Barclays Relationship Director in New York, New York

Barclays Overview

Barclays is an international financial services provider engaged in personal banking, credit cards, corporate and investment banking and wealth management with an extensive presence in Europe, the Americas, Africa and Asia. Barclays’ purpose is to help people achieve their ambitions – in the right way. With over 300 years of history and expertise in banking, Barclays operates in over 50 countries and employs approximately 135,000 people. Barclays moves, lends, invests and protects money for customers and clients worldwide.

For further information about Barclays, please visit our website www.barclays.com.

Barclays offers investment banking products and services in the US through Barclays Capital Inc.

Barclays Values and Diversity

Our common purpose is to help people achieve their ambitions – in the right way. We’ll measure and reward our people, not just on commercial results, but on how they live our Values of /Respect/, /Integrity/, /Service/, /Excellence/ and /Stewardship/ and bring them to life every day. To find out more about working at Barclays and the development opportunities we offer please visit our website www.barclays.com

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


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.


Risk and Control Objective

/All Barclays colleagues have to 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/


*About Financial Institutions Group (FIG) Americas – Corporate Bank


The Financial Institutions Group covers clients across Banks, Broker-Dealers, Funds & Asset Managers, Insurance Companies and Insurance Brokers who are based in the Americas.

The Insurance team manages all clients within Corporate Bank who are classified as mid to large cap North American Life, P&C, Reinsurance and Run-Off companies, as well as global insurance brokers. Corporate Bank provides a suite of transaction banking products including trade, cash, clearing, debt and FX to clients. In addition, the team is responsible for coverage, revenue and governance of the Insurance relationships in the portfolio. The team works closely with stakeholders across Financial Institutions and Non Bank Financial Institutions Product suite, Credit, Compliance, Operations, Barclaycard, and the Investment Bank.


Overall Purpose of the Role

As a Relationship Director in Corporate Bank you have responsibility for: · Covering a portfolio of existing and prospect insurance clients, building deep customer relationships and providing excellent client service built on a hub and spoke global coverage model. Managing a portfolio of Institutional Clients within the Insurance Industry, to maximise sustainable income · Developing your portfolio through increasing wallet share and winning new business · Ensuring effective risk management of existing customers and new opportunities · Contributing to the strategy for the Insurance sector in the US Corporate Bank and working with global colleagues to deliver this strategy · Support, coach, develop and lead team members

Main duties and responsibilities/ Key Accountabilities /Strategy, Sales & Service (40%25)/ Delivering against financial and customer objectives, by: · Driving year on year improvements in the positioning, sale and implementation of all corporate solutions · Synchronise with DPG strategy and be an advocate for stakeholder consensus · Working with industry specialists as appropriate for solution delivery · Working with product partners and the wider Barclays Group to increase wallet share · Adherence to pricing policies for credit balances & money transmission · Establish methodical and robust deal teams; ensure strength of leadership, direction, momentum and execution · Contributing to and leading deal teams with respect to relationship lending and where appropriate, bespoke financing transactions with key clients. · Drive 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 · Embedding true industry expertise for optimum solution delivery · 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: · 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 (10%25)/* · 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 FIG’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 (40%25)/*

Delivering against risk and control objectives, by: · Demonstrating general knowledge of international insurance regulation (focus on US, UK, Ireland and Bermuda) and accounting standards (e.g. Solvency II, IFRS, GAAP and Statutory Accounting) · 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 BC&I risk appetite and lending procedures · Taking ownership 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 credit knowledge, lending, credit documentation and credit expertise · 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 (10%25)/ · Support, coach and develop team members · Seek, share and embed best practice both regionally and nationally · Participate fully in your Performance Development and World Class 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 national 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 inter alia · Financial Crime · Compliance · Cash Management · Other Product, including Debt Finance and TradeInvestment Banking · Barclaycard · Global Payments · Client Servicing · 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 Insurance Industry requires a high level of understanding of regulatory and financial crime risk and 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

Basic Qualifications · Bachelor’s degree · Minimum of 6 years of client coverage experience, strong preference covering the Insurance Industry · Specialized knowledge of the US and Canadian Insurance Industries with connections to life sector and/or insurance run-off sector preferred


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 · 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 to completed 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 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

Title: Relationship Director

Location: NY-New York

Requisition ID: *90210823