Senior Banker/Relationship Director - Corporates France

Barclays Overview

Barclays is a British universal bank. We are diversified by business, by different types of customers and clients, and by geography. Our businesses include consumer banking and payments operations around the world, as well as a top-tier, full service, global Corporate and Investment Bank, all of which are supported by our service company which provides technology, operations and functional services across the Group.

We are an equal opportunity employer and we are opposed to discrimination on any grounds.

Working Flexibly

We’re committed to providing a supportive and inclusive culture and environment for you to work in. This environment 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. Whether you have family commitments or you are a carer, or whether you need study time or wish to pursue personal interests, our approach to working flexibly is designed to help you balance your life.

If you would like some flexibility then please discuss this with the hiring manager.

About International Corporate Bank (ICB)

International Corporate Banking (ICB) is an integral part of the Barclays Corporate and Investment Bank (CIB). This division is responsible for the global treasury relationship & capital deployment to CIB clients. 

The ICB France team within ICB focuses on France headquartered multinational corporations (CAC 40/SBF 120) and the subsidiaries of foreign multinationals. It is responsible for the relationship management of its large multinational clients globally and the origination of all Corporate Banking/Treasury Products. The team works closely with the Investment Banking teams to ensure it is leveraging the breadth of the CIB Product set and delivering the entire Barclays platform to its clients.

Our strategy aligns with Investment Banking, Global Markets, Wholesale Lending, Transaction Banking, BarclayCard Payments and Private Bank. 

Overall purpose of role

As a Senior Banker/Relationship Director in the ICB France Coverage team, you will have responsibility for delivering differentiated advice to clients, subsequently monetising the Barclays platform, progressing our Power of One Barclays (P1B) agenda and enhancing returns on capital deployed. Achieved via embedded relationships with Investment Banking, Transactional Banking, Wholesale Lending and BarclayCard Payments.

Specific Responsibilities

·Holistic CIB coverage of a portfolio of existing and prospective clients, building deep customer relationships and providing excellent client service built on a hub and bespoke global coverage model

·Developing the client portfolio through increasing wallet share and winning new business mandates across the platform: Capital deployment for CIB clients (across the credit spectrum), global Transaction Banking & Liquidity solutions, Trade & Working Capital, Risk Management (Rates and FX) and Barclaycard Payments

·Enhancing client returns consistent with Barclays strategy

·Ensuring effective risk management of existing clients and new opportunities

·Contributing to the ICB France strategy within ICB Europe, and working with global colleagues to deliver this strategy

·Supporting, coaching, developing and leading team members.

Key Accountabilities

Strategy, Sales & Service

Delivering against financial and client objectives, by:

·Driving year-on-year improvements in the positioning, sales and implementation of all corporate solutions

·Embedding true industry expertise for optimum solution delivery

·Leading CIB deal teams with particular ownership of Relationship Lending dialogue – working in close coordination with Investment Banking and Wholesale Lending

·Working with Product Partners and the wider Barclays Group to increase wallet share

·Adherence to pricing policies for credit balances & money transmission

·Establishing methodical and robust deal teams; ensure strength of leadership, direction, momentum and execution

·Driving comprehensive, accurate and well understood handover of won deals to implementation and BAU

·Focusing on our existing clients to provide excellent service and be recognised as a trusted advisor

·Targeting prospective clients 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 and Business Management teams to ensure that revenues earned are appropriately reflected against portfolio.

Using Barclays’ sales and client management framework to drive business for the Firm:

·Client/prospect qualification and prioritisation

·Meeting preparation

·Developing deep understanding of clients and their end markets

·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

·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

·Working with product partners and marketing to raise Barclays and ICB France’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 returns

·Challenge and contribute to product development and strategy.

Risk Management & Control

Delivering against Risk and Control objectives, by:

·Using strong knowledge of credit and industry dynamics to select and manage client relationships

·Completing Enhanced Due Diligence on high-risk clients

·Delivering continuous improvements to BAU high risk governance process and procedures for the client sector

·Ensuring effective risk management of portfolio

·Operating in accordance with risk appetite and lending procedures

·Providing assistance to Credit Risk in creation of high-quality objective credit applications, ensure robust ongoing monitoring and control and that sound judgement is exercised at all times

·Ensuring high standards of data quality are maintained at all times

·Work to continuously improve knowledge of capital structure and credit, credit structuring, credit documentation

·Build 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’ clients to reduce risk, ensuring proactive and timely referral to Credit and Business Support colleagues.

