Director TWC origination

Overall purpose of role

To be an integral part of the Trade & Working Capital Origination function, delivering income and balance sheet growth across the APAC ME regions and more specifically for the South East Asia market & Key Accounts segments.

The main purpose of the role is: -

• To become a key regional specialist and primary trade relationship contact point across the Corporate Bank regional teams for Large Corporate Clients with a particular focus on Key Account relationships. 
• Lead and be accountable for the origination, structuring and execution of deals across a broad spectrum of TWC solutions, adding value in all interactions and being alive to wider opportunities. These solutions to include Bond, Guarantees and Indemnities (BGI’s), Funded Trade solutions including. Trade Loans, Supplier Finance, Bill Discounting; and Trade Services including Import and Export Letters of Credit & Collections.
• The ability to structure complex Trade facilities to meet the key client needs of risk mitigation, short term finance and balance sheet management. This will include structuring bilateral and syndicated deals and ECA transactions where applicable.
• Developing your Trade portfolio through increasing wallet share and winning new  business whilst always ensuring great customer outcomes
• Support the cross-selling of the bank’s wider capabilities and help entrench strong and positive client relationships.
• Work closely with counterparts at other Barclays locations globally to originate and execute multi-jurisdictional transactions.
• Create content, thought leadership and high quality pitch materials in order to lead negotiations with clients and Key Business Introducers, converting high quality business across complex large corporate size businesses.
• Actively manage the capital of the Bank, seeking to maximize returns and price for the risk and capital.
• 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 based in the assigned regional/Key Account team(s), alongside a structured Business Development plan.
• Act as an ambassador for Barclays in the external KBI market
• Support the development of TWC VP, and AVPs and act as the reference point for Trade transactions within the region.
• Provide training and coaching to the LB/KA Relationship Teams on product knowledge, sales and operational best practice.
• Maintain strong, collaborative engagement with Risk, providing appropriate challenge where necessary
• Establishing and growing a profile as a recognized Trade expert.
• Demonstrates a deep understanding and awareness of the International Trade agenda, including metrics and internal and external profile.
• Contribute fully in the development of the TWC strategy across the region as well as having input into the wider national strategy of the business.
• Deputise for the Regional Head at internal meetings as and when required.

Key Accountabilities

Trade & Working Capital Segment Strategy - 15%

• Originating new business and opportunities to drive the growth of the TWC SEA franchise by:
• Formulating, owning and driving an International Trade segment strategy and plan.  This should be focussed on a specific industry sub-sectors or client segments or both and will require extensive knowledge of the relevant area and the International Trade agenda.
• Presenting, negotiating and influencing senior stakeholders to gain buy-in to and to develop the segment plan.
• Develop a strong relationship with the Marketing Team in order to raise profile of Barclays and the TWC team externally.
• Owning the public side of the strategy and to lead on presenting this to the external market as one of Barclays leading figures in the relevant space.
• Ensure a senior external network in order to drive the Barclays brand and market share.

Portfolio Management/Business Development …………………………………….70%

• Delivering against financial and customer objectives, by:
• Focusing on our existing Trade clients to provide excellent service and be recognised as a trusted International Trade advisor.
• Targeting prospective Trade clients to develop new relationships and win new business by pro-actively establishing and managing a portfolio of target ‘new to Barclays’ clients
• Engage with clients at C suite level and be able to hold strategic level discussions outlining the benefits and characteristics of the trade services and trade finance solution set and fit with clients strategic objectives.
• Negotiate and close product sales. Ensure that all client follow up activity including call reports, Trade Cycle Analysis, letters, tenders are produced to a high standard in a tight time frame and that all stakeholders are fully informed.
• Support Coverage colleagues with technical product advice, skills and training.
• Leading and working with Coverage and credit colleagues to structure solutions
• Take responsibility for maintaining the risk/reward profile of deals written and achieve appropriate returns on capital deployed in accordance with Bank strategy.
• Continually seek to share technical expertise across the wider team providing support, guidance and direction to colleagues.
• Has a strong external profile in the International Trade arena
• Assist with preparation of pitch books, tender documentation and deal tombstone material.
• Comply with Salesforce recording requirements, including maintenance of client activity diary, accurate and comprehensive call reports and opportunities
• Provide input to product development and the subsequent design of marketing and sales materials founded on a deep understanding of the market and the customer’s needs

