Director, Utilities Coverage €“ International Corporate Bank

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.

Dynamic working gives everyone at Barclays the opportunity to integrate professional and personal lives, if you have a need for flexibility then please discuss this with the hiring manager.

About the International Corporates Group

International Corporate Banking (‘ICB’) is a key division with the Corporate and Investment Bank, offering a range of cross-border services to global corporates such as foreign exchange (FX), cash management and trade finance. ICB is in the process of taking ownership of the relationship lending function across the Corporate and Investment Bank. At Barclays our expert solutions, insight and support help connect US headquartered clients to international opportunities across our footprint in the UK, Europe, the Middle East and Asia.  The International Corporates team focuses on non-Financial Institution clients across sector teams, including: Industrials, Energy/Power & Utilities, Healthcare, TMTC, and Consumer/Retail.  We work closely with our Investment Banking, Cards and Private Banking teams to seamless deliver solutions to our clients.

About the Power & Utilities team
The Power & Utilities team within International Corporates covers large companies headquartered in the US.  This is a new coverage vertical within International Corporates to co-cover existing Investment Banking sector clients to deliver a single, client focused relationship team across CIB.  Key product requirements include Relationship Lending, Cash Management, Trade Finance, and Foreign Exchange.

EEO Statement

It is the policy of Barclays to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, 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. Dynamic working gives everyone at Barclays the opportunity to integrate professional and personal lives, if you have a need for flexibility then please discuss this with the hiring manager.

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Overall purpose of role

As a Relationship Director in Power & Utilities Coverage within the Corporate Bank you have responsibility for:

• Covering a portfolio of existing and prospect power and utilities 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 (Relationship Lending for CIB clients, Transaction Banking, Liquidity solutions, Escrow services, Trade & Working Capital and FX), CIB products, as well as Barclaycard.
• Driving client returns consistent with Barclays’ guidance.
• Ensuring effective risk management of existing customers and new opportunities.
• Contributing to the strategy for the Power & Utilities sector in the US Corporate Bank and working with global colleagues to deliver this strategy.
• Support, coach, develop and lead team members.

Key Accountabilities

Strategy, Sales & Service

Delivering against financial and customer 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 deal teams with respect to Relationship Lending in close coordination with Investment Banking and Wholesale Lending. and where appropriate, bespoke financing transactions with key clients.
• Lead global coordination of client prioritization within the sector, with particular focus on capital deployment, across Relationship Lending clients within the CIB.
• Working with coverage and 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 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:

• Client/prospect qualification and prioritization.
• 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

• 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’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

Delivering against risk and control objectives, by:

• Utilizing strong knowledge of credit and industry dynamics to select and manage client relationships within this quickly evolving sector.
• 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 risk appetite and lending procedures.
• Provide assistance to Credit in creation 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 knowledge of capital structure and credit, 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

• Support, coach and develop team members.
• Seek, share and embed best practice both regionally and internationally.
• Participate fully in your Performance Development and senior 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 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:

• ICB Product Owners, including Cash Management, FX, Debt Finance and Trade
• Investment Banking
• Wholesale Lending
• Barclaycard
• Credit
• Client Servicing
• Financial Crime
• Compliance
• 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 Power & Utilities sector requires a high level of understanding of industry dynamics, regulatory and financial crime risk the jobholder will be required to demonstrate strong decision making skills related to these risks as well as credit risk. Well-developed judgment and problem solving skills will be required related to product delivery.

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.  ICB will be responsible for all KYC for ICB and CIB lending clients.

Basic Qualifications:

• Bachelor’s degree.
• Minimum of 6 years of client coverage experience, with strong preference covering the Power & Utilities Industry.
• Formal credit training.

Preferred Qualifications :

• 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 Knowledge.

Technical Skills :

• Sales.
• Networking.
• Communication (including presentation skills).
• Negotiation.
• Credit and Lending with particular knowledge of the Power & Utilities sector preferred.
• Solid knowledge of capital structure and investment banking products.
• IT.

Knowledge and Expertise

Knowledge of the Bank’s products, services and policies required to undertake the role:

• Detailed knowledge of income drivers.
• Knowledge of Barclays International products and propositions.
• Credit risk management expertise – expected to complete risk accreditation within 12 months of being in role and any other targeted learning or annual accreditation and apply the skills to a high level on a daily basis.
• An understanding of policies and procedures across the Group relevant to Barclays International market.
• Up to date knowledge of Barclays Domestic and International competition.
• Comprehensive understanding of the impact of economic environment on customer’s needs and business.
• Comprehensive knowledge of mandatory Risk policies and procedures relating to credit conformance and regulatory, operational and legal risk.

Purpose and Values

We deploy finance responsibility 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.

USD 190000 to 300000