Business Development Manager at Barclays Bank

Job Purpose

• The Asset Finance Unit is a function, intended to deliver high-quality support to Corporate, Business Banking and SME’s teams, by providing Asset Finance expertise, sales advice, and administration of three new core products – FlexiBuy, FlexiRent, and FlexiLease.
• Business Development Manager will primarily be responsible for setting up car schemes and revolving credit lines with existing Barclay’s major customer groups. Ultimately increasing sales of Asset Finance products as a whole.
• The key responsibility will be driving ongoing sales within the customer groups. Barclays has a strong customer base and the Business Development Manager is expected to have a high penetration within the customer base.

Main accountabilities and approximate time split

Accountability: Sales, service and customer relationship management

Time split%: 60%

• Managing and leading customer relationships
• Managing new and existing Asset Finance customer relationships, dealing with issues proactively and reactively
• Working in close cooperation with Relationship Teams, to provide a world-class Asset Finance offering to customer groups
• Management of Barclay’s Asset Finance customer relationships
• Making product presentations to prospective customer groups
• Deal structuring
• Supporting Relationship Teams, structuring deals according to tax position to best advantage the Bank and customers

Sales

• Delivering excellence in sales, developing new leads from within the Bank’s current customer base.
• Using the existing corporate network to maximize sales to Bank customers
• Performing to plans as agreed, to drive profitability and increase market share
• Developing the profile of Asset Finance in Kenya
• Developing and maintaining a leads database
• Liaison with Relationship Teams
• Support Corporate and Business Teams in the development and implementation of new Asset Finance products and services
• Hosting customer meetings to sell Asset Finance, to ensure maximum taxation and structuring benefits are achieved
• Training and development, coaching of corporate staff to ensure awareness of Asset Finance

Accountability: Business Management:- 30%

Risk Management

• Managing the portfolio of the Asset Finance Unit, ensuring that risk profiles (book mix) are managed by sales of the correct products within approved risk management criteria
• Working in close relationship with CRM’s and Relationship Teams in drafting credit applications

Accountability: Operational management (25% weighting)

Administration

• Overall responsibility for the Asset Finance administration pertaining to these customers.
• Monitoring functions to ensure smooth running of day-to-day operations
• Complaints procedures, queries, escalation dealt with effectively

Reporting

• Adherence to monthly reporting requirements and deadlines
• Identifying issues and escalating appropriately

Profitability

Overall responsibility and accountability for the profitability of within the portfolio

• Documentation
• Overall responsibility for the preparation of documentation, ensuring documentation is completed correctly and all procedures have been adhered to
• Overall responsibility for the filing and safe custody systems

KYC

• Adherence to KYC policy
• Monthly reporting on conformance to KYC
• Checks
• Overall responsibility for adherence to Policy & Procedures
• Asset Register maintained and correct
• Reconciling records with registration documents
• Undertaking periodic checks to ensure adherence with Policy & Procedures
• Verification that correct deal procedures are undertaken
• Overall responsibility for adherence with IT security procedures
• Arrears – overall responsibility for:
• Reporting arrears to Relationship Managers
• Processing arrears and payment defaults on IFS
• Monitoring arrears outstanding
• Collection of arrears
• 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. Understand and manage risks and risk events (incidents) relevant to the role.”

Technical skills / Competencies

Personal Attributes:

• Personal organisation
• Strong operational management skills
• Initiative, self-motivated, able to work accurately under pressure
• Meeting customer needs
• Managing relationships
• Service driven
• Strong communication skills
• Sales experience, preferably in the financial services industry
• Leadership skills
• Skills required to undertake the role:
• Strong numeracy
• Excellent sales and relationship management skills
• Strong communication skills
• Leadership skills
• Negotiation and structuring
• Risk assessment skills
• Sound IT proficiency, in MS Office, especially Word and Excel (spreadsheet building)
• Sound understanding of taxation and VAT
• Sound understanding of leasing.
• Entrepreneurial thinking
• Coaching
• Knowledge of the bank’s products, services and policies required to undertake the role:
• Team player
• Development of excellent communication skills, external and internal
• Sales and customer relationship management
• Expertise in corporate products, lending, and the risk assessment procedure
• Strong structuring and negotiation skills
• Detailed knowledge of local taxation laws and practice, including VAT
• Knowledge, Expertise and Experience
• Although personal characteristics and skills are more important than technical qualifications, the following may assist the holder in their day-to-day role:
• Marketing qualification
• Business or Accountancy qualification
• MBA will be an advantage
• Training likely to assist effectiveness in the role, and which may have been completed prior to undertaking this role:
• Relationship Management
• Communication
• Presentation
• Negotiation
• Sales
• Performance management
• Specific Asset Finance training

Additional details of exceptional aspects of the demands of the role:

Required to form relationships with customers, therefore minimum tenure will be 2 years.

The jobholder will need to be able to communicate in such as way as to ensure their ongoing credibility when dealing with financial controllers of companies, in addition to owner-managers.

The jobholder’s portfolio will consist of a full range of Business Banking customers, including the more challenging customers, who will often be subject to competitive approaches from other banks.

Business development activity will be similarly demanding.

Barclays Guiding Principles

Approvals

The guiding principles provides a framework for how we in Barclays work together and how we serve our customers and the communities we are in

• Respect
• Integrity
• Service
• Excellence
• Stewardship
• Agreed by Current Job Holder
• Agreed by Line Manager
• Co-signed by HR Manager