Relationship Director

Job Description

Purpose of the role

To establish and nurture profitable partnerships with corporate clients. It's the bridge between the bank's offerings and clients' needs, ensuring mutual benefit and long-term success. 

Accountabilities

• Management of client relationships to identify the clients financial goals, challenges, and risk tolerance to support the analysis of data obtained from various sources, including the investment portfolio and cash flow, to identify trends, insights, areas for improvement and additional services to support client needs.
• Research and understanding of the client's industry trends, regulatory landscape, and competitive environment to inform strategic recommendations.
• Design of customised solutions that address the client's specific needs and objectives, incorporating a range of products and services from the bank's portfolio.
• Communication of the value proposition of proposed solutions, justification of recommendations, and negotiation of terms that are beneficial for both the client and the bank.
• Provision of guidance to clients to support their financial decisions, risk management and wealth management strategies and updates on market trends to ensure a positive and continuous relationship.
• Assessment of financial, legal, and operational risks associated with client relationships, and implementation of measures to minimise potential losses.
• Documentation of all client interactions, transactions, and agreements to ensure transparency and auditability, and communicate findings effectively to support product development, service offerings, and the overall bank strategy.
• Monitoring of client satisfaction, revenue generated, and other relevant metrics to evaluate the effectiveness of relationship management efforts.
• Execution of market research and analysis to support the identification of potential new opportunities, market trends, and customer needs, to develop strategies for business growth.

Vice President Expectations

• To contribute or set strategy, drive requirements and make recommendations for change. Plan resources, budgets, and policies; manage and maintain policies/ processes; deliver continuous improvements and escalate breaches of policies/procedures..
• If managing a team, they define jobs and responsibilities, planning for the department’s future needs and operations, counselling employees on performance and contributing to employee pay decisions/changes. They may also lead a number of specialists to influence the operations of a department, in alignment with strategic as well as tactical priorities, while balancing short and long term goals and ensuring that budgets and schedules meet corporate requirements..
• If the position has leadership responsibilities, People 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..
• OR for an individual contributor, they will be a subject matter expert within own discipline and will guide technical direction. They will lead collaborative, multi-year assignments and guide team members through structured assignments, identify the need for the inclusion of other areas of specialisation to complete assignments. They will train, guide and coach less experienced specialists and provide information affecting long term profits, organisational risks and strategic decisions..
• Advise key stakeholders, including functional leadership teams and senior management on functional and cross functional areas of impact and alignment.
• Manage and mitigate risks through assessment, in support of the control and governance agenda.
• Demonstrate leadership and accountability for managing risk and strengthening controls in relation to the work your team does.
• Demonstrate comprehensive understanding of the organisation functions to contribute to achieving the goals of the business.
• Collaborate with other areas of work, for business aligned support areas to keep up to speed with business activity and the business strategies.
• Create solutions based on sophisticated analytical thought comparing and selecting complex alternatives. In-depth analysis with interpretative thinking will be required to define problems and develop innovative solutions.
• Adopt and include the outcomes of extensive research in problem solving processes.
• Seek out, build and maintain trusting relationships and partnerships with internal and external stakeholders in order to accomplish key business objectives, using influencing and negotiating skills to achieve outcomes.

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.

BPS is a client coverage team within Large Corporate and provides client origination and corporate bank relationship and product coverage of clients operating in the Business & Professional Services sector. Key products covered are cash management, payments, liquidity management, debt and working capital, trade and FX - and as appropriate working with Investment Bank and their specialist suite of products. BPS has seen significant growth over recent years and key to this success has been the team’s focus on developing a client relationship team with deep industry sector knowledge, a clear strategy and a collaborative culture.

As a Relationship Director in the BPS team, you have responsibility for managing a portfolio of clients and winning new business. You will be developing the portfolio and pursuing opportunities to grow business across the existing client base and potential new to bank clients. You will be ensuring effective risk management and will be expected to act as a trusted partner to the clients within the portfolio. The role requires a self-confident individual with the ability to communicate and listen to client needs in order to build partnerships. The individual should have a strong work ethic and to be respectful, collaborative and professional to colleagues and clients.

Essential Skills:

• The candidate should be already experienced in leading complex client relationships and/or coverage role with exposure to complex clients, and has shown ability to support such relationships with confidence.
• The candidate must demonstrate the ability to lead deal teams, manage relationships with senior people within our client’s and prospect’s businesses, manage senior internal stakeholders, and engage meaningfully with key business introducers (KBIs).
• It is expected that the candidate will have a good understanding of corporate credit fundamentals. A formal Risk Accreditation Plan is in place, which the successful candidate will be expected to make progress through to gain specific knowledge of how we manage credit risk for clients in this sector.
• The role requires a strong knowledge of corporate banking products and services including those linked to lending, cash management, cards and FX solutions.

Desirable skills:

• Existing knowledge or experience working with firms in the BPS sector would be beneficial but not essential.
• A track record of success in business development and managing a portfolio of Corporate clients would be an asset.
• A good understanding of the Midlands markets a positive.

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 Birmingham.