Commercialization Director - Financial Institutions Americas

Job Description

Purpose of the role

The Commercialization Director will provide strategic and commercial leadership across the Financial Institutions franchise, covering banks, broker-dealers, FinTechs and regulated payment companies. Reporting to the Managing Director, the role offers significant exposure and the opportunity to shape regional and Group strategy. Sector Heads retain accountability for client relationships, origination and execution; the Director will enhance their effectiveness by clarifying business appetite, developing systematic client content and market-facing strategies, and mobilizing partners around priority growth opportunities.

Business appetite is a critical enabler of sustainable growth. The Director will help define where and how the franchise can compete, unlock cross-sector opportunities and remove structural barriers, while maintaining a sound risk, governance and control environment. By converting market, client and portfolio insights into scalable propositions, content and decision frameworks, the role will improve the quality, consistency and pace of Sector Head execution without duplicating relationship ownership.

Accountabilities

• Business Appetite and Strategic Enablement — 30%
  • Translate regional and Group strategy into clear sector priorities, opportunity themes and commercial choices with Sector Heads.
  • Define and refine appetite for priority clients, business models, products, use cases and payment flows.
  • Develop evidence-based proposals to address appetite constraints, balancing commercial potential with risk, controls and implementation requirements.
  • Create playbooks and decision frameworks that enable consistent execution and escalation.
  • Challenge established approaches constructively and identify innovative ways to unlock cross-sector growth.

• Systematic Client Content and Market-Facing Strategy — 30%

  • Design a structured content framework covering sector narratives, client needs, use cases, credentials, solutions and proof points.
  • Create modular client-facing materials for strategic conversations, pitches and relationship reviews.
  • Maintain clear ownership and refresh cycles so content remains accurate, differentiated, compliant and consistent.
  • Use client feedback and market intelligence to refine messaging, identify white-space opportunities and shape campaigns.
  • Coordinate external engagement across thought leadership, events, targeted outreach and senior client dialogue.

• Sector Proposition and Commercial Insights — 20%

  • Maintain an integrated view of sector needs and the franchise proposition across relevant products and capabilities.
  • Act as the sector alignment point for gathering client and commercial requirements and developing robust business cases for new product capabilities.
  • Synthesize regulatory, competitive, technological and client trends into actionable insights for Sector Heads.
  • Identify proposition gaps and coordinate scalable responses across Product, Operations and other partners.
  • Provide portfolio insight, points of view and briefing materials that support client prioritization and senior market engagement.

• Governance, Cross-Functional Mobilization and Operating Rhythm — 20%

  • Maintain a disciplined operating rhythm with clear priorities, owners, dependencies and escalation paths.
  • Frame balanced recommendations that connect commercial opportunities with risk, legal and regulatory requirements.
  • Drive approved appetite and proposition changes through implementation, adoption and impact tracking.
  • Provide concise management information while preserving clear accountability for client execution, risk ownership and governance decisions.

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.

Measures of Success

• Clearer business appetite that supports sustainable growth and timely resolution of priority constraints.
• Meaningful contribution to regional and Group strategy and scalable commercial priorities.
• Strong adoption of systematic client content and differentiated market messaging.
• Improved strategic client conversations, campaigns and proposition outcomes.
• Effective cross-functional mobilization, with positive stakeholder feedback and timely delivery.
• Demonstrable commercial impact alongside sound risk, governance and control outcomes.

Experience and Capabilities

• Extensive experience in Financial Institutions, transaction banking, payments, sector strategy or proposition development.
• Strong knowledge of banks, broker-dealers, FinTechs and regulated payment companies, including their business models and regulatory environments.
• Proven ability to evolve business appetite and turn complex commercial, risk and regulatory issues into practical growth frameworks.
• Strong track record in client propositions, market-facing strategy, thought leadership and reusable content.
• Innovative and commercially minded, with the confidence to challenge convention and develop differentiated solutions.
• Highly collaborative and influential, able to align diverse stakeholders and convert ideas into outcomes.
• Sound judgement and the ability to balance growth ambition with effective risk management, governance and controls.

Leadership Profile

• Act as a trusted strategic partner to the Managing Director and Sector Heads.
• Bring market insight and a clear Financial Institutions perspective to regional and Group decision-making.
• Lead complex initiatives through constructive challenge, collaboration and influence rather than direct authority.
• Create scalable frameworks and operating disciplines that improve consistency across the franchise.
• Set high standards for ownership, integrity, innovation and controlled growth.

This is regulated role.

Minimum Salary: $220,000

Maximum Salary: $300,000

The minimum and maximum salary/rate information above include only base salary or base hourly rate. It does not include any other type of compensation or benefits that may be available.