Director, Trade Structuring

This is a senior trade origination and structuring role within Barclays' Global Transaction Banking business. The Director will lead the end-to-end structuring and origination of trade and working capital solutions across APAC and the Middle East, working in close partnership with GTB Sales, Coverage, Risk, Legal, and the global Trade Product team.

The Director will bring deep expertise across the full trade product suite open account, documentary trade, structured trade finance, supply chain finance, insurance wrap, and RWA-efficient structures and will be responsible for commercialising Barclays' balance sheet across a diverse client mix of multinational corporates, regional champions, and financial institutions.

This role demands the seniority to engage at CFO and Group Treasurer level, the technical depth to lead complex structuring conversations with Risk and Credit, and the market presence to represent Barclays at the forefront of the trade finance industry in the region.

Key Accountabilities

• Originate and structure trade and working capital deals leveraging well‑established client relationships across APAC & ME, in close coordination with global teams.
• Assess client‑segment‑wise product suitability to commercialise offerings and build a scalable trade and working capital business.
• Curate opportunities and demonstrate thought leadership to support clients’ balance sheet optimisation objectives.
• Maintain strong sales pipeline discipline and velocity to ensure consistent generation of new‑to‑bank revenue.
• Drive efficient use of RWA through effective use of insurance wraps, syndication, and balance sheet optimisation techniques.
• Track industry trends and position the bank’s trade franchise to proactively adopt regulatory, market, and structural changes.
• Drive digital trade initiatives by automating origination and execution flows to minimise operational risk.
• Represent Barclays at trade industry forums and conferences, including participation in key panels, sharing insights on innovation and future trends.
• Ensure collaboration across stakeholders and act as a connective leader to deliver sustainable growth.
• Maintain a strong overview of deal‑level and portfolio‑level P&L, capital treatment, and balance sheet impact.

Essential Skills/Basic Qualifications:

• 15+ years of experience in Transaction Banking
• Strong understanding of trade and working capital product suites applicable to APAC & ME, including relevant regulations (ICC, BAFT, and local regulators).
• Proven experience in originating and building trade and working capital businesses in the region.
• Solid knowledge of open account trade and documentary trade structures across funded and unfunded client segments.
• Strong understanding of structuring, balance sheet mechanics, capital treatment, and returns optimisation.
• Good exposure to insurance wrap and syndication markets and their application in managing RWA efficiently.
• Solid credit risk assessment skills to manage exposures effectively and minimise potential losses.
• Established access to key client decision‑makers, with the ability to facilitate opportunity‑led dialogue alongside coverage bankers.
• Strong networking skills, recognising trade as a cross‑border, relationship‑driven business.
• Ability to understand and apply digital trade solutions and process automation in origination.

Stakeholder Management and Leadership

• Build strong, productive relationships with critical partners, including product , business partners and client relationship teams.
• Ensure effective development and understanding of the business’ plans across stakeholder groups.
• Create a shared understanding and sense of urgency and excitement around sales objectives.
• Resource, develop and retain a motivated high performing team committed to delivering agreed objectives successfully, through each other and in partnership with colleagues across the business.
• Agree appropriately stretching performance and development objectives for all direct reports, providing regular feedback and coaching to ensure their maximum potential is achieved.
• Be a role model for our colleagues, demonstrating advanced leadership behaviours, excellent communications skills and a team working approach to delivering results.

Risk and Control Objective

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

Personal attributes essential to performing role including competencies, expertise, knowledge, and experience. 

Purpose and Values

Barclays has a single cross-business Purpose for Barclays and five core Values which underpin it.

Our Purpose is helping people achieve their ambitions in the right way. Put simply this is the answer to the question, ‘What is Barclays for?’ and it should guide our every action as employees.

Respect

We respect and value those we work with, and the contribution that they make.

Integrity

We act fairly, ethically and openly in all we do.

Service

We put our clients and customers at the centre of what we do.

Excellence

We use our energy, skills and resources to deliver the best, sustainable results.

Stewardship

We are passionate about leaving things better than we found them.

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.