ICB-FIG Trade Origination - D

Additional Job Description:

To lead the Financial Institutions Origination Team within Trade & Working Capital (TWC) Europe and continue to drive its business growth.

Accountabilities:

• Provide complex Trade & Working Capital (TWC) solutions to Financial Institution (FI) and Non-Bank Financial Institution (NBFI) clients, including but not limited to: Insurance, Reinsurance, Captive Insurance, Broker-dealers, PE Funds, Fund Managers, and Fintechs & Insurtechs.
• Own and develop existing and new Trade Finance relationships between Barclays Europe and Financial Institutions and Non-Bank Financial Institutions (NBFI) clients and prospects. Geographies covered will mainly be EU countries; in addition, the candidate will have exposure to clients globally, primarily in APAC, UK, and Americas.
• Provide senior-level support to the TWC and FIG & NBFI management teams while overseeing trade-related sales risk across the organization.
• Work in conjunction with Relationship Directors (RDs) in the FI and NBFI Coverage Team, as well as Corporate RDs, to build on the pipeline of new FI and NBFI deals, proactively researching and creating target customer lists for new business.
• Originate, structure, and execute:
  • Large Trade Finance transactions with this FI client base, including Guarantees, Import/Export Letters of Credit, and specialist Bank-to-Bank products to serve other banks' own equity and treasury purposes.
  • Complex NBFI facilities, including but not limited to working capital funding facilities, equity or collateral replacement Letters of Credit, Reinsurance Letters of Credit, Surety-fronting, Captive insurance, and ad-hoc risk mitigation structures.
• Assist in the development of products and solutions built on clients' needs, in conjunction with Product Management. Provide input to product development and design of marketing and sales materials founded on an understanding of customer needs.
• Manage the performance of the business against defined targets in terms of income, balance, RWAs, returns, and any other business metrics.
• Ensure that all sales and performance management measures (e.g., sales pipeline tool, databases, etc.) are adhered to.
• Stakeholder Management: an ability to operate at all levels of the internal and external stakeholder base is essential:
  • Key internal stakeholders include Corporate & Investment bank Relationship Directors, Debt Finance and Leverage Finance teams, other Barclays Trade Originators globally, Trade Product Management, TWC Syndication desk, Portfolio and capital optimization teams, Credit Risk, and Operations.
  • Key external stakeholders include customer contacts across all appropriate sectors and geographies. Proactively build an external network that will facilitate the generation of customer leads (e.g. Industry/Trade Associations, Industry seminars, etc.).
• Monitor market trends and regulatory developments to inform strategic direction and future-proof the business.
• 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.

Person Specification - The jobholder will need to evidence a range of skills, including:

• Track record and experience in corporate banking coverage or product, including the ability to understand complex relationships & transactions in the FI and/or NBFI sectors.
• Credit Risk Analysis experience.
• Commercial and relationships/accounts management skills.
• Excellent communication skills and the ability to work as part of a team.
• Analytical and numerate.
• Strong selling and negotiation skills.
• High-quality written and verbal communication and presentation skills.
• MS Office proficiency.
• Fluent in English and other European languages (French preferred).
• Excellent interpersonal skills.
• Time Management.
• Networking.

Essential Skills/Basic Qualifications:

• Working knowledge and experience of structuring Trade or Debt finance products and relevant legal documentation (Including LMA).
• Strong sales orientation.
• Understanding and strong awareness of Counterparty, Bank, Country, and documentary risk of transactions.
• Knowledge of Bank policies on Country and Counterparty exposure.
• Advanced knowledge of Microsoft Excel and PowerPoint.

Additional details of exceptional aspects of the demands of the role:

• The jobholder will need to be highly self-motivated and may be required to undertake some travel.
• Customers will be increasingly sophisticated and demanding of highly professional service.
• The nature of the job requires the applicant to work to tight deadlines and have excellent interpersonal and entrepreneurial skills.

Communication will be a critical skill to gain business and ensure relationships are properly managed with a cost-conscious customer base.

Purpose of the role

To generate revenue and promote the bank's diverse Trade & Working Capital product and service offerings to various customer segments. 

Accountabilities

• Identification of potential customers, analysing their needs and preferences, and staying abreast of emerging market trends and competitor strategies.
• Creation of detailed profiles for target customer segments, outlining their requirements, needs, and pain points to tailor sales approaches and product recommendations.
• Relationship management of potential and existing customer relations through the execution of high-quality customer support, by responding to queries and resolving issues, gaining their customer trust, and understanding their financial goals and challenges.
• Understanding of the features, benefits, risks, and compliance requirements of various Trade & Working Capital products and services offered. Understanding of the key features, benefits, risks, enhancements, and regulatory requirements of new and existing banking products, and communicate insights clearly to potential customers to address their financial needs.
• Development of compelling sales pitches and proposals that showcase the value proposition of the bank's offerings to convert leads into customers, and negotiation of terms that are beneficial for both the client and the bank.
• Collection and analysis of customer feedback on various products, services, and overall experience, to support the development of reports that communicate key findings to relevant stakeholders, to inform product development and sales strategies.
• Monitoring of lead conversion rates, customer acquisition costs, and other relevant metrics to assess sales performance and identify areas for improvement.

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.