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Head of Scotland & the North SME Relationship Management

Glasgow, United Kingdom; Greater Manchester, United Kingdom; Belfast, United Kingdom; Sunderland, United Kingdom

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Date live: 05/02/2025

Business Area: Business Relationships SME

Area of Expertise: Relationship Management

Contract: Permanent

Reference Code: JR-0000036049

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Barclays Relationship Management

Join Relationship Management, to build and maintain relationships with customers, clients, stakeholders, and strategic partners. Your focus will be on driving business growth through effective relationship-building and delivering tailored solutions to meet client needs.

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About our Relationship Banking Team
Our Relationship Banking team is responsible for increasing our appeal to our Business customers through a focussed relationship management proposition which drives improvement to service, quality and the effective development and execution of new strategic propositions which deliver sustainable commercial results whilst delivering great customer outcomes.

Key Accountabilities 

  • Actively grow market share within the region through the identification and development of quality new business within the segment. Develop and implement a micro-market strategy alongside Corporate and Investment Bank colleagues to drive continued growth and deeper immersion in the market.
  • Encourage and nurture innovation and creative thinking.  Develop a culture where change is embraced and new and existing technologies and innovations are viewed positively and adapted to suit market, where appropriate. 
  • Constructively and positively challenge the status quo and, demonstrating broad, dynamic leadership and collaboration across the organisation, develop an integrated SME-sector proposition to drive forward the Business Banking strategic agenda in the region.
  • Accountable for generating and driving all areas of performance of Business Banking within the region including the delivery of great client outcomes, growth of P&L (including Income, Debt and Deposit growth) and improving Return On Equity trend.
  • Create a vision and a culture for the team that embraces the development and adoption of commercial and technological knowledge and potential ensuing change, the motivation to share this knowledge with others to support their development (commercial or personal), and the confidence to constructively challenge processes and ways of working that are no longer fit for purpose. 
  • Oversee excellent control management through effective adherence to the Performance Framework and that business planning is integral to the approach of managing portfolio performance.
  • Work in partnership with Credit Risk to oversee an effective risk and reward balance avoiding unnecessary impairment which could negatively impact customer outcomes and the organisation’s reputation. Proactively manage all risk aspects including conduct and credit risk, ensuring the team is appropriately educated to understand and fully comply with the standards.

Stakeholder Management and Leadership

  • Develop a strong and effective internal network across all Barclays portfolios (UK, Savings, Investment and Wealth Management, Corporate and International) as well as developing an influential external commercial network along with current commercial and technological knowledge to develop innovative, integrated and collaborative business strategies and plans across all channels and segments that support current customer needs as well as planning for future opportunities and strategies.  Strong leadership skills and the ability to communicate to a complex and varied team will be critical to ensure success within the role.
  • Nurture and enhance senior external relationships to drive progression for their businesses through providing innovative and commercial market and technological insights, by mobilising internal and/or external networks to provide specialist knowledge and support as appropriate.  Work closely with Key Business Influencers in order to develop further effective micro-markets teams in the local communities thereby attaining greater customer outcomes.
  • Role-model excellence in interactions with customers and colleagues alike meeting and exceeding their current needs, championing their growth, and inspiring them for their future development.

Decision-making and Problem Solving

  • Competently assess and interpret complex trends across the Business Banking customer base to enable insightful proposition build and aligned implementation. Understand the business, its drivers and sources of value and continually reprioritise to ensure the right focus and resource is aligned to value creation. Thoughtfully consider the short- and long-term impact of commercial decisions across a range a stakeholders and look both internally and externally for different perspectives to shape and drive innovation.

Essential Skills/Basic Qualifications:

  • Proven track record of delivering portfolio growth performance.  Drives commercial success using analysis and interpretation of data effective, leadership capability and commercial acumen and knowledge, including the commercial and digital agenda
  • Intellectually and commercially curious – has a highly developed sense and knowledge of how technology and digital progression can impact the future and how this may impact customers and their businesses thereby influencing the SME portfolio, Business Banking agenda and colleague capability,
  • Skilled in influencing and negotiating with senior internal and external stakeholders.  Has strong internal and external networks
  • A proven track record of building and sustaining high performing teams – both direct and indirect - delivering results via inspirational leadership, commercial aptitude and authentic, motivational relationships
  • Demonstrable experience in defining, managing and communicating effective change, taking the team with them on the journey
  • Demonstrable knowledge of Business Planning and the role of the Performance Framework, including company commitments to the FCA on how we will operate the SME business

Purpose of the role

To establish and nurture profitable partnerships with both corporate and individual 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, offering expert investment advice, risk management and wealth management strategies support, 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.

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.

