Corporate Banking - FI LatAm - Associate Director (AVP)
Barclays Capital - Miami, FL

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Barclays moves, lends, invests and protects money for customers and clients worldwide. With over 300 years of history and expertise in banking, we operate in over 50 countries and employ over 140,000 people.

We provide clients with loans, financing, risk management, strategic advice and transactional payments support. We support corporate clients to achieve growth and job creation in the real economy, governments to deliver their stability and growth plans, and institutions to meet the long-term investment needs of their clients.

Our clients also benefit from access to the breadth of expertise across Barclays. We’re one of the largest financial services providers in the world, and are also engaged in personal banking, business banking, credit cards, and wealth and investment management.
It is the policy of Barclays to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, creed, religion, national origin, alienage or citizenship status, age, sex, sexual orientation, gender identity or expression, marital or domestic/civil partnership status, disability, veteran status, genetic information, or any other basis protected by law.

MAIN FUNCTION

As an Associate Director, this role will support the Relationship Director in Miami focusing on the LatAm region. The main function will consist of -

Assist Relationship Director(s) with product knowledge, sales research, customer relationship development, and research into solutions to meet customers’ needs using market and industry information and risk management for the portfolio(s)
Identify and drive business development, primarily with new and existing customers across one or more key account portfolios
Manage the co-ordination, evaluation and execution of large structured transactions, under the supervision of or assisting a more senior manager. The value of these transactions will typically be between £5m and £1bn
Develop practical and appropriate credit solutions (or Lending structures) through understanding customer needs
Monitor nominated accounts within account portfolios for key credit, customer and industry risks and trends that may impact portfolio.
Assist Relationship Director(s) in business development activities, business planning, customer acquisition and strategy
Business research, marketing, advertising & sponsorship campaigns, production of MI, Pricing and covenant structures

MAIN DUTIES

Relationship Management Planning 20%

Assist Relationship Director(s) in the creation and co-ordination of annual client plans, including input from product specialists and Credit Risk teams. This will ensure a consistent and co-ordinated marketing approach from across the Group to the portfolio
Proactively review client plans to create a recommended action plan for each quarter, relating primarily to the operational product set and focus on increasing wallet share
Proactively monitor credit risk and industry risks relevant to individual clients and the overall portfolio, identifying key risk and trends that may require adjustments to client plans and exposures
Assist in the communication and implementation of any actions to improve service in respect of complaints/compliments received

Deal Origination & Business Development 20%

Research current & new markets, identify target names, prepare client strategies
Establish & co-ordinate tenders, advertising, marketing and sponsorship campaigns
Prepare deal pitch documents and support Top Customer Relationship Director in delivering presentations to customers
Undertake financial analysis to develop optimal funding and product solutions

Sales & Service 20%

Assist in the planning and co-ordination of any marketing approaches for new business and actively develop existing relationships
Determine the products that most effectively meet customer needs and be able to sell, at short notice, on a proactive and reactive basis
Drive strategic targets through the implementation of group, central and local campaigns
Attend team meetings on a regular basis to maintain dialogue/sharing of information to ensure up to date knowledge of market place, business development activity/initiatives, competitors and people issues etc.
Develop network and maintain contacts with Barclays group
Identify cross selling opportunities & ensure followed up
Proactively anticipate, respond to and seek to exceed the expectations of customers

Customer/KBI Contact 20%

Support seminars for customer and KBIs to provide information and trail new products to meet future customer requirements
Use feedback gained on Product /Service offerings to inform / identify and contribute to the development of distinctive service/product offerings which would be appropriate to the industry
Support Relationship Director(s) in the sale of complex solutions using a diagnostic approach. This will require the jobholder to have an in-depth understanding of customer needs and to take a holistic view of the customers business and risks
Attend customer visits with Relationship Director(s)
Develop, monitor and maintain good working relationships with contacts within own network of KBIs
Provide information on a customer’s business via research using various sources e.g. trade journals / brokers reports / Internet / Bloomberg and rating agencies