Business and Team Management…………………………………………………….15%

• Performance and sales manage direct reports and ensure self and others are sufficiently skilled to be best of breed in market.
• Maintain a keen awareness of competitive threats/opportunities within the International Trade market
• Make a strategic contribution to Trade & Working Capital at a local, regional and national level
• Arrange and undertake briefings and/or training for Coverage colleagues on new and developing trade solutions.
• Support, coach  and develop team members
• Seek, share and lead on implementing best practice both regionally and nationally
• Participate fully in your Performance Development, continue to proactively develop yourself and undertake relevant training (including sales process, product, industry, etc).
• Support and further Corporate Bank’s position in the local community

Stakeholder Management and Leadership

• Actively demonstrate Barclay’s values and provides coaching and mentoring to more junior staff.
• Inspires and provides encouragement of personal excellence.
• Champions and leads a culture of customer service and continuous improvement, across some of our most complex clients. 
• Excellent communication and presentation skills at all levels, including FD & CEO (external) & Regional MD’s and Heads of Industry (Internal). 
• Ability to think creatively and identify innovative solutions for complex client needs across multiple jurisdictions.
• Good team co-ordination and development skills.
• Ability to influence using a variety of influencing skills, at senior levels both internal and external
• Build strong relationships with Government Agencies.

Decision-making and Problem Solving

• Ability to turn client’s needs & requirements across their international & domestic trading cycle’s into product solutions 
• Ability to fully understand and analyse client multiple trading cycles, identifying working capital gaps and key risks for mitigation
• Ability to turn in-depth product knowledge into actionable solutions for our most complex clients  
• Ability to explain solution to client, and working in collaboration with Coverage to negotiate pricing, Credit Risk Sanction and Facility Issuance

Person Specification

• Strong track record and experience in International Trade within a corporate banking environment, with detailed knowledge of services and solutions globally.
• Entrepreneurial drive and ambition to take the business from current scale to the vision of a high growth sector through significant new business and deal origination wins.
• Strong selling and negotiation skills
• High quality written and verbal communication and presentation skills
• Good PC skills (including use of word processing and spreadsheet applications) and awareness
• Excellent interpersonal skills
• Good understanding of relevant legal documentation
• Time Management
• Networking

Additional details of exceptional aspects of the demands of the role

• The jobholder will be responsible for a wide geographical area and will be expected to operate on a mobile/peripatetic basis across this area.  The jobholder will need to be highly self-motivated and will be required to undertake a considerable amount of travelling.
• Given the mobile nature of the role the jobholder will be able to operate independently from the reporting line and will be able to effectively utilise a range of mobile communication tools.
• Customers will be increasingly sophisticated and demanding of highly professional service.
• The majority of the sales where the jobholder is involved will be in highly competitive and time pressured situations and s/he will require a very high level of commercial awareness in respect of both domestic and international bank and non-bank competitors.
• Communication will be a critical skill to gain business and ensure relationships are properly managed with a cost conscious and highly intelligent customer base.
• Requires an understanding of corporate client International Trade needs including a good working knowledge of client accounting and Treasury Management operating systems and how our services interface with them.  The role is becoming technically more demanding as we integrate our services.
• Training likely to assist effectiveness in the role and may have been completed prior to undertaking this role

Core Competencies

• Commercial Effectiveness: Including Client /Customer Focus and Commerciality
• Control Environment: Including Risk Management
• Business Skills: Including Deliver Solutions and Decision Making
• Management & Leadership: Including People Development
• Personal & Interpersonal Skills: Including Communication & Influence and Collaboration
• Technical Skills & Knowledge

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.

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.