The person in this role will be charged with increasing our client penetration rate across the entire APAC region, both for first time VCF clients and for existing VCF clients to maximize our share of their working capital and value chain wallet.
The span of the target market is broad and requires broad-based knowledge of the target clients, the overall competitive framework and the capabilities and limitations of the VCF product suite. A strong awareness of overall product suitability for client needs in line with Rabobank risk appetite is key to success in delivering.
The overall VCF APAC region is being created to maximize scale and to increase overall efficiency and efficacy. While the role will lead to being a deal captain, it also will require the ability to trust and empower employees to execute while moving on to new opportunities. The person in is this role will be key to contributing to the overall pipeline of the regional franchise and to enhancing awareness within the bank and among bankers. An ability to identify client needs and provide solutions that are able to be delivered as promised and in reasonable timeframes (as well as in line with efficiency, digitalization, and revenue and return targets) is key to success.
As one of the 3 pillars of Structured Lending in the Wholesale setup, VCF is the centre of competence/excellence for payables, inventory and receivables finance solutions. VCF operates across all regions where Wholesale currently operates and primarily serves clients of Wholesale and also serves clients of the Rabobank Group entities, e.g. DLL.
VCF is established to continue to provide Rabobank clients with optionality of products for their working capital needs and to enhance the revenue contribution of clients to the overall Wholesale revenue line by being a one stop service provider for working capital, supply chain finance and value chain finance for customers in the international food & agri markets (Banking4Food). History has shown that if a client is a user of an ABF or SIP product offering, then the client is typically elevated to HVC status in conjunction with other Rabobank product offerings or on a standalone basis.
VCF is a growth engine as part of being Fitter, Stronger and Better and has an ambitious MTP that seeks c. 10% CAGR growth through increased penetration of offerings across the client base, integrated and multi-use product offerings for clients and new product development.
By offering highly structured products with protective measures embedded as our clients’ profiles deteriorate, it is intended that VCF delivers a high quality of recurring earnings with low impairment levels (historically nil). Therefore, continued excellence in surveillance, upfront due diligence and knowing our customers is key.
VCF is keenly focused on digitalization, innovation, sustainability and new product development for its clients and to Growing a Better World Together.
Working for the Rabobank Group demands special competencies from the individual employee, who must have a natural tendency to collaborate with customers, members and colleagues. The added value manifests itself in permanent, mutual collaboration between all national and international business units and entities within the Rabobank Group. The permanent collaboration enables us to achieve shared professional results, where short-term and long-term customer interest is at the forefront. This requires employees to have a personality which is clearly "actively focused on other people" and for employees to make a careful consideration between risks and results in the performance of work duties with the objective to increase and maintain customer confidence in the entire value chain of product development, product distribution and customer advice. Employees within the Rabobank Group are aware of possible risks to the organization in performing their work duties and handle these risks with care. The Rabobank Group’s Code of Conduct forms the framework for how to do business within the entire Rabobank Group.
Key Responsibilities and Accountabilities:
- Delivery of assigned KPIs with a large focus on adding new client transactions, increasing the overall penetration rate, and revenue targets;
- Targets will be rateably in line with the targets of the overall regional franchise;
- Meeting budget within prescribed parameters;
- Contributing to and fostering a culture of risk management awareness, management and compliance as well as personal conduct;
- Coordination and alignment with the Head of VCF APAC as to the strategy and suitability;
- Client centricity – building and maintaining client relationships and prompt follow up is important at all times;
- Marketing – preparing of marketing material, pitching, identifying opportunities, follow-up and provide clients and bankers periodic update regarding VCF product and market developments;
- Coordinate - structuring and execution of transactions in particular negotiating legal agreements, managing agreement execution, internal credit approvals, managing stakeholders and establishing reporting and monitoring framework;
- Performing analysis - due diligence, collateral audit, data analysis, first loss analysis, credit enhancement requirements;
- Structuring - drafting and negotiating term sheets, transaction modelling, rating agency methodology (where applicable), insolvency analysis, debt ranking, capital and return calculations, pricing;
- Maintain good relationships with VCF APAC stakeholders, both internal and external;
Requirements:
- Bachelor's degree with at least 10 years of relevant experience in asset-based lending, inventory (ownership) financing, receivables purchase, portfolio finance and supplier finance.
- Self-starter and can do attitude.
- Result and quality driven.
- Excellent communication skills (verbally and in writing) and able to interact with clients on a professional level.
- Coordination and management of transaction process with high attention to detail.
- Creative problem solving skills, strong drive and ability to perform under pressure and deadlines.
- Advanced modelling skills and good analytical skills
- Excellent team player
- International travel as required including extensive travels to countries not limited to India, Thailand, Philippines and Vietnam; and
- Others as are warranted by the needs of the business
