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Barclays Commercial Bank - B7 - Relationship Director - US Job Details
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| Barclays Commercial Bank - B7 - Relationship Director - US (Ref: 00017393) | |
| Sector, Sub Sector: | Other , Other |
| Risk Type: | Other |
| Expertise: | Risk Manager |
| Company: | Barclays |
| Location: | London Europe, UK |
| Employment Type: | - |
| Job Description: |
Job Purpose · Develop, retain, and manage a portfolio of larger customers, building strong, long-term relationships. The jobholder will operate in a dynamic and highly competitive market place. · Identify and drive business development-both in terms of new business with existing customers as well as new customers and KBIs · The prime objective is to maximise sustainable risk - adjusted portfolio contribution. Revenue growth coming through conquest income. · Be a focal point within US team based in London with expert knowledge of the operations, needs and requirements of that industry grouping and business banking involvement therein. Main Accountabilities and approximate time split Customer/KBI Contact 40-50%%3C/SPAN> · Primary point of contact within Barclays Corporate for US customers relating to transactional products/ 'commercial banking' products. Will lead overall relationship across entire Barclays Corporate product set. · Regular visits with target customers to monitor changing circumstances /plans and market BarCorp capabilities as applicable against identified opportunities, together with ad hoc meetings as required. · Communicating all key messages concerning relationship to other internal consitiuents as appropriate. · Within scheduled meetings undertake Risk Review as required · Regular visiting programme with respect to BarCap bankers in the US and other KBIs,, to develop ongoing relationships with key corporate relationship team · Use feedback gained on Product /Service offerings to inform / identify and contribute to the development of distinctive service/product offerings which would be appropriate to the customers · Sell complex solutions using a diagnostic approach. This will require the jobholder to have an in-depth understanding of customer needs and to take a holistic view of the customer's business. · Research, create and follow up a target list for potential new business. · Role holder will be the face of Barclays for the sector within the local marketplaces. Relationship Management/Planning 20-25%%3C/SPAN> · Create and co-ordinate the production of annual Customer Relationship plans for all existing and target customers. Include input from product specialists and Credit Risk teams. This will ensure a consistent and coordinated marketing approach from across the Group to the portfolio · Anticipate tenders and deliver high-quality, professional responses that leverage the breadth of the bank's offering · Develop Key Issue Sheets in preparation for all customer meetings · Review Relationship Plans and Key Issue Sheets to create an action plan for each quarter. · Complete call report with outputs of customer meetings and update Relationship Plans as appropriate · Handle customer complaints · Communicate and implement any actions to improve service following customer feedback in respect of complaints/compliments received. · Co-ordination with relationship support team to ensure consistent service quality and risk. Risk Assessment and Portfolio Management up to 15%%3C/SPAN> · Deliver a 'no surprises' approach to risk by using open dialogue with customer on risk status and by interfacing with other Group companies' risk processes to ensure a consistent approach · Undertake relevant training and research to develop appropriate industry/sector knowledge. Will be viewed as an expert in the industry/sector in which he/she operates. · Develop high quality credit solutions which are both practical and appropriate [i.e. lending structures] for customer · Review, agree and sign off Zeus credit applications and recommendations to the Sanctioner (for all applications outside personal discretion) which have been prepared by the CCM/CCA · Accountable for preparation of facility letters and the execution of documentation and draw down of facilities. · Accountable for management of financial information produced by customers [e.g., Zeus] · Manage Early Warning List customers to reduce credit risk in accordance with CBC guidance. · Identify, agree and instruct taking and updating of security[including valuation] · Governance: - · Know Your Customer -acceptance of new customers-to be 100%%3C/DIV> · Continuing adherence to policy in respect of ongoing relationships to ensure we satisfy our regulatory requirements-particularly when new directors/partners added to the mandate · Quality of data within our systems is robust Staff development 15%%3C/EM> · Support members of the Relationship Team, particularly more junior Relationship Directors and RSMs in identifying strengths and weakness in their own skills and attributes , with a view to: · Coaching them on relationship development, service quality and risk · Coaching them in their own career development aspirations- recognising the importance to nurture talent for succession planning purposes. · Transferring knowledge about the market or industry · Proactively manage input to performance management reviews Customer servicing/Administration 5%%3C/EM> · Co-ordination with relationship support team to ensure consistent service quality and risk. · Attend team meetings on a regular basis to maintain dialogue/sharing of information to ensure up to date knowledge of market place, business development activity/initiatives, competitors and people issues etc. Technical Skills/Competencies Skills required to undertake the role: · Highly developed Relationship skills · Extensive Banking skills including the ability to discuss and offer strategic financial advice · Highly developed Business awareness-to include impact of general economic change on a Corporate's business · Credit Risk · Communication, Presentation and Influencing skills · Industry knowledge - dynamics of marketplace (on a global, regional and local basis) · Regional marketplace macroeconomics · In depth product knowledge - with particular focus on transactional products - to meet general and specific needs, lifecycles and seasonalities for Industry/Sector. · Ability to network both internally and externally is seen as crucial if the jobholder is to be successful in this role. Such networking will enable the jobholder to deliver creative solutions to customers needs (particularly financing needs available to customers externally from the Bank). Additionally the network of contacts will help generate opportunities for new business development. · Most RDs will also undertake industry-specific training through courses and conferences. Competencies - Recruitment: · Communications and influence - intermediate · Service excellence - advanced · Customer/ market perspective - advanced · Drive for results - advanced · Problem solving/ decision making - intermediate Competencies - Development: · Commercial/entrepreneurial - intermediate · Relationship/ partnership approach - intermediate · Technical skills and knowledge - intermediate · Quality, high standards and controls - core Knowledge and Expertise (relating to specialist knowledge and expertise required to undertake the role. May include knowledge of the Bank's products, services and policies) Essential · The jobholder will be required to have a full understanding of the products and solutions available from across the organisation appropriate to the customer/industry sector. · A detailed understanding of Barclays Capital product suite · The job holder will require a good understanding of the policies and strategies across the Group as they relate to the demands of the team's customer base · An ability to identify opportunities where working with product specialists across the group will produce a multi -product integrated solution for the customer-maximising portfolio contribution · Understand the macroeconomic factors affecting the team's customer base Experience, qualifications and other requirements specific to the role Essential § Jobholder will be of graduate calibre and have an in depth understanding of corporate business and financial issues § Previously undertaken a RD role in a similar market place for at least 5 years or have extensive experience gained within an appropriate Profession, Industry Specialism or Technical Discipline. § In-depth industry knowledge on the dynamics of the market place (global, regional, and local) the job holder will have a deep understanding of the supply chain, industry seasonality and value opportunities. § Will typically have experience of working in a credit risk environment § Team player - inspiring and encouraging performance excellence Additional details of exceptional aspects of the demands of the role · The jobholder will need to have demonstrable credibility and professionalism to deal in the main with senior executive/senior decision-makers within the blue chip corporate and leading financial community. · Business development plans will need to be developed and implemented into a geographic customer base. Sales activity will be highly demanding both in terms of the market place, which is very competitive, and the need to structure banking proposals for a critical customer audience. · The jobholder will need to have a high degree of commerciality to both develop and defend the portfolio against aggressive and sustained attack from both domestic and international competitors banks. · A multicultural empathy will be desirable as many customers will operate across both the Global marketplace at both parental and subsidiary level. Barclays Behaviours: of particular importance to this role · Drive Performance · Delight Customers · Build Pride and Passion · Execute at Speed · Grow Talent and Capability · Protect and Enhance our Reputation |
| Job Ref No: | 00017393 |
