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Vice President - Trade & Working Capital Origination

Mumbai, India

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Date live: 12/05/2024

Business Area: Trade & Working Capital

Area of Expertise: Relationship Management

Contract: Permanent

Reference Code: JR-0000028167

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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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Join us as Vice President At Barclays.

Overall purpose of role:

  • To engage customers effectively in our chosen client sub segments of International Corporates & Financial institutions

  • To originate structure and execute deals across trade opportunities for both inbound as well as outbound clients across customer segments.

  • Developing a Trade portfolio through increasing wallet share and winning new business whilst always ensuring great customer outcomes

  • Implement and monitor the trade origination plan to achieve targeted revenue objectives.

  • Focus on achieving high returns on RWA as guided by the bank’s policies. Focus on trade products of low RWA usage. Compete effectively on pricing in line with competition.

  • Construct and deliver a targeted calling program, derived from the establishment, development and implementation of a portfolio sales plan in partnership with the lead Relationship Director.

  • Roll out marketing approved product specific decks / case studies that are handy and can be used by RDs to share with customers. Standardize term sheets that can be customized for deal specific details only before sharing with clients etc.

  • Time management

    • 75% from new clients / new products to existing clients

    • 25% from deepening existing client dialogues   

  • To help grow the trade business into a robust, scalable and profitable business aligned to the overall corporate banking strategy and to facilitate the achievement of the firm’s financial objectives

  • Product structuring – to liaise with Operations / Credit/ Compliance / Legal / Product for structuring & delivering bespoke solutions

  • Work with existing and prospective clients to gain a greater share of their trade wallet with a view to grow trade (both fund and non fund balances)  with bank.

Stakeholder Management and Leadership:

  • Have a close working relationship with Product & Coverage colleagues and leverage the same to grow the share of trade products in their client portfolios.

  • Ensure alignment with operations to ensure service delivery is of the highest standard. 

  • Ability to interact with relevant infrastructure stakeholders to get necessary approvals including but not limited to product, structuring, legal & compliance, credit.

  • To ensure that we are complaint with product delivery as per regulator and policy.

  • Nurturing positive and productive relationships with key stakeholders including senior colleagues in servicing, risk, legal, compliance, middle office and Banking.

  • Skilful co-ordination with cross-border teams across product, coverage and infrastructure.

Decision-making and Problem Solving:

  • The incumbent must be capable of developing a good understanding of client requirements and any specific solutions that the client is looking for. 

  • The incumbent should be able to find innovative solutions to client problems and must be able to understand the necessary infrastructure and process changes required to deliver the solution envisaged. .

  • The incumbent should have sound commercial judgement and should be able to price the bank’s offerings appropriately.

  • The incumbent should be capable of engaging sophisticated clients by developing deep relationships across a wide range of stakeholders within the client organisation, including at senior levels

  • Raise concerns when behaviour and actions that could lead to negative client outcomes are identified and where appropriate, implement mitigation to minimise further risk by appropriately raising concerns in a timely manner.

  • Able to work independently on tasked assignments, and provide regular updates as and when required

  • Ability and confidence to make business critical decisions

  • Keep track of latest market developments and regulatory changes and communicate the same to the clients either through personal meetings or email communication

Essential Skills/Basic Qualifications:

  • Excellent Trade Finance product experience and knowledge for plain vanilla and structured trade.

  • Good planning, organization and communication skills.

  • A working understanding of UCP 600, URR 725, URDG, Incoterms, currency hedging instruments and Exchange Control Rules and Regulations.

  • Good judgement on being able to identify risk early and suitably address / highlight the same. In particular, this includes but is not limited to risks relating to KYC, Financial Crime and operational risk. 

  • Ensure compliance with New Product Approval (NPA) guidelines and ensure that all product offerings have undergone relevant due diligence and approval in line with applicable Bank policies.

  • Incumbent should be a confident, motivated individual with the ability to function and develop client relationships independently. He or she should also be a team player working in close co-ordination and collaboration with colleagues.

  • Good communication, people and presentation skills. Ability to prepare business presentations and economic intelligence. Eager to own a business segment and develop to the next level of trade finance utilization and revenues.

  • Self motivated and proactive approach to marketing origination.

