Director, Natural Resources Coverage - International Corporate Banking Americas

Person Specification

The jobholder will be required to demonstrate the following key interpersonal skills

• Communication
• Influence
• Collaboration

Essential Skills/Basic Qualifications:

• BA/BS Degree
• Corporate and Investment banking experience
• Experience with customer contact in a similar marketplace developing business awareness
• Strong credit skills
• Demonstrated experience supporting relationships for large multinational clients

Desirable skills/Preferred Qualifications:

• Competencies
  • Business skills / Understanding Client Needs
  • Commercial Effectiveness / Drive for Results
• • Completion of formal Credit training program
  • Control Environment
  • Personal and Interpersonal Skills
  • Technical Knowledge
• Technical Skills:
  • Sales
  • Networking

Purpose of the role

As a Director in the Natural Resources team, you have responsibility for:

• Leading business development activities, business planning, customer acquisition and strategy on the largest and most complex clients within our portfolio
• Leading the Relationship Lending process in close coordination with Investment Banking and Wholesale Lending teams
• Proactively identifying and driving business opportunities with new and existing customers across one or more key account portfolios and within an agreed client planning framework
• Lead coordination of clients & prospect prioritization within the sector across the ICB and CIB Relationship Lending universe, with particular focus on capital deployment/returns
• Covering a portfolio of existing and prospect companies in the Natural Resources sector, building deep customer relationships and providing excellent client service built on a hub and spoke global coverage model.  Prospects are expected to be developed by working closely with existing Investment Banking relationships that have been underpenetrated from an ICB perspective. 
• Developing the portfolio through increasing wallet share and winning new business mandates across CB products (Relationship Lending, Transaction Banking, Liquidity solutions, Escrow services, Trade & Working Capital and FX), IB products, as well as Barclaycard.
• Coordinate across Barclays’ businesses to leverage the global platform for the benefit of clients, as well as to build out “own” network
• The coordination, evaluation and execution of large structured transactions, under the supervision of or assisting a more senior member of the team. The value of these transactions will typically be between $5m and $1bn
• Monitoring nominated accounts within account portfolios for key credit, customer and industry risks and trends that may impact portfolio
• Demonstrating satisfactory understanding of Barclays’ strategy and team objectives
• Support, coach, develop and junior team members

Accountabilities

• Customer Sales and Service:

  Delivering against financial and customer objectives, by:

• Driving year on year improvements in the positioning, sale and implementation of all corporate solutions
• Embedding true industry expertise for optimum solution delivery
• Prepare presentation and other client materials which are on time and of consistent high quality. Coordinate effectively with internal partners across business as required
• Undertake financial analysis to identify and determine appropriate client solutions from suite of services and products.  This also requires the jobholder to have an in-depth understanding of customer needs and to take a holistic view of the customers’ business and risks
• Use knowledge of Product /Service offerings to inform / identify and contribute to the development of distinctive service/product offerings which would be appropriate to the industry
• Support development of relevant client events and seminars
• Proactively anticipate, respond to and seek to exceed the expectations of customers. Work with cross-border team members to ensure service excellence and accountability
• Proactively support client planning exercises coordinating across geographies and products
• Participate and attend relevant team and sector meetings across CIB

• Business and Risk Management:

• Proactively monitor credit risk and industry risks relevant to individual clients and the overall portfolio, identifying key risk and trends that may require adjustments to client plans and exposures
• Work with Credit Managers and other internal parties to manage the evaluation and execution of large structured transactions
• Develop credit risk management skills – expected to complete risk accreditation within 12 months of being in role and any other targeted learning or annual accreditation; develop daily application of these skills
• Proactively contribute to embedding agreed change management initiatives in support of process and quality improvements & cost reductions
• Demonstration of adherence to Barclays governance policies and controls
• Support general departmental requirements and activities including audit, compliance, policies and procedures, MI and  Salesforce (or equiv), and other projects that may arise
• Risk and Control: All Barclays colleagues have to ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise Wide Risk Management Framework and internal Barclays Policies and Policy Standards. ICB will be responsible for all ICB and CIB Relationship Lending clients

• Team Working and Value Framework:

• Act within and advocate for Barclays Values: Respect, Integrity, Service, Excellence, Stewardship
• Support, coach and develop team members
• Seek, share and embed best practices  
• Participate fully in your Performance Development, continue to proactively develop yourself and undertake relevant training (including sales process, product, industry, etc).
• Actively support citizenship agenda 

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.