Head of Sales, Mid Market - CF UK

At a glance

The mid market team originates and executes financing opportunities for the mid market segment (typically companies with revenues from £2.5mln to £25mln). The team is part of the UK ABF business. Products and solutions offered revolve around financing companies’ assets (receivables, stock, plant and equipment and real estate) these can include cross border structures.

The Head of Sales Mid market is responsible for managing the mid market Sales team, whose role is to generate new business by seeking referrals, and advising and selling Commercial Finance products and services to new prospects, with a view to realising long term profitability, and Key Business Introducer and Client satisfaction. Focus is on sustainable growth, balancing risk and reward, and growing the portfolio in line with the Return on Equity targets and ABF growth strategy. The job holder is responsible for leading the mid market Sales team and building the ABN AMRO brand in the UK. The job holder actively promotes cross sell of other ABF, CIB, and/or bank services. Serves as a local Senior Manager involved in Key Business Introducer relationships, where required, and works with the Sales team to develop their new business potential. The Head of Sales Mid market as well as managing the team is also responsible for selling Commercial Finance products and services to new clients through contacts, brokers and direct.

Your job

The Head of Sales Mid market plays a role in developing the Commercial Department plan with the Head of Sales & Origination CF UK as part of the overall plan of ABF UK. The plan focuses on key deliverables and includes clear performance metrics. Throughout the year, the jobholder keeps track of the commercial performance and works with the Head of Sales Origination CF UK to adjust the execution plan as and when appropriate, should performance deviate from the budget.

Responsibilities as follows:

• Ensuring that their team acts as a strong first line of defence (LoD), which is demonstrated in the quality of the credit proposals the team submits.
• Assists team with pitches and meetings with potential clients and KBI’s
• Ensuring compliance with all ‘Licence to Operate’ measures. The job holder may take part in Credit Committee as a voting member.
• On an annual basis, the key result areas are defined through a departmental OGSM (Objectives, Goals, Strategies, Measures)

Key elements are:

o Financial performance (P&L, portfolio growth, new business volume, C/I ratio, ROE)
o Management of the mid market Sales team
o Employee Engagement
o Net Promotor Score
o Risk & Compliance
o Sustainability

• Promote a culture of good conduct by demonstrating and communicating the expected levels of behaviour and integrity by encouraging a speak up culture, compliance and completion of all mandatory/regulatory training courses, including but not limited to SHARP
• Regularly assess employees level of conduct and address instances of poor conduct
• Demonstrate and promote the expected levels of behaviour and employee integrity by showing strong adherence to moral and ethical principles and internal rules, policies and procedures
• Create an open and safe working environment which is free from barriers and where employees respect the opinions of others, feel free to give voice to their values, report and learn from mistakes by proactively asking for feedback and raise issues or concerns without fear for negative consequences
• Guide and coach employees in the objective setting process to ensure the overall mission and objectives of the department are fulfilled whilst ensuring the individual roles and responsibilities are clear, fostering a collaborative team spirit (locally and internationally) and ensuring robust mechanisms are implemented to limit key person dependencies
• Assess periodically the overall skill sets of the team and ensure that training and development needs are identified and acted upon via regular team and one to one meetings
• Regularly reviewing Succession Management and Talent Development plans, providing employees development opportunities to support those plans
• To carry out Human Resource Management tasks within the framework set for this purpose by ABN AMRO in order to ensure optimum allocation, motivation and knowledge of staff.

Your working environment

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.

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.

Our strategy goes far beyond financial value: we want to accelerate the transition to sustainability. We do this by supporting and advising our clients in order to facilitate their sustainability shift. Our commitment to clients, employees, investors and society calls for clear direction, focus and dedication.

We concentrate on our three strategic pillars:

• Support our clients’ transition to sustainability
• Reinvent the customer experience
• Build a future-proof bank

Our strategy requires a culture of working together and permanent learning. It’s only with this mindset that we unleash the best in ourselves to deliver a high standard of performance. ABN AMRO’s culture is the catalyst for the evolution in which we find ourselves: our people are imaginative, trust each other and do just that little bit extra to help clients.

ABN AMRO UK is part of the Corporate Banking business line and operates the following businesses in the UK:

• Corporate and Institutional Banking which includes Corporate Banking, Clearing, Global Markets - Sales & Trading and Financial Institutions
• Commercial Banking which includes Asset Based Finance and International Desk, which provides transactional banking services

Our business lines are supported by a number of functions such as Risk, Compliance, Legal, IT, Finance (Including Tax), Business Management and Human Resources. We currently employ approx. 380 people in the UK.

Your profile

• Proven experience of working in a commercial finance environment
• Extensive knowledge of corporate finance/ABL market, ABF’s product & activities suite, and underwriting requirements
• Strong experience in managing commercial and support activities
• Established intermediary network and proven ability to generate sustainable deals
• High level of understanding of country & regulatory principles and rules
• Knowledge of Compliance topics and processes
• Proven ability to lead successful commercial teams
• Global view on developments in the financial industry and the ability to relate this to the Commercial Finance activities of ABN AMRO
• Credibility and gravitas to represent ABN AMRO in a professional way to internal and external stakeholders

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.

We have identified that the following types of flexible working may be suitable for this role in principle.

Any requests will be determined in line with our Flexible Working Policy:

Type of Flexible Working Likely to be suitable

Remote Working Yes
Unpaid leave Yes
Staggered hours Yes (subject to business coverage)
Other Yes (will consider requests in line with business needs)

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.