Relationship Director - Innovation Banking

About Innovation Banking

With colleagues located in London and around the UK, Barclays Corporate Innovation Banking holds relationship with clients operating in frontier technologies that are typically venture capital backed at Series B stage and beyond and exhibit high growth characteristics. The team plays a leading role in supporting the scale up ambitions of clients operating within the Innovation Economy and connects clients across the Barclays Group to deliver the breadth of our Banking solutions.

Overall purpose of role

• The role holder will develop and execute a strategy for their portfolio to increase market share, income and the utilisation of Barclays products and solutions to our highest value Innovation Banking clients.
• Work closely with product partners, our growth lending team and colleagues in both Barclays UK and the Investment Bank to  identify and deliver opportunities for clients and Barclays.
• The role holder will also be responsible for leading the national strategy and execution of our Life Sciences subsector within Innovation Banking, including developing our proposition to ensure that Barclays is a leading partner for Innovation Banking companies across the UK. Senior member of the team  that will represent Barclays across all key external and internal stakeholders, and be an industry spokesperson to influence across the Innovation ecosystem including engagement with Investors, Government, trade bodies and professional firms/KBIs
• Partner with Product colleagues to create a compelling value proposition, ensuring relevance and ease of banking for clients in the subsector
• Act as the First Line of Defence to manage risk aligned with our Enterprise Risk Management Framework
• Operate as a senior member of the Innovation Banking team to contribute and drive strategy forward
• Embed, live and promote our Corporate values to support junior colleague development and build a high performance culture

Key Accountabilities

Business Development - 60%

• Drive incremental new to bank client acquisition growth by proactively targeting the Innovation Banking market
• Hold senior relationships with relevant industry stakeholders, including VC Investors, to build new client relationships and deliver income growth
• Champion and promote industry presence both internally and externally, remaining up to date on evolving market trends to deliver credible industry knowledge
• Create thought leadership to position Barclays as a leading partner to the Innovation Ecosystem and drive external marketing of the sector through appropriate channels
• Proactively build positive relationships with the Investment Bank, BUK, Private Bank & other Group areas to deliver a compelling proposition to market
• Adopt and support wider initiatives & responsibilities across Innovation Banking and Group to build Barclays position in the market

Client relationship management - 25%

• Deepen relationships with existing clients by providing product solutions to help meet their needs and prevent attrition and/or declining revenues
• Work across the organisation to achieve optimal levels of customer service and deliver a consistently favourable customer experience as measured by the Savanta and CSAT surveys
• Share industry knowledge and expertise across all relevant internal stakeholders
• Ensure key data inputs for clients and pipeline are kept fully up to date and accurate on all relevant systems, and ensure up to date Client Account Planning

Risk & Portfolio Management - 15%

• Work in partnership with Risk and our Growth Lending team to maintain the risk / reward balance. No avoidable impairment.
• Ensure high quality Transaction Forum and Lending Capital Commitments submissions and proactively manage sustainable returns across the portfolio.
• Enhance the profile of Innovation Banking and protect and build the external and internal reputation of the Segment.
• Ensure compliance with mandatory Risk policies and procedures relating to credit conformance and regulatory, operational, legal risk and Financial Crime as measured by assurance visits and control scorecard
• Ensure a fair outcome is delivered on all complaints and that the complaints procedure is adhered to at all times
• Develop a Risk strategy and approach that is Industry aligned

Person Specification

Essential

• Proven track record of delivering growth in Innovation Economy or Technology industries
• Experience working with VC investors and Growth Lending solutions, and holds a strong network of Industry contacts
• Appetite to build out a new proposition as a key part of UK Corporate Bank’s growth strategy
• Consistently meets and exceeds challenging targets
• Influences peers and managers to re-focus business plans
• Challenges status quo and looks for new ways of doing business
• A strong team player, but at the same time, is able to work under own initiative

Commercial Skill:

• Understands the market, competition (other lenders and operational banking providers) and our Target Market Criteria to ensure we enhance and develop our market offering to be regarded as a leading partner to the industry
• Awareness and engagement at Government level assisting and challenging as appropriate via feedback and consultation
• Deal savvy and comfortable to negotiate to balance the needs of the client’s vs the Bank’s
• Can solve complex problems and offer pragmatic solutions
• Manages senior stakeholders effectively
• Understands how our Group businesses fits together, and maximises the opportunity to collaborate

People Skills:

• A strong communicator both internally and externally
• Engaging on a 121 level and at a group level
• Has impact / gravitas
• Inspires internally and externally
• Builds strong relationships and creates followership
• Acts with honesty / trust / integrity/empathy
• Excellent coaching and facilitation skills
• Mixture of leadership styles and flexibility to get the best out of individuals

Purpose of the role

To establish and nurture profitable partnerships with corporate clients. It's the bridge between the bank's offerings and clients' needs, ensuring mutual benefit and long-term success. 

Accountabilities

• Management of client relationships to identify the clients financial goals, challenges, and risk tolerance to support the analysis of data obtained from various sources, including the investment portfolio and cash flow, to identify trends, insights, areas for improvement and additional services to support client needs.
• Research and understanding of the client's industry trends, regulatory landscape, and competitive environment to inform strategic recommendations.
• Design of customised solutions that address the client's specific needs and objectives, incorporating a range of products and services from the bank's portfolio.
• Communication of the value proposition of proposed solutions, justification of recommendations, and negotiation of terms that are beneficial for both the client and the bank.
• Provision of guidance to clients to support their financial decisions, risk management and wealth management strategies and updates on market trends to ensure a positive and continuous relationship.
• Assessment of financial, legal, and operational risks associated with client relationships, and implementation of measures to minimise potential losses.
• Documentation of all client interactions, transactions, and agreements to ensure transparency and auditability, and communicate findings effectively to support product development, service offerings, and the overall bank strategy.
• Monitoring of client satisfaction, revenue generated, and other relevant metrics to evaluate the effectiveness of relationship management efforts.
• Execution of market research and analysis to support the identification of potential new opportunities, market trends, and customer needs, to develop strategies for business growth.

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.