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Director, Fintechs Coverage - International Corporate Banking

New York, United States

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Date live: 02/04/2025

Business Area: International Corporate Banking

Area of Expertise: Relationship Management

Contract: Permanent

Reference Code: JR-0000036146

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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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The Financial Institutions Group covers clients across Banks, Broker-Dealers, FinTech firms, Funds & Asset Managers, Insurance Companies and Insurance Brokers who are based in the Americas.

The FinTech team manages all clients within Corporate Bank who are classified as Payment Service Providers, including some of the most innovative firms in the Americas. Underlying clients include card schemes, high growth FinTech firms in Silicon Valley, global cash remitters and FX payments firms. Corporate Bank provides a suite of transaction banking products including trade, cash, clearing, debt and FX to clients. The FinTech team is a driver of growth in the broader business, and has track record of growing at 10%+ YoY, and contributing high levels of RoRWA to ICB Globally. In addition, the team is responsible for coverage, revenue and governance of the FinTech relationships in the portfolio. The team works closely with stakeholders across Financial Institutions and Non Bank Financial Institutions Product suite, Risk, FinCrime, Credit, Compliance, Operations, Barclaycard, and the Investment Bank.

Purpose of the role

As a Relationship Director in FinTech Coverage within the Corporate Bank you have responsibility for:

  • Covering a portfolio of existing and prospect Fintech clients, building deep customer relationships and providing excellent client service built on a hub and spoke global coverage model
  • Developing the portfolio through increasing wallet share and winning new business mandates across CB products (Transaction Banking, Liquidity solutions, Escrow services, Trade & Working Capital and FX), CIB products, as well as Barclaycard. Particularly focused onto payments and FX services and high RoTE products, but also including significant credit and debt supervision to high growth firms, working with the Investment Bank.
  • Collaborating with Investment Banking and Cards and Payments on a series of top 100 CIB clients to deliver Barclays franchise to our clients.
  • Driving client returns consistent with Barclays’ guidance
  • Ensuring effective risk management of existing customers and new opportunities
  • Contributing to the strategy for the FinTech sector in the US Corporate Bank and working with global colleagues to deliver this strategy
  • Leading the FinTech team’s interaction with Group Innovation in New York, building content, awareness and linkages to the NYC FinTech ecosystem.
  • Support, coach, develop and lead team members

Accountabilities

  • Strategy, Sales & Service (50%)

    Delivering against financial and customer objectives, by:

  • Driving year on year improvements in the positioning, sale and implementation of all corporate solutions
  • Embedding true industry expertise for optimum solution delivery
  • Working with product partners and the wider Barclays Group to increase wallet share
  • Working with partner RDs in London, Frankfurt and around the world to deliver a coherent relationship coverage model for complex global clients.
  • Contributing and leading cross group deal teams to deliver the whole of Barclays capabilities to clients, close collaboration with the Head of Payments Coverage in Investment Banking.
  • Adherence to pricing policies for credit balances & money transmission
  • Establishing methodical and robust deal teams; ensure strength of leadership, direction, momentum and execution
  • Contributing to and leading deal teams with respect to relationship lending and where appropriate, bespoke financing transactions with key clients
  • Driving comprehensive, accurate and well understood handover of won deals to implementation and BAU 
  • Focusing on our existing customers to provide excellent service and be recognised as a trusted advisor
  • Targeting prospective customers to develop new relationships and win new business
  • Working with the operations team to ensure that processes and controls are effective and to ensure that transaction turnarounds are within committed timeframe 
  • Working with our finance team to ensure that revenues earned are appropriately reflected against portfolio

  • Using effective Barclays sales and client management framework to follow customer centric and professional sales process, including:

  • Meeting preparation
  • Developing deep understanding of customer
  • Effective negotiation, pricing and due diligence
  • Becoming your customer’s trusted partner
  • Accurate and timely pipeline completion
  • Complete call reports for all meetings
  • Wallet Share Plan and Customer Account Strategy Plan for all customers

  • Thought leadership, training and development (10%)

  • Monitor industry activity – ensure Barclays have a fluent, clear, current point of view on all market developments, and constantly challenge self and product proposition against evolving industry landscape.
  • Drive ICA Americas and the FinTech team’s thought leadership on Innovation, partnership and FinTech – be the face to market in the innovation and FinTech ecosystem in New York and the East Coast.
  • Working with product partners and marketing to raise Barclays and FIG’s profile in the external market
  • Passionately and innovatively represent Barclays at industry forums and events and be seen as an industry expert
  • Drive optimum performance and optimum value for Barclays by coaching, and challenging, deal team members on solutions, industry developments and opportunities to engage the broader Barclays Group to deliver optimal return
  • Challenge and contribute to product development and strategy

  • Risk Management & Control (30%)

    Delivering against risk and control objectives, by:

  • Demonstrating general knowledge of international payments regulation (focus on US, UK, Europe, India and UAE) and Anti-money laundering/compliance best practices.
  • Completing Enhanced Due Diligence on high risk clients
  • Delivering continuous improvements to BAU high risk governance process and procedures for the sector
  • Ensuring effective risk management of portfolio
  • Operating in accordance with BC&I risk appetite and lending procedures
  • Taking ownership of high quality objective credit applications, ensure robust ongoing monitoring and control and that sound judgement is exercised at all times.
  • Ensure high standards of data quality are maintained at all times
  • Working to continuously improve credit knowledge, credit structuring, credit documentation
  • Building an effective working partnership with credit colleagues
  • Ensure compliance with mandatory Risk policies and procedures relating to credit conformance and regulatory, operational, legal risk and Financial Crime.
  • Managing ‘Early warning list’ customers to reduce risk, ensuring proactive and timely referral to Credit and Business Support colleagues.

  • Team Working (10%)

  • Support, coach and develop team members
  • Seek, share and embed best practice both regionally and nationally
  • Participate fully in your Performance Development and World Class Banker training, continue to proactively develop yourself and undertake relevant training (including sales process, product, industry, etc).
  • Contribute fully to the team Your View plan
  • Make an active contribution to Barclays International at a local, regional and national level
  • Support and further Barclays International position in the local community

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 New York

New York is home to Barclays’ US headquarters. The Americas hub for our Corporate and Investment Bank: a community of over 4,500 dedicated colleagues who create opportunities and solve challenges for some of the world’s most important companies.

Located in the heart of Manhattan, gives you a convenient location for commuting with access to everything New York can offer.

Our wellness center is equipped with modern amenities, including fitness centres offering a variety of classes and services.

Our health center provides a range of services, including primary and urgent care, wellness exams, health coaching, and vaccinations.

Our office features a variety of sophisticated dining options, including a colleague restaurant and a private executive dining room.

This is Barclays New York

New York is home to Barclays’ US headquarters. The Americas hub for our Corporate and Investment Bank: a community of over 4,500 dedicated colleagues who create opportunities and solve challenges for some of the world’s most important companies.

Excellent location

Located in the heart of Manhattan, gives you a convenient location for commuting with access to everything New York can offer.

Focused on fitness

Our wellness center is equipped with modern amenities, including fitness centres offering a variety of classes and services.

Caring for your health

Our health center provides a range of services, including primary and urgent care, wellness exams, health coaching, and vaccinations.

Great places to eat

Our office features a variety of sophisticated dining options, including a colleague restaurant and a private executive dining room.

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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