
• Provide senior representation and thought leadership externally including attendance at industry conferences.
• Collaborate with colleagues in Communications on marketing/branding, and internal/external storytelling initiatives.
• Be fully KYC compliant for all TCF PAM & LAM segmented clients.
• Ensure regulatory compliance in line with ING procedures.
• Attract, engage, and develop talent and build high performing teams, which includes collaborating with -and mentoring- junior colleagues with an emphasis on credit analysis (i.e. preparation of credit applications and annual/quarterly reviews).
• Client onboarding and booking consistent with NY/HOU (Bank NV and Capital Corp).
• Responsible for customer due diligence and compliance-related tasks and coordinating with TCF TMO, ING CDD, Compliance and Legal on critical matters of fraud and non-financial risk.
• Monitor market developments and identifying new commercial opportunities
• Establish and maintain relations with other banks active in the market

Qualifications and Competencies:
Experience/Knowledge:

• 15+ years of work experience in the TCF industry.
• Proven track record of managing a team and in-depth knowledge of the dynamics, customs and practices of the Americas region; international experience is preferred.
• Proven track record of managing and growing key client relationships.
• Strong commercial acumen and ability to execute.
• Wealth of deal/transaction experience, market participant knowledge and proven ability to assist in the winning of new business.
• Proven experience in developing & implementing new organizational strategies and priority management.
• Good knowledge/experience or regulatory requirements and risk management (financial & non-financial).
• Strong commercial skills and credit skills.

• Bachelor's degree in Finance, Accounting, Business, Economics, Mathematics or closely related quantitative field; MBA preferred
• Registered Series 79 and 63, or commitment to obtain within 6 months of joining

Personal Competencies:

• Dilemma management.
• Highly experienced in complex stakeholder management.
• Ability to balance strategic direction with external regulatory changes to lay out right

priorities for teams.

• Ability to translate WB and TCF's vision and strategy into specific direction for your team.
• End to end thinking (considering the complete value chain) and then the doing (laying out execution), including stakeholder management.

Salary Range $315,000-$385,000
The salary range listed reflects base salary only. This role is eligible for participation in a discretionary bonus program.
In addition to comprehensive health benefits, a generous 401k savings plan, and competitive PTO, ING provides a broad array of benefits including adoption, surrogacy, and fertility services; student debt assistance; and subsidies for expenses associated with commuting and fitness.
ING is a committed equal opportunity employer. We welcome applicants of diverse backgrounds and hire without regard to race, gender, religion, national origin, citizenship, disability, age, sexual orientation, or any other characteristic protected by law. We celebrate these differences and rely upon your unique perspective to innovate and seize new opportunities. Come as you are.
ING Bank does not have a commercial banking license in the U.S. and therefore not permitted to conduct a commercial banking business in the U.S. Through its wholly owned subsidiary ING Financial Services LLC, and its affiliates, it offers a full array of wholesale products such as commercial lending and a full range of FM products and services.