Vice President - Trade & Working Capital Origination

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.

Overall purpose of role:

• To engage customers effectively in our chosen client sub segments of International Corporates & Financial institutions

  
  

• To originate structure and execute deals across trade opportunities for both inbound as well as outbound clients across customer segments.

  
  

• Developing a Trade portfolio through increasing wallet share and winning new business whilst always ensuring great customer outcomes

  
  

• Implement and monitor the trade origination plan to achieve targeted revenue objectives.

  
  

• Focus on achieving high returns on RWA as guided by the bank’s policies. Focus on trade products of low RWA usage. Compete effectively on pricing in line with competition.

  
  

• Construct and deliver a targeted calling program, derived from the establishment, development and implementation of a portfolio sales plan in partnership with the lead Relationship Director.

  
  

• Roll out marketing approved product specific decks / case studies that are handy and can be used by RDs to share with customers. Standardize term sheets that can be customized for deal specific details only before sharing with clients etc.

  
  

• Time management

  
  

  • 75% from new clients / new products to existing clients

    
    

  • 25% from deepening existing client dialogues   

    
    

• To help grow the trade business into a robust, scalable and profitable business aligned to the overall corporate banking strategy and to facilitate the achievement of the firm’s financial objectives

  
  

• Product structuring – to liaise with Operations / Credit/ Compliance / Legal / Product for structuring & delivering bespoke solutions

  
  

• Work with existing and prospective clients to gain a greater share of their trade wallet with a view to grow trade (both fund and non fund balances)  with bank.

  
  

Stakeholder Management and Leadership:

• Have a close working relationship with Product & Coverage colleagues and leverage the same to grow the share of trade products in their client portfolios.

  
  

• Ensure alignment with operations to ensure service delivery is of the highest standard. 

  
  

• Ability to interact with relevant infrastructure stakeholders to get necessary approvals including but not limited to product, structuring, legal & compliance, credit.

  
  

• To ensure that we are complaint with product delivery as per regulator and policy.

  
  

• Nurturing positive and productive relationships with key stakeholders including senior colleagues in servicing, risk, legal, compliance, middle office and Banking.

  
  

• Skilful co-ordination with cross-border teams across product, coverage and infrastructure.

  
  

Decision-making and Problem Solving:

• The incumbent must be capable of developing a good understanding of client requirements and any specific solutions that the client is looking for. 

  
  

• The incumbent should be able to find innovative solutions to client problems and must be able to understand the necessary infrastructure and process changes required to deliver the solution envisaged. .

  
  

• The incumbent should have sound commercial judgement and should be able to price the bank’s offerings appropriately.

  
  

• The incumbent should be capable of engaging sophisticated clients by developing deep relationships across a wide range of stakeholders within the client organisation, including at senior levels

  
  

• Raise concerns when behaviour and actions that could lead to negative client outcomes are identified and where appropriate, implement mitigation to minimise further risk by appropriately raising concerns in a timely manner.

  
  

• Able to work independently on tasked assignments, and provide regular updates as and when required

  
  

• Ability and confidence to make business critical decisions

  
  

• Keep track of latest market developments and regulatory changes and communicate the same to the clients either through personal meetings or email communication

  
  

Essential Skills/Basic Qualifications:

• Excellent Trade Finance product experience and knowledge for plain vanilla and structured trade.

  
  

• Good planning, organization and communication skills.

  
  

• A working understanding of UCP 600, URR 725, URDG, Incoterms, currency hedging instruments and Exchange Control Rules and Regulations.

  
  

• Good judgement on being able to identify risk early and suitably address / highlight the same. In particular, this includes but is not limited to risks relating to KYC, Financial Crime and operational risk. 

  
  

• Ensure compliance with New Product Approval (NPA) guidelines and ensure that all product offerings have undergone relevant due diligence and approval in line with applicable Bank policies.

  
  

• Incumbent should be a confident, motivated individual with the ability to function and develop client relationships independently. He or she should also be a team player working in close co-ordination and collaboration with colleagues.

  
  

• Good communication, people and presentation skills. Ability to prepare business presentations and economic intelligence. Eager to own a business segment and develop to the next level of trade finance utilization and revenues.

  
  

• Self motivated and proactive approach to marketing origination.

  
  

• Post Graduate / Graduate degree

  
  

Desirable skills/Preferred Qualifications:

• Strong Interpersonal skills

  
  

• Perseverance

  
  

• Relationship building skills

  
  

• Problem solving and ability to work under pressure  and deadlines

  
  

• Client and Customer focused

  
  

• Commercial minded

  
  

• Effective risk management

  
  

Risk and Control Objective

All Barclays colleagues have to ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise Wide Risk Management Framework and internal Barclays Policies and Policy Standards.

This role is based in Mumbai.