Business & Risk Management 20%

Attend meetings with customers, investment banks, rating agencies and professional advisors with and without Relation Director(s)
Undertake research using market and industry information and investigate matters to facilitate lending decisions
Work with Corporate Credit Managers to manage the evaluation and execution of large structured transactions
Proactively contribute to embedding agreed change management initiatives in support of process and quality improvements & cost reductions
Assess customers’ businesses, through the analysis of business and credit risks associated with the provision of the Bank’s products and services to the customer
Provide guidance on credit appetite and consulting with Specialist Credit team as appropriate
Demonstration of adherence to Barclays governance policies and controls. Support general departmental requirements and activities including audit, compliance, policies and procedures and other projects that may arise.

Technical Skills/Competencies:
Skills required to undertake the role:
General banking skills including the ability to discuss strategic financial and credit matters
Developed business awareness: to include impact of general economic change on a client’s business
Credit Risk Understanding and Analysis
Product Knowledge
Presentation skills
Negotiation skills
Inter-personal skills
Communication skills, both oral & written
Good grasp of Microsoft tools including word, excel, access, power point
Customer Service focus and attention to detail

Competencies:
Communications and influence
Service excellence
Drive for results
Relationship/partnership approach
Orientation to learn
Customer/ market perspective
Problem solving/decision making
Quality/ high standards & controls
Corporate/ entrepreneurial
Technical skills and knowledge
Planning & organising

Knowledge and Expertise

Detailed knowledge of the core products and specialist products offered by the team
Good knowledge of products and services offered by other areas of the Barclays Group, including the investment bank, which are frequently used by complex institutional customers, including features, tariff/pricing and availability
An ability to identify opportunities where liaison with product specialists across the Group would produce a multi-product integrated solution for the customer
Good understanding of the policies and strategies across the Group as they relate to the demands of the team’s customer base
Working knowledge of all aspects of the industry/sector
Understanding of the macroeconomic factors affecting the industry
Internal instructions/procedures including Head office instructions, Corporate Services Guide, Guide to Corporate Lending and Business Risk policy
In depth business awareness and specific industry/country/International awareness
Awareness of legislation affecting the Bank and customers (including Data Protection Act, Companies Act, Insolvency Act, Financial Services Act) and have the highest regard for confidentiality
Business development skills
Understanding of impact and implementation of marketing and sponsorship activity
Experience of winning new business, being proactive

Experience, qualifications and other requirements specific to the role

Ability to network effectively both internally and externally and maintain/develop relationships with KBIs, product specialists and other key figures in the business community.
Likely to have previously undertaken a role with customer contact in a similar market place for at least 2 years developing business awareness
Likely to have broad business and sales experience building and managing relationships within a customer base segmented from the institutional arena
Jobholder will have a broad understanding of corporate business and financial issues and have demonstrable experience that such knowledge has successfully been used in a sales environment

Additional details of exceptional aspects of the demands of the role

Business development plans will need to be developed and implemented into a select customer base of the Bank’s most sophisticated and complex customers. Sales activity will be highly demanding both in terms of the market place, which is very competitive, and the need to structure banking proposals for a critical customer audience. Customers will be sophisticated, demanding of excellent and highly professional service
The role requires a high level of interpersonal skills demonstrated by good oral and written communication and a team player who is friendly and confident when dealing with customers including presentations relating to Bank products and services
The nature of the job requires the applicant to work to tight deadlines and have excellent interpersonal skills

BASIC QUALIFICATIONS

3+ years experience in the Finance industry

Undergraduate degree

PREFERRED QUALIFICATIONS

Corporate banking experience ideally within LatAm FI

Ability to handle demanding tasks in a fast paced environment

Excellent attention to detail

Barclays Investment Bank - 22 months ago - save job
About this company
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Barclays Bank is the flagship subsidiary of global financial group Barclays PLC. The bank is primarily active in the UK, where it has some...