Head of BMG Sales - Greater China

The Head of BMG Sales is responsible for driving new client acquisition and expanding existing client relationships across ING’s franchise in Greater China (China, Hong Kong and Taiwan). The role operates in close coordination with ING coverage teams and Transaction Services partners across the region. In addition to direct responsibility for BMG sales in Greater China, this person will also oversee the BMG teams in APAC.

Key Roles & Responsibilities

Client Acquisition & Market Expansion

• Drive outbound sales activity to expand BMG’s client base across Greater China, focusing on multinational corporates with complex treasury needs.

• Own the overall BMG sales and income responsibility for Greater China and additionally for APAC, in which capacity the role will have team management responsibilities for BMG sales teams in other Asian markets.

• Identify and qualify sales prospects referred by client coverage and Transaction Services teams across local ING branches.

• Assess prospective clients against BMG eligibility criteria and prepare tailored product and marketing presentations.

• Develop new territories, currencies, and client segments within the assigned markets in line with BMG’s growth strategy.

Client Relationship Management & Cross-Selling

• Maintain and deepen relationships with existing BMG clients, identifying opportunities to expand scope through cross-selling of additional products and services.

• Act as the primary liaison between BMG and local ING branches (Client Coverage and TS teams) to ensure coordinated client engagement.

• Advise clients on the structuring and optimization of liquidity management solutions, ensuring mutual benefit for the client and BMG.

Product Advisory & Solutioning

• Demonstrate and explain BMG’s product suite, including Netting, Cash Pooling, In-House Banking, Reporting, Payments, Receipts, and Megabank services.

• Assess client banking, liquidity, and treasury requirements and recommend appropriate BMG solutions.

• Arrange and coordinate system demonstrations and solution walkthroughs for prospective clients.

• Stay abreast of market developments, treasury trends, tax, regulatory, and accounting changes impacting client liquidity structures.

Proposals, Implementation & Deal Execution

• Prepare Requests for Information (RFIs), Requests for Proposal (RFPs), commercial proposals, and pricing quotes, subject to internal approvals.

• Draft end-to-end implementation plans and timelines for closed deals, covering all countries and currencies within scope.

• Coordinate internally with product, operations, implementation, technology, legal, and risk teams to ensure seamless execution.

Legal, Risk & Compliance Coordination

• Support legal negotiations and documentation with clients and prospects, coordinating with BMG Legal, Risk, and relevant approval committees.

• Ensure all contractual documentation receives required internal approvals prior to execution by BMG Amsterdam.

• Ensure full adherence to ING and BMG compliance policies, regulatory requirements, and internal governance standards.

• Monitor and flag local regulatory, FX, central bank, and tax developments impacting BMG products and services.

Sales Management, Reporting & Governance

• Act as line manager for Greater China BMG team and functional manager for BMG sales and account management teams across Asia, providing guidance, oversight, and performance management.

• Maintain accurate prospect and client data in internal systems (e.g., Salesforce) and required sales tracking tools.

• Prepare regular sales, pipeline, activity, and status reports for management.

• Produce call reports and senior management briefings for client and prospect meetings.

• Handle client issues, concerns, and complaints in a timely and professional manner.

Skills & Qualifications

• Strong experience in transaction banking, liquidity management, or treasury solutions within a multinational banking environment.

• Deep understanding of global cash management, netting, pooling structures, and cross-border treasury operations.

• Solid working knowledge of regulatory, FX, tax, and compliance considerations across APAC markets as they relate to BMG’s products and services.

• Proven ability to originate, manage, and close complex cross-border client engagements.

• Strong stakeholder management skills, with the ability to coordinate across multiple internal and external teams.

• Excellent written and verbal communication skills, including senior management and client-facing presentations.

• Highly organized, self-driven, and able to operate effectively in an international, matrixed organization.

• Willingness to travel regionally as required.