Trade Director – Origination recruitment
Who are we?
Barclays provides integrated banking solutions to some of the UK's largest and most successful businesses. We serve our clients via a global network of relationship, industry sector and product specialist managers, who provide tailored solutions to meet their needs. These include lending, risk management, trade, cash and liquidity management and specialist asset and sales financing.
What will the role involve?
You will be an integral part of the Trade Finance Origination/Sales team, within Barclays Corporate Banking. The main purpose of the role is: -
- To become an industry specialist and primary trade relationship contact point across the Barclays Corporate industry focused teams to customers with a turnover of £10million plus. Delivering sophisticated trade finance solutions to this customer base adding value in all interactions and being alive to wider opportunities for our working capital product set.
- To maximise the Bank's earnings through the sale of Trade Finance solutions and International Trade product services. As such the primary focus of the role is to gaining "new to Barclays" business and to penetrate identified top tier Key Accounts resulting in incremental income/profit
Business Development - 85%
- Proactively research and create target customer lists for new business in conjunction with relationship teams
- Develop and implement targeted action plans for generating additional income streams from identified Key Accounts
- Sell complex International Trade solutions utilising existing and new products using a consultancy and needs satisfaction approach.
- Negotiate and close 'stand alone' sales. Ensure that all customer follow up activity including call reports, letter, tenders etc are produced to a high standard in a tight time frame and that all stakeholders are fully informed.
- Identify related customer needs and sales opportunities when in contact with customer.
- Develop and maintain links with other Group Company and product areas to maximise cross selling opportunities particularly working with colleagues in Cash Management, Invoice Finance and Treasury and other group areas.
- Maintain high personal visibility with key influencers within the bank and externally promoting credibility of self and the business's growing capabilities
- Proactively build an internal and external network that will facilitate the generation of customer leads ( e.g. Industry/Trade Associations, Chambers of Commerce, Industry seminars etc)
- Continually seek to share technical expertise across the wider team providing guidance and direction to less experienced colleagues
- Co-ordinate and manage the Implementation Team's involvement in sales where required.
Business Management - 15%
- Provide input to product development and design of marketing and sales materials founded on an understanding of customer needs.
- Ensure that all sales and performance management measures (e.g. sales pipeline tool, databases etc) are adhered to
What will you need?
- You will need to proactively drive relationships with existing Key Accounts and non-Barclays connections to capture their Trade/Trade Finance Business.
- This targeted activity will be generated from the establishment, development and implementation of portfolio sales plans in partnership with the lead Relationship Director based in the assigned Industry Sector(s)
- The sales focus will typically be on deals of larger more complex end of the spectrum often, but not exclusively, involving new or developing products.
- To work closely with other areas of the group to develop joint business development initiatives in order to maximise cross selling opportunities.
- You will typically be responsible for gross commission income from International Trade products services of £5-10M.
What you will get in return?
As a Barclays employee, you will enjoy a highly competitive salary and an attractive benefits package; including a private pension scheme, medical cover, territorial allowance and numerous lifestyle benefits. Barclays are dedicated to your learning and development needs to complement your career aspirations.
Skills
- Strong selling and negotiation skills
- High quality written and verbal communication and presentation skills
- Good PC skills (including use of word processing and spreadsheet applications) and awareness
- Excellent interpersonal skills
- Good understanding of relevant legal documentation
- Time Management
- Networking
Personal Attributes
- Customer orientation
- Business Awareness
- Managing Relationships
- Self Development
- Determination