Barclays welcomes applications from all candidates and is committed to ensuring reasonable adjustments (accommodations) are put in place to allow for a fair and inclusive recruitment process. For more information and how to request one, please review Adjustments to the recruitment process.

We’re a global, vital and highly respected financial organisation with an inspiring Purpose. Operating in 39 countries and employing around 100,000 people across the world, we help communities, individuals and businesses thrive. And we’ve created financial solutions and technology that the world now takes for granted. A career with us can offer incredible variety, depth and breadth of experience, and the chance to learn from some of the best minds in technology and finance.

To find out more about Barclays' strategy please click here.

Barclays offers a diverse, inclusive and engaged culture. A place where people can bring their whole selves to work and be respected for who they are, valued for what they do and celebrated for their contribution to our business and our community.

We are an equal opportunity employer and opposed to discrimination on any grounds. It is the policy of Barclays to ensure equal employment opportunity without discrimination or harassment on the basis of race, colour, creed, religion, national origin, alienage or citizenship status, age, sex, sexual orientation, gender identity or expression, marital or domestic/civil partnership status, disability, veteran status, genetic information, or any other basis protected by law.

Barclays is required by law to confirm that you have the Legal Right to Work in any role that you apply for. If you currently hold a work visa sponsored by Barclays, or you would require sponsorship from Barclays, you must declare this as part of your application. Sponsored visas are role and entity specific and any changes must be reviewed. It is important that you ensure you are working on the correct visa at all times. Failure to accurately disclose your visa status or Legal Right to Work may result in your application or any employment offer being withdrawn at any time.

This is Barclays Glasgow

Barclays Glasgow is the engine of the Corporate and Investment Bank, and Shared Technology, delivering vital services to clients across the world. With c.5,500 talented people in a whole range of roles, the work we do touches millions of lives every day.

Our campus is a safe environment for neuro-diverse colleagues or anyone who, from time to time, may need calm, controlled spaces.

We work hard to make our Glasgow campus a centre of citizenship, community integration and social impact. We make a real difference.

Our campus features excellent facilities such as our Fitness Suite, fitness classes, an on-site GP, a bicycle store and so much more.

Connect with your colleaguesJoin one of many clubs and societies like our working parents club, or catch up with your colleagues at our rooftop bar, The Beacon.

This is Barclays Glasgow

Barclays Glasgow is the engine of the Corporate and Investment Bank, and Shared Technology, delivering vital services to clients across the world. With c.5,500 talented people in a whole range of roles, the work we do touches millions of lives every day.

Designed for diversity

Our campus is a safe environment for neuro-diverse colleagues or anyone who, from time to time, may need calm, controlled spaces.

At the heart of the community

We work hard to make our Glasgow campus a centre of citizenship, community integration and social impact. We make a real difference.

Focus on health and wellbeing

Our campus features excellent facilities such as our Fitness Suite, fitness classes, an on-site GP, a bicycle store and so much more.

Connect with your colleagues

Connect with your colleaguesJoin one of many clubs and societies like our working parents club, or catch up with your colleagues at our rooftop bar, The Beacon.

Be you. Be valued. Belong.

We celebrate the unique perspectives and experiences each individual brings, believing our differences make us stronger and drive success. Our colleague networks offer connection, support, and growth, while our "This is Me" series shares the unique stories of our colleagues. Committed to diversity, equity, and inclusion, Barclays values you for who you are and ensures you truly belong.

You can learn more about our commitment to our colleague on our DE&I page.  

Learn more

Application Process

Your application

We’ll ask for information about you, your CV and cover letter.

1

Your assessment

Covering your behaviours and ability at work.

2

Your interview

Exploring your past experiences and skills.

3

Next step

We’ll request additional information so that you can complete our screening process

4
How to ApplyRead our FAQ's
Barclays

Working flexibly

We’re committed to providing a supportive and inclusive culture and environment for you to work in. This environment recognises and supports your personal needs, alongside the professional needs of our business. If you'd like to explore flexible working arrangements, please discuss this with the hiring manager. Your request will be reviewed in-line with the requirements of the role/business needs of the team.

Hybrid working

We have a structured approach to hybrid working, where colleagues work at an onsite location on fixed, ‘anchor’, days, as set by the business area. Please discuss the working pattern requirements for the role you are applying for with the hiring manager. Please note that working arrangements may be subject to change on reasonable notice to ensure we meet the needs of our business.

Barclays is built on an international scale.

Our geographic reach, our wide variety of functions, businesses, roles and locations reflect the rich diversity of our worldwide customer base. All of which means we offer incredible variety, depth and breadth of experience.
And the chance to learn from a globally diverse mix of colleagues, including some of the very best minds in banking, finance, technology and business. Throughout, we’ll encourage you to embrace mobility, exploring every part of our operations as you build your career.

Find more information

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