Job Description

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.

Role Spec – Director, Structured Receivables Financing, Trade and Working Capital

Are you a dynamic professional with expertise in Receivables and working capital financing?

We are looking for a strategic thinking, commercially driven Director to lead Receivables Financing efforts within our Trade and Working Capital team. The successful candidate will be responsible for structuring, executing and managing a portfolio of structured receivables finance transactions across our Corporate Bank (International and UK), with a focus on supporting working capital and growth strategies. Working in close collaboration with specialist Originators across the Corporate Bank, the role is solutions-driven and client facing. It requires deep market knowledge, strong credit skills, and proven product experience.

Key Responsibilities:

• Structure and execute new structured receivables financing opportunities from start to finish, taking the lead on deal structuring, pricing, and negotiation of term sheets and credit applications.
• Work across the Corporate Bank, leveraging external networks, market intelligence and existing Barclays client relationships.
• Retain senior accountability for a defined portfolio of existing clients, managing annual reviews, growing relationship income, acting as an escalation point for complex client issues and negotiations, and maintaining robust risk management practices.
• Help shape and execute the strategic agenda for structured receivables within the broader TWC business. Demonstrate leadership and represent structured receivables in senior leadership forums and contribute to business reviews.
• Develop and maintain strong relationships with regional specialist Originators in both TWC and Coverage, and Corporate clients in line with Cross-Border policies and procedures.
• Collaborate with internal teams to deliver client-focused solutions, identifying cross-sell opportunities across GTB and Barclays Corporate and Investment Bank, and seamless execution of service with a client-first mindset.
• Represent the bank at industry events, conferences, and networking forums to enhance brand visibility and deal flow.
• Monitor market trends and competitor activity to provide detailed analysis and identify strategic opportunities on an on-going basis.
• The role does not include line management responsibilities at the outset, but this may change in due course. With or without line management responsibility, the successful candidate will act as a leader and mentor to other members of the team, ensuring high performance in line with the Barclays Mindset.
• Translate business objectives into measurable actions and KPIs.
• Drive process improvements and implement best practices across the product set.
• Engage with legal panel firms and lead negotiations alongside the deal team.

Person Specification

• Minimum 10 years’ relevant product experience
• Proven ability to lead. Team player able to motivate and develop teams, including senior members.
• Ability to develop own networks internally in the firm and externally within the industry, with proven leadership skills.
• Analytical ability to resolve and minimise credit and legal risk issues.
• Takes ownership of problems, builds credibility quickly and is a relationship builder.
• Experienced in deal team management; utilises resource to the best effect.
• Expertise in arranging syndicated transactions including managing bank groups (externally) and large numbers of stakeholders (internally).
• Produces high quality outputs and takes pride in level of quality.
• Ability and desire to support team member’s personal development ambitions.
• Thorough awareness of the Open Account product suite and lending rules and guidelines.

Essential Skills:

• Proven track record of structuring and executing complex receivables financing transactions, including non-recourse receivables.
• Strong understanding of receivables as collateral, credit insurance, and typical market structures including pooled receivables facilities.
• Excellent financial modelling and analytical skills with experience of credit analysis and product-specific due diligence, including the determination of fair market value, grace period, tenor and dilution in the transaction structure, and ensuring that transactions comply with the relevant accounting standards for de-recognition of assets.
• Excellent influencing, negotiation, communication, stakeholder management, and leadership capabilities.
• Strong decision-making skills, with the ability to navigate complexity and drive innovative solutions.
• Client-first mindset.
• Proficient in Excel, Word and PowerPoint.

Desirable Skills:

• Cross-border product experience.
• Lending and corporate banking background.
• Broader knowledge of other Structured Trade solutions. E.g. Invoice Finance, ABL, Supply Chain Finance.
• Proficiency in the use of Copilot or similar AI assistants.

What We Offer:

• Competitive compensation and performance-based incentives.
• Opportunity to shape the growth of a leading structured receivables business.
• Collaborative and dynamic working environment.
• Career development and leadership opportunities.

You may be assessed on the key critical skills relevant for success in role, such as risk and controls, change and transformation, business acumen strategic thinking and digital and technology, as well as job-specific technical skills.

This role is based in the UK in London, currently with hybrid working (three set anchor days in the office, up to two days working from home).