Senior Relationship Manager


• Growth of our corporate banking business
• Widening of the corporate customer base through prospect acquisition
• Sales of bank and non-bank products to eligible customers
• Interfacing the customer and the bank, keeping customers satisfied through product delivery to customers` expectations
• Meeting the personal revenue budgeted and the return requirements (RAROC)
• Meeting the zero credit loss norm
• Bearing the ultimate responsibility for the assigned customer relationships


Individual Customer Portfolio Build-up and Maintenance
• Acquire names within the defined target market
• Assess and dimension the business potential of current, newly acquired and target customers, set own marketing priorities according to the revenue opportunity
• Develop and follow account plans for each customer, set lead products, x-sell strategy and defensive strategies when applicable
• Optimize the offered product mix using risk/reward ratio as a main criterion
• Involve product, line and credit management as needed
• Build close professional relationship with own customers
Product Sales and Delivery
• Sell full mix of ING’s wholesale products
• Involve product managers for sales of specialized products
• Suggest product modifications/innovations as necessary
• Take responsibility for all the credit and documentation features of products used by own customers
• Co-ordinate preparation and execution of credit and pledge agreements
• Organize and catalyze product delivery
Co-ordination of Customer Servicing
• Interface customer contact regarding daily business, i.e. cash management, loan draw-downs and similar
• Liaise with operations and product management for proper customer servicing
Credit Initiation
• Structure the credit lines according to internal rules, customer needs and credit viability
• Prepare and submit the credit applications
• Bear full accountability for the credit proposal
Credit Maintenance
• Comply with the risk process including timely preparation of call reports
• Take personal ownership for the credit risk related to the customers assigned
• Re-structure or re-allocate the credit lines as dictated by the changing business needs
• Prepare and submit in due time interim and annual credit reviews as needed/required
• Recognize problems as they evolve, gather and communicate all credit deterioration signals to line and credit seniors
• Suggest, get approved and impose remedial steps including credit lines re-structuring, down-sizing or taking leave strategy
• Deliver all relevant information when requested by line and credit management
• Take responsibility for documentation aspects of customer relationship
• Ensure standard documents are used wherever possible
• In exceptional cases, support development and implementation of non-standard documents by involving legal, credit and relevant product managers
• Verify the identity of each customer representative when the customer is signing the bank documents
• Take every effort in gaining a deep knowledge about every one of your customers
• Follow the account activity and be ready to explain any irregular items, prepare Transaction Profiles and AML exception reports)
• Ensure the customers` activities are compliant with all local regulations, if non-compliant activities recognized, inform line management
• Make sure we deal only with people legally entitled to represent the customer towards the bank
• Get to know and comply with all internal procedures and policies
Activity Reporting
• Fully use CRM as the primary customer relationship management and activity management tool
• Prepare and submit for approval expense reports for actually incurred expenses while on-the-job


• University graduate
• Fluent in business English
• Demonstrates high ethical standards
• Excellent interpersonal skills, efficient team player
• Superior product knowledge in at least 2 product families
• Ample analytical skills


• Background of international financial institution with a strong position on the market
• Possibility of personal and professional development
• Standard ING Bank employee benefits (28 holiday days, luncheon vouchers as 100 CZK/day, flexible Cafeteria budget, employer´s contribution to employee´s pension and life insurance, free flu vaccination, flexible working hours, Makro card for employees etc.)
• Opportunity to gain experience in banking and international institution
• Daily use of English language


ING Česká republika
Hana Exlerová