Job Description

Purpose of the role

As a Relationship Director in FinTech Coverage within the Corporate Bank you have responsibility for:

• Covering a portfolio of existing and prospect Fintech clients, building deep customer relationships and providing excellent client service built on a hub and spoke global coverage model
• Developing the portfolio through increasing wallet share and winning new business mandates across CB products (Transaction Banking, Liquidity solutions, Escrow services, Trade & Working Capital and FX), CIB products, as well as Barclaycard. Particularly focused onto payments and FX services and high RoTE products, but also including significant credit and debt supervision to high growth firms, working with the Investment Bank.
• Collaborating with Investment Banking and Cards and Payments on a series of top 100 CIB clients to deliver Barclays franchise to our clients.
• Driving client returns consistent with Barclays’ guidance
• Ensuring effective risk management of existing customers and new opportunities
• Contributing to the strategy for the FinTech sector in the US Corporate Bank and working with global colleagues to deliver this strategy
• Leading the FinTech team’s interaction with Group Innovation in New York, building content, awareness and linkages to the NYC FinTech ecosystem.
• Support, coach, develop and lead team members

Accountabilities

• Strategy, Sales & Service (50%)

  Delivering against financial and customer objectives, by:

• Driving year on year improvements in the positioning, sale and implementation of all corporate solutions
• Embedding true industry expertise for optimum solution delivery
• Working with product partners and the wider Barclays Group to increase wallet share
• Working with partner RDs in London, Frankfurt and around the world to deliver a coherent relationship coverage model for complex global clients.
• Contributing and leading cross group deal teams to deliver the whole of Barclays capabilities to clients, close collaboration with the Head of Payments Coverage in Investment Banking.
• Adherence to pricing policies for credit balances & money transmission
• Establishing 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
• Driving 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
• 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%)

• 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.
• Drive ICA Americas and the FinTech team’s thought leadership on Innovation, partnership and FinTech – be the face to market in the innovation and FinTech ecosystem in New York and the East Coast.
• 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 (30%)

  Delivering against risk and control objectives, by:

• Demonstrating general knowledge of international payments regulation (focus on US, UK, Europe