Description
About Global Transactional Banking(GTB)
Global Transactional Banking (GTB) sits within Corporate andInvestment Bank (CIB) and provides client coverage and origination of Corporatebanking products to Global Corporates, Banks and Non-
Bank FinancialInstitutions (NBFI) clients. The business is organised around these threesectors and regional reporting lines.
The client base is diverse and manyrelationships are active across Corporate and Investment Banking. GTB clientrelationships are covered internationally with key geographies being US, UK, WesternEurope and Asia, product capabilities are focussed on UK and Western Europe.
TheGTB has seen significant growth over the last five years and has double digitROTE.
About Non-Bank Financial Institutions (NBFI)
Non-Bank FinancialInstitutions (NBFI) is a global client coverage team within GTB and provideclient origination and corporate bank relationship and product coverage ofclients operating in the following sectors : Insurance companies, SpecialityFinance, Regulated Payments and FinTech, Private Equity and Asset Managers.
Key productscovered are cash management, liquidity management, debt and working capital,trade and FX (delivered through a JV with the Investment Bank).
The businessoperates internationally with key jurisdictions being UK, Western Europe, USand Asia, clients are covered by named relationship directors where they arehead-
quartered and also locally where NBFI delivers banking product for them.Many clients are jointly covered by GTB NBFI and the Investment Bank coverageand markets teams.
NBFI has seensignificant growth over the past six years and this has been achieved through afocus on developing a client relationship team with deep industry sectorknowledge, clear strategy and risk appetite, strong performance driven culturecombined with a franchise culture focussed on where NBFI can provide value forour clients and the Group.
The NBFI andGTB team has consistently delivered strong Your View results and the keyperformance metrics for the business (revenue, costs, client planning andreturns) have all performed strongly.
Lookingforward the opportunities for NBFI are to work within the CIB construct todrive closer cooperation and coverage of the CIB client set and to build outand leverage people, product and infrastructure investments we are making inthe GTB franchise for example Western Europe / Project Blue and the US.
Weare an equal opportunity employer and we are opposed to discrimination on anygrounds .
Overall purpose of role
The Relationship Director will be responsible for helping toimplement the NBFI European business plan in Luxembourg, assuming GRDresponsibilities for new and existing clients, identifying new corridor revenueopportunities and building a book of locally-
based clients on a highlyselective basis. This strategy leverages the GTB rollout of the replacement ofthe Corporate Banking Platform (Project Blue) in Spain, Portugal, France,Italy, Germany and new countries including Luxembourg, the Netherlands, Belgiumand Switzerland, as well as our Corporate Bank capabilities in the UK.
Key Accountabilities
The role holder will be accountable for :
Developing andimplementing clear client strategies by NBFI sector in-country as Project Blueis delivered. Estimated income upside over next five years of >
£100m acrossBlue countries
Owning a broad bookof new and existing NBFI client relationships in Luxembourg
Work closely withGroup partners in Corporate Bank, Investment Bank, Barclaycard, Wealth andBarclays UK to ensure client strategy is defined and executed in a way whichdelivers maximum value for Barclays Group and our clients.
Deliver on strategicand ad hoc projects, for example structural reform.
Participate in businessdevelopment activities with the broader market and KPIs, for example by engagingat a senior level with law firms, professional bodies and business forums, to includepresenting and external speaking at industry events.
Stakeholder Managementand Leadership
Strong communicator with goodleadership skills able to engage and partner across Barclays, and demonstrateemotional intelligence in dealings with others.
Working closely with IB coverageto ensure coordinated coverage of key clients, joint CIB client plans andagreement on the most effective CIB allocation and usage of capital for clients.
High impact - ability toinfluence others, for the benefit of the business. Challenge the norm’ inorder to ensure more effective ways of delivering to clients.
Ability to engage effectively andwith impact at a senior level internally and within client organisations up toC-Suite level.
Develop constructive andinfluential senior relationships with key business partners specifically :
Compliance
GTB country leadership teams andspecifically Western Europe CIB senior country management to communicate NBFIstrategy, resourcing and execution plans for the local market.
Decision-making andProblem Solving
Comfortable dealing with largevolumes of structured and un-structured data to develop strategic options andpotential execution plans
Well-developed businessdevelopment skills.
Consistently hitting or exceedingbusiness targets and delivering the execution of strategies.
Experienced banker havingoperated to VP level in a previous role with broad product knowledge.
Professional, values drivenapproach, and lead by example. Sphere of influence significant especially whensuccessfully managing change.
Demonstrates insight andinitiative when approaching challenges and be driven to consistently deliverhigh performance.
Capacity to understand marketdynamics and to adjust Barclays’ industry strategy and focus from a businessdevelopment and risk perspective.
Key awareness of regulatory,political and reputational sensitivities attaching to clients and industrysegments and ability to align the firm’s values accordingly.
Technically sound and able toanalyse situations to create best outcome for Barclays and the client. Regularexposure to complex clients and situations
Risk andControl Objective
Ensurethat all activities and duties are carried out in full compliance withregulatory requirements, Enterprise Wide Risk Management Framework and internalBarclays Policies and Policy Standards
Implement and comply with (inconjunction with Head of NBFI Europe) the credit risk appetite and CRMC mandatefor the sectors and geography covered by the role
Responsible for the conformanceof the local NBFI business to global standards and high risk governancepolicies and procedures for example EDD and FMRC sign off for Fintech andregulated payments clients.
Person Specification
Significantexperience at senior leadership level in financial services organisation orequivalent with experience on an international scale :
Established and evidencedleadership credentials, including leading through change.
Additionalkey experiences and knowledge required :
Track record and experience ofbusiness building and growth in the NBFI sectors with a proven ability tomanage complex and relentless change
International experience is aprerequisite.
Fluent in business English
Strong strategic vision. Proven ability to :
Drivetowards a target operating model and respond to changes in the externalenvironment.
A culture builder :
Has animmaculate ethical track record with clear proof of values and behaviours inaction, consistent with Barclays stated Purpose and Values; and
Has atrack record of delivering a strong, values based, citizenship agenda.
Relationships and Communications :
Risk and Controls :
Strong knowledge of credit andmarket risk management, internal control systems and financial control systems
Abilityto effectively manage reputational risks to protect and build the Barclaysbrand.
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Purpose and Values
Barclays has a single cross-business Purpose for Barclays andfive core Values which underpin it.
Our Purpose is helping people achieve their ambitions in theright way. Put simply this is the answer to the question What is Barclaysfor?
and it should guide our every action as employees.
Respect
Werespect and value those we work with, and the contribution that they make.
Integrity
Weact fairly, ethically and openly in all we do.
Service
Weput our clients and customers at the centre of what we do.
Excellence
Weuse our energy, skills and resources to deliver the best, sustainable results.
Stewardship
Weare passionate about leaving things better than we found them.
