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Financial Institutions Solutions Sales

Website Robobank

Rabobank Wholesale Banking North America is a premier corporate and investment bank to the food, agribusiness, commodities and renewable energy industries, providing sector expertise, strategic advisory and tailored financial solutions to our clients. We thrive on building long-term relationships with clients and stakeholders in the fastest-growing food and agribusiness region of the world.

Context of Job:

Markets is a client centred organisation which is the centre of competence for financial markets products and the point of access to the financial markets for Rabobank’s clients, and the whole of the Rabobank Group and its entities. Markets provides clients with four services areas: the management of risk, capital raising, investment products and research. Markets department does this through co-operation with colleagues in other areas of Rabobank and through an intimate knowledge of our clients and their needs. Markets acquires risk from them as a principle, warehouses it, transforms it and lays it off in the financial markets – risk-on / risk-off. Markets focuses on turning over risk positions quickly thus achieving a high velocity of capital and greater returns.

FI Solutions Sales is a global team with 8 people in 3 locations (Utrecht, London, New York). Its main objective is to develop new non-flow business and act as client owner (if not covered by FIG or the FI Sales/Trading flow teams), supported by the Sales Support team. FI Solutions originate and execute larger, longer lead time and/or complex transactions such as new issue swaps, non-linear trades, balance sheet trades, portfolio swap transactions and private placements. Current revenues are around Eur 15-20mio with the aim to grow.

FI Solutions Sales Professionals are aimed at realising added value for the customer and commercial objectives by primarily maintaining existing customer relations as the primary person responsible for customers and knowing and thinking along with the (long-term) strategic and complex needs of the customer. In this role there is a lot of interaction within the team through daily calls, as well as with other stakeholders within Rabobank. Together with the experts in the FI Sales/Trading teams, financial/banking custom solutions are realised based on broad and in-depth knowledge. Networks and contact with prospects are maintained and expanded.

Job Requirements

Key Responsibilities and Accountabilities:

Strategy: Pro-active attitude towards the role out of the regional FI Solutions strategy. Focus on increasing wallet share and creating new revenue streams. Acts as a strategic counterpart for Markets products and solutions to CIO’s and Portfolio Managers. Takes a strategic perspective to improve competitiveness and results   –   20 %

Client: Actively focus on the growth of the FI client base in the North American region.  Experience developing insurance company relationships a plus.  Oversee relationships with FI clients with focus on development of new non-flow business. Originate and execute larger, longer lead time and/or complex transactions such as non-linear, balance sheet trades, portfolio swap transactions and private placements. This will include virtual and in person client visits, handling client discussions and client negotiations on pricing/structuring.  Act as client owner (if not covered by FIG, FI/Sales Trading flow teams), supported by the Sales Support team.  This could mean leading ISDA/CSA document negotiations in support of legal and risk departments.  Provide back up sales coverage for other team members when they are off the desk/traveling.  – 50 %

Leadership – perceived as an authority within competency area. Provides strategic leadership and vision to the organization. Guides, mentors, coaches and instructs others. Shares expertise for the good of the organization. –  10 %

Risk and Control – Adhere to all the regulatory requirements/ market conduct as described in Desk Manual. Keep abreast of Regulatory developments that may impact KPI’s. Participate in the maintenance of the operational effectiveness of processes and controls established as the first line of defence to manage both non-financial and financial risks.  –  10 %

Internal Relationships: Work closely with the flow teams to establish targets per client / jurisdiction for the products in their area. Pro-active interaction with other main/ internal stakeholders (Risk, Control, Legal, Operations etc.) to build and foster continued and effective relationship.-10%

Key Relationships: 


•          Markets Business Lines (Debt Capital Markets, Sales&Trading IRD/Non-Linear, Research)

•          Senior Management

•          CFO Domain (Portfolio Management)

•          ALM/Treasury

•          All support and risk functions (e.g. 2nd Line of Defense) and Audit (i.e. 3rd Line of Defense)

External: Clients

Key Performance Indicators:

Achieving financial and non-financial targets as stated in performance dashboard Profit generation in line with (or in excess of) budget target Evidencing teamwork and interaction with colleagues within the wider team Information sharing and evidence of contribution to key projects identified Positive and evidential feedback from key stakeholders

Productive and regular client visits/ contacts

Core Competencies:

Customer Focus, Focus on Results, Cooperation and Communication

Job Skills and Knowledge:


Attention to detail


Desire to learn on the job

Strong communication skills

Quick Learner


Strong excel skills; VBA; Python

Development Value: 

•          Knowledge of Rabobank’s core products and strategy

•          Extensive knowledge of financial products and investment banking

•          Knowledge of Market Risk & Risk Management principles

•          Understanding of Regulatory Compliance responsibilities


•          Master’s degree or equivalent relevant experience is desirable

•          USA Series 7, Series 8

•Associated Person for DFA including NFA Long Track Swaps proficiency requirements

  • Experience developing and covering Insurance Companies a plus

We Offer: 

With healthcare and insurance costs on the rise, Rabobank employees enjoy a first-class benefits package, featuring a selection of medical coverage and investment options to meet your personal needs. Our benefits program includes:

  • Medical
  • Dental
  • Vision
  • Health care spending account
  • Dependent care spending account
  • Basic life insurance plus AD&D insurance
  • Optional life insurance
  • Short-term disability
  • Long-term disability
  • 401(k) program
  • Health and wellness seminars
  • Tuition reimbursement

Salary Expectations

Target Hiring Range:$190,000 – $340,000

This position is subject to the terms of Rabobank’s compensation plans and policies.  It is anticipated that the position will pay within the target hiring range.  The range is reflective of the desired primary physical work location and may be adjusted outside of the projected range based on geographical differentiation if the actual work location of the hired candidate differs from the desired primary location, or for other lawful reasons.  Further, the position includes all other benefits provided to Rabobank employees, including healthcare benefits, 401k matching, vacation, sick leave, parental leave, possible discretionary bonuses and all other benefits that are all governed by and subject to ERISA plan documents and eligibility.

Rabo provides equal opportunity in employment to all employees and applicants and does not discriminate on the basis of race, color, creed, religion, national origin, ancestry, alienage or citizenship status, age, sex, sexual orientation, gender identity gender expression, marital status, genetic information, medical condition, physical or mental disability, pregnancy, childbirth or related medical condition, military service or veteran status, victims of domestic violence, or any other basis protected by applicable law.  Rabo also prohibits harassment of any individuals on any of the bases listed above.

At Rabobank, we strive to grow a better world together.  In order to achieve that, we have to have the right people in the right jobs.  Are you ready to join our team?

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