The Financial Institutions Group covers clients across Banks, Broker-Dealers, FinTech firms, Funds & Asset Managers, Insurance Companies and Insurance Brokers who are based in the Americas.

The FinTech team manages all clients within Corporate Bank who are classified as Payment Service Providers, including some of the most innovative firms in the Americas. Underlying clients include card schemes, high growth FinTech firms in Silicon Valley, global cash remitters and FX payments firms. Corporate Bank provides a suite of transaction banking products including trade, cash, clearing, debt and FX to clients. The FinTech team is a driver of growth in the broader business, and has track record of growing at 10%+ YoY, and contributing high levels of RoRWA to ICB Globally. In addition, the team is responsible for coverage, revenue and governance of the FinTech relationships in the portfolio. The team works closely with stakeholders across Financial Institutions and Non Bank Financial Institutions Product suite, Risk, FinCrime, Credit, Compliance, Operations, Barclaycard, and the Investment Bank.

Salary / Rate Minimum: 220,000

Salary / Rate Maximum: 300,000

The minimum and maximum salary/ rate information above include only base salary or base hourly rate. It does not include any other type of compensation or benefits that may be available.

This role is based in New York.

Barclays is required by law to confirm that you have the Legal Right to Work in any role that you apply for. If you currently hold a work visa sponsored by Barclays, or you should require sponsorship from Barclays, you must declare this as part of your application. Sponsored visas are role and entity specific, and any changes must be reviewed. It is important that you ensure you are always working on the correct visa. Failure to accurately disclose your visa status or Legal Right to Work may result in your application or any employment offer being withdrawn at any time.

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 modelDeveloping 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’ guidanceEnsuring effective risk management of existing customers and new opportunitiesContributing to the strategy for the FinTech sector in the US Corporate Bank and working with global colleagues to deliver this strategyLeading 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 solutionsEmbedding true industry expertise for optimum solution deliveryWorking with product partners and the wider Barclays Group to increase wallet shareWorking 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 transmissionEstablishing methodical and robust deal teams; ensure strength of leadership, direction, momentum and executionContributing to and leading deal teams with respect to relationship lending and where appropriate, bespoke financing transactions with key clientsDriving 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 advisorTargeting prospective customers to develop new relationships and win new businessWorking 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 preparationDeveloping deep understanding of customerEffective negotiation, pricing and due diligenceBecoming your customer’s trusted partnerAccurate and timely pipeline completionComplete call reports for all meetingsWallet 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 marketPassionately and innovatively represent Barclays at industry forums and events and be seen as an industry expertDrive 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 returnChallenge 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, India and UAE) and Anti-money laundering/compliance best practices.Completing Enhanced Due Diligence on high risk clientsDelivering continuous improvements to BAU high risk governance process and procedures for the sectorEnsuring effective risk management of portfolioOperating in accordance with BC&I risk appetite and lending proceduresTaking ownership of high quality objective credit applications, ensure robust ongoing monitoring and control and that sound judgement is exercised at all times.Ensure high standards of data quality are maintained at all timesWorking to continuously improve credit knowledge, credit structuring, credit documentationBuilding an effective working partnership with credit colleaguesEnsure compliance with mandatory Risk policies and procedures relating to credit conformance and regulatory, operational, legal risk and Financial Crime.Managing ‘Early warning list’ customers to reduce risk, ensuring proactive and timely referral to Credit and Business Support colleagues.

Team Working (10%)

Support, coach and develop team membersSeek, share and embed best practice both regionally and nationallyParticipate fully in your Performance Development and World Class Banker training, continue to proactively develop yourself and undertake relevant training (including sales process, product, industry, etc).Contribute fully to the team Your View planMake an active contribution to Barclays International at a local, regional and national levelSupport and further Barclays International 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.