Director of Strategic Partnerships - Mortgages

Overall purpose of role

The Director of Strategic Partnerships – Mortgages will have clear accountability for key partnerships with Mortgage networks and clubs within the intermediary channel, driving sales performance, with separate strategy and performance metrics for significant activities driving commercial outcomes. The role holder will have a heightened focus on sales and operational outcomes, and while it does not include journey ownership, the manager will be responsible for and consulted in the design and delivery of the mortgage journey. They will also be key to informing the journey team about emerging technology within the broker market which Barclays may want to integrate into our estate.

Key Accountabilities

• Owning the strategy for strategic partnerships within the intermediary channel
• Owning the performance of networks and clubs relationships (including delivery of sales targets)
• Accountable for being the voice of our key partnerships to drive key engagement, service and proposition metrics across the business
• Owning, and managing, relationships with networks, clubs and strategic group relations (e.g. Connells)
• Run relevant 1LOD controls, procedures, processes and issue management etc.

Key deliverables

• Design and implement the strategic partner distribution strategy, aligning with overall mortgage objectives
• Manages, executes and optimises BDMs (Business Development Managers) across key partnerships
• Be identified as a thought leader within the intermediary market – building Barclays brand image in the market
• Inform broker engagement, including events, communications, and feedback loops
• Manage relationships with strategic mortgage partnerships (e.g. L&C)
• Receive and execute against commercial targets set by Mortgage Product, Engagement & Commercial team
• Ensure compliance with regulatory obligations

Key Skills/Experience

• Strong leadership, communications (written and oral), influencing & negotiation skills.
• Strong presentation skills with ability to represent Barclays on external panel discussions/conferences
• Able to create collaborative relationships to drive outcomes.
• Able to develop and communicate visions, translate into strategies and execute.
• Strong relationship building and senior stakeholder management skills.
• Analysis, problem solving and decision-making skills.
• Ability to work at pace, with accuracy, and effective at working under pressure and tight deadlines.
• Strong business and ways of working awareness.
• Proven delivery track record.
• Comfortable dealing with ambiguity and changing environment, leading others through this.
• Self-starter and focus on ongoing self-development.
• High level of energy and enthusiasm.
• Role model in Barclays leadership behaviours.
• Strong planning, organisation, implementation and co-ordination skills.
• Experience of building and maintaining effective relationships at all levels internal and external to the organisation.
• Experience and demonstrable track record of motivational and collaborative leadership.
• Strong commercial knowledge and understanding of business drivers.
• Strong understanding of business processes and ways of working.

Purpose of the role

To identify and capitalise on business opportunities, expansion of the customer base, relationship management, and driving of revenue growth.  

Accountabilities

• Execution of market research and analysis to support the identification of potential opportunities, market trends, and customer needs, to develop strategies for business growth.
• Identification of leads through various channels such as networking, referrals, cold calling, and attending industry events.
• Management of existing client relationships to understand their needs and identify opportunities for cross-selling or upselling banking products and services.
• Development and execution of strategies to acquire new business and expand the customer base, including preparation of proposals, presentations, and negotiation of contracts.
• Collaboration with product managers, credit analysts, operations, and other internal stakeholders to ensure seamless delivery of banking products and services to clients.
• Forecasting of KPI’s and tracking progress against goals, including regular reports on business development activities, pipeline status, and Solutions performance to management.
• Contribution to the development of business development strategies and initiatives to drive revenue growth and achieve business objectives.

Director Expectations

• To manage a business function, providing significant input to function wide strategic initiatives. Contribute to and influence policy and procedures for the function and plan, manage and consult on multiple complex and critical strategic projects, which may be business wide..
• They manage the direction of a large team or sub-function, leading other people managers and embedding a performance culture aligned to the values of the business. Or for an individual contributor, they lead organisation wide projects and act as deep technical expert and thought leader, identifying new ways of working and collaborating cross functionally. They will train, guide and coach less experienced specialists and provide information affecting long term profits, organisational risks and strategic decisions..
• Provide expert advice to senior functional management and committees to influence decisions made outside of own function, offering significant input to function wide strategic initiatives.
• Manage, coordinate and enable resourcing, budgeting and policy creation for a significant sub-function.
• Escalates breaches of policies / procedure appropriately.
• Foster and guide compliance, ensure regulations are observed that relevant processes in place to facilitate adherence.
• Focus on the external environment, regulators, or advocacy groups to both monitor and influence on behalf of Barclays, when appropriate.
• Demonstrate extensive knowledge of how the function integrates with the business division / Group to achieve the overall business objectives.
• Maintain broad and comprehensive knowledge of industry theories and practices within own discipline alongside up-to-date relevant sector / functional knowledge, and insight into external market developments / initiatives.
• Use interpretative thinking and advanced analytical skills to solve problems and design solutions in often complex/ sensitive situations.
• Exercise management authority to make significant decisions and certain strategic decisions or recommendations within own area.
• Negotiate with and influence stakeholders at a senior level both internally and externally.
• Act as principal contact point for key clients and counterparts in other functions/ businesses divisions.
• Mandated as a spokesperson for the function and business division.

All Senior Leaders are expected to demonstrate a clear set of leadership behaviours to create an environment for colleagues to thrive and deliver to a consistently excellent standard. The four LEAD behaviours are: L – Listen and be authentic, E – Energise and inspire, A – Align across the enterprise, D – Develop others.

All colleagues will be expected to demonstrate the Barclays Values of Respect, Integrity, Service, Excellence and Stewardship – our moral compass, helping us do what we believe is right. They will also be expected to demonstrate the Barclays Mindset – to Empower, Challenge and Drive – the operating manual for how we behave.