Job Description

Purpose of the role

To generate revenue and promote the bank's diverse Trade & Working Capital product and service offerings to various customer segments.

Accountabilities

Identification of potential customers, analysing their needs and preferences, and staying abreast of emerging market trends and competitor strategies.
Creation of detailed profiles for target customer segments, outlining their requirements, needs, and pain points to tailor sales approaches and product recommendations.
Relationship management of potential and existing customer relations through the execution of high-quality customer support, by responding to queries and resolving issues, gaining their customer trust, and understanding their financial goals and challenges.
Understanding of the features, benefits, risks, and compliance requirements of various Trade & Working Capital products and services offered. Understanding of the key features, benefits, risks, enhancements, and regulatory requirements of new and existing banking products, and communicate insights clearly to potential customers to address their financial needs.
Development of compelling sales pitches and proposals that showcase the value proposition of the bank's offerings to convert leads into customers, and negotiation of terms that are beneficial for both the client and the bank.
Collection and analysis of customer feedback on various products, services, and overall experience, to support the development of reports that communicate key findings to relevant stakeholders, to inform product development and sales strategies.
Monitoring of lead conversion rates, customer acquisition costs, and other relevant metrics to assess sales performance and identify areas for improvement.

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.

Join us as a Trade & Working Capital Specialist Sales- Germany & Nordics where you will continue driving the expansion of the Export Credit Agency Team (ECA) in the Structuring, Execution and Delivery (SED) Team and wider Trade & Working Capital (TWC) franchise in Europe with a focus on structuring, negotiating and executing ECA backed trade transactions originated across the Barclays Europe trade business, focusing on the most complex across the client spectrum. In doing so, to deliver the following:

Be the centre of excellence for ECA and Structured Trade transactions for Barclays in Europe;

Lead in driving originators and RDs to identify ECA and Structured Trade opportunities in their portfolios and accompany originators to client meetings in order to pitch the ECA proposition;

Use expert knowledge of ECA criteria to ensure that deals are structured correctly to gain ECA support;

Negotiate and structure facilities, providing expert advice on pricing proposals, risk papers and documentation negotiation;

Deliver the negotiated ECA or Structured Trade facility to meet the needs of both Barclays and the client most efficiently;

Manage the facility through the bespoke process that is required for ECA backed deals, through specific NDA, enhanced Due Diligence, specific system requirements, marking IB credit lines, and additional non-vanilla documents required from the ECA;

Liaise directly with key Governmental departments, attending ECA and trade events, representing Barclays and keeping abreast of latest market developments.

Working closely on new product development initiatives relating to ECA backed deals and Structured Trade solutions.

To be successful in this role you will have:

Communication will be a critical skill to gain business and ensure relationships are properly managed with a cost conscious and sophisticated customer base.

Excellent interpersonal skills

Deep Knowledge across the Trade Finance Product offering, in particular the ECA and Structured Trade Finance proposition

Knowledge of structuring ECA/Structured Trade Finance deals inc. legal documentation, credit risk and operational requirements.

Incisive analytical ability to resolve and minimise credit and legal risk issues

Flexible & creative thinking; able to find alternative solutions to those first presented when required by the client or other stakeholder. Customers will be increasingly sophisticated and demanding of highly professional service.

Developed influencing and negotiation skills.

Experience in project work based around deal team management; utilises resource to the best effect

Experience managing clients and external and internal stakeholders

Takes ownership of problems with a high level of initiative and self-motivation

Produces high quality outputs and takes pride in level of quality

Team player - is supportive of others, committed to making a success of the team and the function and always encourages collaborative working
Multicultural empathy will be desirable as many customers will operate across both the European and Global market place at both parental and subsidiary level

Desirable skills include:

Commercial Effectiveness: Including Client /Customer Focus and Commerciality

Control Environment: Including Risk Management

Business Skills: Including Delivering Solutions and Decision Making

Personal & Interpersonal Skills: Including Communication, Influence and Collaboration

Technical Skills & Knowledge: across multiple products and new innovations in the product area

You may be assessed on the key critical skills relevant for this 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 deemed as a Controlled Function role under the Central Bank of Ireland Fitness and Probity Regulations and may require the role holder to hold mandatory regulatory qualifications or the minimum qualifications to meet internal company benchmarks.

This role is based in Frankfurt.