Team Working

·Support, coach and develop team members

·Seek, share and embed best practice both locally, regionally and internationally

·Participate fully in own Performance Development and senior banker training, continue to proactively develop and undertake relevant training (including sales process, product, industry, etc)

·Contribute fully to the team Your View plan

·Make an active contribution to Barclays Europe and Barclays International at a local, regional and international level

·Support and further Barclays International position in the local community.

Stakeholder Management and Leadership

The jobholder will be expected to work closely with a number of key stakeholders including:

·Transaction Banking (Cash Management, Trade & Working Capital, FX Payments)

·Investment Banking

·Wholesale Lending

·Barclaycard

·Credit Risk

·Client Servicing

·Compliance

·Financial Crime

·External Industry bodies and Trade associations.

The jobholder will be required to demonstrate key management and leadership skills as they may be required to act as line manager.

The jobholder will be required to demonstrate the following key interpersonal skills

·Communication

·Influence

·Collaboration

Decision-making and Problem Solving

The jobholder will be required to demonstrate strong decision making skills and extensive judgment and problem solving skills, focused on providing clients with the required level of excellence.

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

Significant experience at senior level in the banking/financial services sector with experience on an international scale:

·Relationship management (internal/external) at a senior level

·Proven successful track record of business building and growth in a large/complex client environment

·Very strong knowledge of complex CB/Treasury product suite including Debt, Trade & Working Capital, Cash and FX

·Very strong knowledge of IB product suite in order to foster seamless coordination within the CIB

·Strong ESG Origination skills

·Strong knowledge of risk management, internal control, accounting policies and financial control

·Incisive analytical ability to resolve and minimise credit, market and legal risk issues

·Strong ability to manage reputational risk to protect and develop the Barclays brand

·Detailed knowledge and understanding of economic, market and customer trends and developments

·Thought/industry leader in the Corporate and Investment Banking space

·Strong communicator and influencer with proven selling skills

·An experienced negotiator required to negotiate with very sophisticated international clients

·Flexible and agile thinking with strong experience of structuring ad hoc solutions

·Able to develop and maintain constructive relationships with key stakeholders

·Ability to balance commercial, client and regulatory needs and requirements across multiple geographies

·Team player, ability to work in an agile global environment

·Instinctive grasp of organisational matrix management

·Evidence of ability to manage complexity, ambiguity and relentless change

·Innovative spirit, passion to succeed.

Essential Skills/Basic Qualifications:

·Business degree

·Minimum of 10 years of front office investment and/or CIB client coverage experience

·Experience leading CIB deal teams

·Very strong knowledge of the European corporate and financial markets

·Detailed knowledge of corporate finance, transaction structuring, deal management

·Formal credit training.

Desirable skills/Preferred Qualifications:

·Sector specialisation / expertise.

CBI Regulated Role 

This role is deemed as a Controlled Function role under the Central Bank of Ireland Fitness and Probity Regulations and may require the role holder to hold mandatory regulatory qualifications or the minimum qualifications to meet internal company benchmarks

Purpose, Values and Mindset

We deploy finance responsibly to support people and businesses, acting with empathy and integrity, championing innovation and sustainability, for the common good and the long term.

Our values underpin everything we do: Respect, Integrity, Service, Excellence and Stewardship.

Respect

We harness the power of diversity and inclusion in our business, trust those we work with, and value everyone's contribution.

Integrity

We operate with honesty, transparency and fairness in all we do.

Service

We act with empathy and humility, putting the people and businesses we serve at the centre of what we do.

Excellence

We champion innovation, and use our energy, expertise and resources to make a positive difference.

Stewardship

We prize sustainability, and are passionate about leaving things better than we found them.

Our Mindset shapes how we take action, living by our Values, driven by our Purpose, always with our customers and clients at the heart of what we do; our Mindset is to Empower, Challenge and Drive.

Empower

Trust and support each other to deliver. Make decisions with those closest to the topic. Include diverse perspectives. Celebrate success and learn from failure.

Challenge

Question whether things can be done better. Use insights based on data to inform decisions. Be curious about how we can adapt and improve. Speak up and be open to alternative viewpoints.

Drive

Focus on outcomes. Deliver with pace. Be passionate and ambitious about what we do. Take personal responsibility. Actively build collaborative relationships to get things done.