The Relationship Director will be responsible for implementing the NBFI European business plan in Luxembourg, assuming GRD responsibilities for existing clients, identifying new corridor revenue opportunities and building a book of locally-based clients on a highly selective basis. This strategy leverages the GTB rollout of the replacement of the Corporate Banking Platform (Project Blue) in Spain, Portugal, France, Italy, Germany and new countries including Luxembourg, Netherlands, Belgium and Switzerland, as well as our Corporate Bank capabilities in the UK.
The role holder will be accountable for:
Developing and implementing clear client strategies by NBFI sector in-country as Project Blue is delivered. Estimated income upside over next five years of >£100m across Blue countries
Work closely with Group partners in Corporate Bank, Investment Bank, Barclaycard, Wealth and Barclays UK to ensure client strategy is defined and executed in a way which delivers maximum value for Barclays Group and our clients.
Ensure that as first line of defence, risk appetite (conduct, credit, financial crime) is regularly reviewed and updated for the country of operation in conjunction with second line of defence business partners and the Head of NBFI Europe, and the business is executed in line with risk appetite.
Deliver on strategic and ad hoc projects as defined by the Head of NBFI Europe, for example structural reform.
Participate in business development activities with the broader market and KPIs, for example by engaging at a senior level with law firms, professional bodies and business forums, to include presenting and external speaking at industry events.
Stakeholder Management and Leadership
Excellent communicator with strong leadership skills – able to engage and partner across Barclays with teams of high performing individuals. Demonstrate emotional intelligence in dealings with others.
Working closely with senior IB coverage MDs and Directors to ensure coordinated coverage of key clients, joint CIB client plans and agreement on the most effective CIB allocation and usage of capital for clients.
The role may require liaison and interaction with media and regulators in country to represent Barclays’ position and discuss broader industry topics. This must always be done in full consultation with the Barclays regulatory liaison and media relations teams and experts.
High impact - ability to influence others, for the benefit of the business. Challenge the ‘norm’ in order to ensure more effective ways of delivering to clients.
Ability to engage effectively and with impact at a senior level internally and within client organisations up to C-Suite level.
Develop constructive and influential senior relationships with key business partners specifically:
Portfolio
Credit
Compliance
GTB country leadership teams and specifically Western Europe CIB senior country management to communicate NBFI strategy, resourcing and execution plans for the local market.
Decision-making and Problem Solving
Comfortable dealing with large volumes of structured and un-structured data to develop strategic options and potential execution plans
Highly developed business development skills and a strong and respected profile externally.
Consistently exceeding business targets and execution of strategies.
Experienced banker – having operated to Director level in a previous role with broad product knowledge including IB.
Professional, values driven approach, and lead by example. Sphere of influence significant especially when successfully managing change.
Demonstrates insight and initiative when approaching challenges and be driven to consistently deliver high performance.
Capacity to understand market dynamics and to adjust Barclays’ industry strategy and focus from a business development and risk perspective.
Key awareness of regulatory, political and reputational sensitivities attaching to clients and industry segments and ability to align the firm’s values accordingly.
Technically sound and able to analyse situations to create best outcome for Barclays and the client. Regular exposure to complex clients and situations
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
Implement and comply with (in conjunction with Head of NBFI Western Europe) the credit risk appetite and CRMC mandate for the sectors and geography covered by the role
Responsible for the conformance of the local NBFI business to global standards and high risk governance policies and procedures for example EDD and FMRC sign off for Fintech and regulated payments clients.
Person Specification
Significant experience at senior leadership level in financial services organisation or equivalent with experience on an international scale:
Detailed knowledge of financial services industry (including history, trends and future development);
Ability to manage and respond to feedback on Barclays business performance from investors, financial institutions, regulators and auditors;
Ability to maintain and enhance the standing of Corporate Banking within financial and wider markets;
Established and evidenced leadership credentials, including leading through change.
Additional key experiences and knowledge required:
Track record and experience of business building and growth in the NBFI sectors, especially in the funds space, with a proven ability to manage complex and relentless change
A thought/industry leader in the NBFI sector
Extensive prior experience delivery debt products with above hurdle relationship returns
Knowledge of complex Corporate Banking product suite including Trade and Working Capital, Cash and transactional products and FX;
Broad knowledge of risk management and control and accounting policies and financial control;
International experience is a prerequisite.
Relevant language skills are viewed as essential
Strong strategic vision. Proven ability to:
Contribute toward, develop and execute a strategy to drive major change;
Drive towards a target operating model and respond to changes in the external environment.
A culture builder:
Able to inspire loyalty to the firm as well as on a personal level at every level of the organisation;
Ability to deliver performance consistent with the values;
Has an immaculate ethical track record with clear proof of values and behaviours in action, consistent with Barclays stated Purpose and Values; and
Has a track record of delivering a strong, values based, citizenship agenda.
Relationships and Communications:
Able to develop and maintain constructive relationships with regulators, and other key stakeholders;
Excellent communicator with the ability to communicate and demonstrate to internal and external audiences on a wide range of topics;
Risk and Controls:
Strong knowledge of credit and market risk management, internal control systems and financial control systems
Ability to effectively manage reputational risks to protect and build the Barclays brand.
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