  • Post Graduate / Graduate degree

Desirable skills/Preferred Qualifications:

  • Strong Interpersonal skills

  • Perseverance

  • Relationship building skills

  • Problem solving and ability to work under pressure  and deadlines

  • Client and Customer focused

  • Commercial minded

  • Effective risk management

Risk and Control Objective

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.

This role is based in Mumbai.

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.

Vice President Expectations

  • To contribute or set strategy, drive requirements and make recommendations for change. Plan resources, budgets, and policies; manage and maintain policies/ processes; deliver continuous improvements and escalate breaches of policies/procedures..
  • If managing a team, they define jobs and responsibilities, planning for the department’s future needs and operations, counselling employees on performance and contributing to employee pay decisions/changes. They may also lead a number of specialists to influence the operations of a department, in alignment with strategic as well as tactical priorities, while balancing short and long term goals and ensuring that budgets and schedules meet corporate requirements..
  • If the position has leadership responsibilities, People 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..
  • OR for an individual contributor, they will be a subject matter expert within own discipline and will guide technical direction. They will lead collaborative, multi-year assignments and guide team members through structured assignments, identify the need for the inclusion of other areas of specialisation to complete assignments. They will train, guide and coach less experienced specialists and provide information affecting long term profits, organisational risks and strategic decisions..
  • Advise key stakeholders, including functional leadership teams and senior management on functional and cross functional areas of impact and alignment.
  • Manage and mitigate risks through assessment, in support of the control and governance agenda.
  • Demonstrate leadership and accountability for managing risk and strengthening controls in relation to the work your team does.
  • Demonstrate comprehensive understanding of the organisation functions to contribute to achieving the goals of the business.
  • Collaborate with other areas of work, for business aligned support areas to keep up to speed with business activity and the business strategies.
  • Create solutions based on sophisticated analytical thought comparing and selecting complex alternatives. In-depth analysis with interpretative thinking will be required to define problems and develop innovative solutions.
  • Adopt and include the outcomes of extensive research in problem solving processes.
  • Seek out, build and maintain trusting relationships and partnerships with internal and external stakeholders in order to accomplish key business objectives, using influencing and negotiating skills to achieve outcomes.

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.

Learn more about Barclays locations

Across our campuses, we offer modern workspaces, collaborative areas, and state-of-the-art meeting rooms. Facilities include wellness rooms, on-site cafeterias, fitness centers, and tech-equipped workstations. Designed for innovation and comfort, they support a dynamic and productive work environment.

Gain access to wellness rooms, gyms and mental health support.

Our welcoming and inclusive culture supports you to bring your whole self to work, explore your potential and pursue your passions.

Modern spaces designed for teamwork and brainstorming.

There’s so much more than work to involve and engage you on campus. From socialising to sports, from community events to volunteering.

Learn more about Barclays locations

Across our campuses, we offer modern workspaces, collaborative areas, and state-of-the-art meeting rooms. Facilities include wellness rooms, on-site cafeterias, fitness centers, and tech-equipped workstations. Designed for innovation and comfort, they support a dynamic and productive work environment.

Health and wellness

Gain access to wellness rooms, gyms and mental health support.

A place where you can belong

Our welcoming and inclusive culture supports you to bring your whole self to work, explore your potential and pursue your passions.

Collaborative Areas

Modern spaces designed for teamwork and brainstorming.

More than work

There’s so much more than work to involve and engage you on campus. From socialising to sports, from community events to volunteering.

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 an inclusive culture and environment, that recognises and supports ways to balance your personal needs, alongside the professional needs of our business. Providing the opportunity for all our employees globally to work flexibly empowers each of us to work in a way that suits our lives, as well as enabling us to better service our customers’ and clients’ needs.

Our approach to working flexibly is designed to support you to balance your life and to accommodate diverse needs, whilst still allowing us to meet our business needs. If you’d like to request a flexible working arrangement, please discuss this with your hiring manager.

Hybrid working: Our approach to hybrid working ensures there’s the right balance of working alongside colleagues at our onsite locations, as required for each role. For business areas that offer a hybrid working experience, this will be in a structured way, where colleagues work at an onsite location on fixed, ‘anchor’, days of the week. Some roles may require full onsite working. Please discuss the working pattern requirements for the role you are applying for with the hiring manager.

We continue to embed and review our hybrid working environment and remain in a phase of testing and learning. This means that working arrangements could change, with reasonable notice, to align with 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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