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Relationship Director - FinTech

senior · Investment Banking

Job Description

Purpose of the role

The FinTech team manages regulated, payment technology clients, including some of the most innovative firms globally.

This Senior Coverage Banker is expected to manage and oversee the performance, risk and controls of a portfolio of sophisticated Fintech clients. The role-holder is expected to operate as Lead Treasury Banker, driving Global Treasury Coverage of the portfolio across our platform.  

Based in London, the role holder will be seasoned coverage banker with experience spanning Relationship Management of complex client typologies in a Corporate and Investment Banking environment.

Of critical importance is modelling Barclays Values and Mindset, operating effectively across the firm. Working in partnership with Global Transactional Banking, Corporate FX, Wholesale Lending, in addition to ECM/Advisory and Capital Markets and various other infrastructure, risk and compliance functions to deliver world-class outcomes.

The aim of this role is to deliver a consistent and compelling experience to our sophisticated global Fintech Client base. 

This will be measured by:

• Growing the portfolio by increasing wallet share and winning new mandates across International Corporate Bank and Global Treasury Coverage Products sets
• Drive client returns consistent with Barclays’ guidance and performance expectations
• Ensure effective risk management for existing customers and new opportunities

Accountabilities

Strategy, Sales & Service (50%)

Deliver financial and customer objectives by:

• Drive year-on-year improvement in the positioning, sale, and implementation of corporate solutions.
• Embed sector and product expertise to deliver the right solutions to clients.
• Partner with product teams and the wider Barclays Group to increase wallet share.
• Coordinate with Relationship Directors in other booking locations to deliver coherent, global coverage for complex clients.
• Lead and contribute to cross-group deal teams to deliver the full Barclays offering, in close partnership with Payments Coverage in Investment Banking.
• Adhere to pricing policies for credit balances and money transmission.
• Build robust deal teams and provide clear leadership, direction, momentum, and execution discipline.
• Lead deal teams on relationship lending and, where appropriate, bespoke financing transactions.
• Ensure comprehensive, accurate handover of won deals to implementation teams and business-as-usual owners.
• Provide excellent service to existing clients and be recognised as a trusted advisor.
• Develop new relationships and win new business with prospective clients.
• Partner with Operations to ensure effective processes and controls and that transaction turnaround times meet committed timeframes.
• Work with Finance to ensure revenues are accurately attributed to the portfolio.
• Apply the Barclays sales and client management framework to run a customer-centric, professional sales process, including:
• Preparing effectively for client meetings.
• Building a deep understanding of the client’s business and needs.
• Leading negotiation, pricing, and due diligence with discipline.
• Becoming a trusted partner to the client.
• Maintaining accurate, timely pipeline reporting.
• Completing call reports for all client meetings.
• Maintaining a wallet share plan and client account strategy for each relationship.

Thought Leadership, Training & Development (10%)

• Monitor industry activity so Barclays maintains a clear, current point of view on market developments and continuously evolves its proposition.
• Partner with Product and Marketing to raise Barclays’ and Fintech’s external profile
• Represent Barclays at industry forums and events and be recognised as a credible sector expert.
• Coach and challenge deal teams on solutions, market developments, and opportunities to engage the broader Barclays Group to improve returns.
• Challenge and contribute to product development and strategy.

Risk Management & Control (30%)

Deliver risk and control objectives by:

• Maintain a strong working knowledge of international payments regulation (with a focus on the US, UK, Europe, India, and the UAE) and AML/compliance best practices.
• Partner with 1st Line Risk colleagues to complete enhanced due diligence for high-risk clients.
• Drive continuous improvement of high-risk governance processes and procedures for the sector.
• Ensure effective risk management across the portfolio.
• Operate within BC&I risk appetite and lending procedures.
• Own high-quality credit applications; always ensure robust ongoing monitoring and sound judgement.
• Maintain high standards of data quality.
• Continuously develop credit knowledge, structuring capability, and documentation discipline.
• Build effective working partnerships with Credit colleagues.
• Ensure compliance with mandatory risk policies and procedures covering credit conformance and regulatory, operational, legal, and financial crime risk.
• Manage Early Warning List clients to reduce risk, including timely escalation to Credit and Business Support colleagues.

Team Working (10%)

• Support, coach, and develop team members.
• Seek, share, and embed best practices regionally and nationally.
• Fully participate in Performance Development and World Class Banker training, and proactively build skills across sales process, products, and industry knowledge.
• Contribute to the team “Your View” plan.
• Make an active contribution to Barclays International at local, regional, and national levels.
• Support and strengthen Barclays International’s position in the local community.

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.

About the Fintech Team

The team is a global client coverage team within the ICB managing institutional relationships with regulated Payment Technology firms.