Job Purpose
Developing Transactional Banking (TB) sales pipeline for Business Banking clients (mainly SMEs and potentially Commecial) in the allocated Clusters.
To structure working capital solutions and sell products and services to new and existing customers in Business Banking and meet/exceed sales goals and targets in respect of revenues and volumes.
Main accountabilities and approximate time split
Sales Time Split 70%
Accountable for the delivery of TB revenues from Business Banking clients within allocated Clusters.
Develop and execute the sales strategy to deliver the revenue ambition through a portfolio of existing and target list of the allocated Clusters.
Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities (cross selling). Replicate TB solutions and successes with the portfolio.
To achieve quantitative and qualitative performance objectives for your portfolio. Leverage the existing sales tools and techniques to identify opportunities for new/incremental business – account planning and pipeline management to achieve sales/revenue targets.
Maintain a detailed and up to date knowledge of the bank’s comprehensive products capabilities and their application to clients’ needs and use this knowledge in structuring of solutions
Set C-SMART individual objectives that are in line with and seek to achieve the teams overall objectives. Review and drive performance against these objectives on a regular basis, in accordance with HR policies and procedures
Ensure smooth interaction and communication with the Customer Support team, product development and customer services teams within Business Banking team. Drive alignment with key stakeholders; TB teams across multiple geographies, Business Banking and operations to achieve TB priorities
Lead client insight events and industry forums to showcase Barclays’ leadership in transaction banking and also to build the brand awareness
Service and Operational Rigor 30%
Deliver world class customer service practices and ensure adherence to Barclays Service standards.
Own and manage customer queries and complaints by routing them to the service team and ensuring resolution in a timely manner.
Assist coverage teams develop relationship account plans for their customer portfolios
Achieve operational rigor excellence in all aspects of procedures and processes undertaken to ensure 100% compliance.
Minimize potential for fraudulent applications by following each product criteria.
Ensuring that pricing is authorized by Transaction Baking Head, agreed with Customer, and properly set up to ensure 100% collection upon product/customer set up.
Follow the TB end-to-end product set-up process ensuring new set-ups are authorized and properly set up.
Ensure compliance with operations risk & rigour requirements e.g. Health & Safety standards and security of premises.
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. Understand and manage risks and risk events (incidents) relevant to the role.
Technical Skills / Competencies
Undergraduate degree or equivalent academic qualifications
Over 5 years banking experience.
Strong sales management skills and experience, ideally with relevant banking or business/corporate banking background
Frontline transactional sales experience across Working Capital, Trade Finance (documentary trade products i.e. LCs, bonds & guarantees; bank & country risk products), Supply Chain Financing & Cash Management (/Regional/Local payments, receipts and liquidity management structures, system infrastructure, etc.) will be an advantage
Language skills: English, both written and oral ;additional languages preferred
Skills for analysing and formatting data provided by Finance and other sources
Proven treasury, credit and country risk exposure
Open minded, good listener, flexible with ‘think out of the box’ mentality
Strong negotiation and presentation skills; ability to communicate with all levels in an organisation
Disciplined approach to deal execution/client follow up
Strong cross-cultural awareness
Excellent interpersonal skills
Team player
Excellent knowledge of the banking polices, standards, local regulations and legislation of the prevention of money laundering
Knowledge, Expertise And Experience
(Relating to specialist knowledge and expertise required to undertake the role. May include knowledge of the Bank’s products, services and policies)
Essential
Cash Management products knowledge
Trade Finance and Services products knowledge
Preferred
(and other requirements specific to the role)
(of particular importance to this role (list 6-7 marking 3-4 as most critical)
Barclays Guiding Principles
Approvals
The Barclays Values provides a framework for how we in Barclays work together and how we serve our customers and the communities we are in
Respect
Integrity
Service
Excellence
Stewardship
