| Job Description: |
B6 Associate Director, Charity, Housing Association, and Education Team, (Glasgow)
An opportunity has come available in Barclays Commercial Bank for an Associate Director to be based in Edinburgh, within the Scotland Region Project and Property Finance team ("PPF"). You will be reporting into the Head of Property & Project Finance responsible for evaluating and executing CHET (Charity, Housing Association, and Education Team) transactions, under the supervision of, or assisting a senior team of experienced transactors with a strong track record in the Scottish market. The value of the transactions will typically be between £5m and £200m
Purpose of the role:
- Originate, transact and manage debt led transactions. The jobholder will operate in a dynamic and highly competitive market place.
- Identify and drive business development - by originating new opportunities from Accountants / Corporate Financiers / BCB Relationship Directors.
- The prime objective is to ensure debt facilities for all deals falling within the CHET Finance mandate are structured and transacted appropriately, with regard to both income opportunities and credit risk considerations.
This opportunity is for a driven individual who possesses a wealth of experience in the CHET market and detailed knowledge of income drivers, along with strong credit skills as a prerequisite and a proven track record of Business Development & Execution.
Key Accountabilities:
- Maintain expert knowledge of local market through key introducer networks; and understanding needs and requirements of CHET community.
- Maximise revenue and wallet share.
- Effective risk management of new opportunities.
- Work with industry experts to deliver specialist solutions.
Business Development - 40%%3C/SPAN>
- Originate deal opportunities by building up a network of KBIs (external & internal) and by regular calling.
- Operate in a professional manner to ensure that KBIs are keen to return with repeat business
- Present to new customers in a manner that demonstrates knowledge of their requirements, understanding of their business and competency to deliver a solution.
- Work with SFCT and specialist product areas to offer customers a comprehensive and competitive package to meet their requirements
- Provide a Professional approach to business development with quality marketing, research, events and pitches to raise the team profile, provide information and trial new products.
- Identify and drive business development opportunities in terms of new customers
- Prepare and present pitch material to key targets utilising contacts within Barclays Group to maximise wallet share
- Build strong relationship with KBIs within the area defined by the team leader, develop ongoing relationships with key corporate transactors, and establish a regular contact programme.
- Maintain a quality forecasting database to give foresight to future revenue.
Deal transaction - 40%%3C/STRONG>
- Ensure that we deliver what we promise - no "deal creeping"
- Use appropriate due diligence to undertake a rigorous review of the proposed transaction
- Structure a solution for the customer and prepare a detailed business review to support a credit application. This includes detailed modelling of financial forecasts.
- Ensure completion of all internal KYC and compliance processes
- Work with BCB Syndications on multi-banked transactions
- Negotiate details of the deal with the customer (and their advisors) and review all terms with legal support. Review and complete bespoke legal documentation covering loan facilities and security documentation.
- Oversee completion and funding of the transaction and post completion handover to RSM and CCM
Risk Assessment : 10%%3C/SPAN>
Delivering against risk objectives, by:
- Operating in accordance with BCB risk appetite and lending procedures
- Develop high quality credit solutions which are both practical and appropriate [i.e. lending structures] for customer.
- Working to continuously improve credit knowledge and experience
- Building an effective working partnership with credit colleagues
- Ensure compliance with mandatory Risk policies and procedures relating to credit conformance and regulatory (including Financial Crime), operational and legal risk.
Team working 10%%3C/SPAN>
- Develop and Coordinate the team business development activities
- Develop and maintain target lists
- Attend team meetings on a regular basis to maintain dialogue/sharing of information across wider PPF team to ensure up to date knowledge of market place, sharing of business development activity/initiatives, competitors and people issues etc.
- Support, coach and develop team members business development skills
- Lead team by example generating opportunities through
- Cold Calling,
- Direct marketing,
- Referrals.
Governance:
- Quality of data within our systems is robust.
- Ensure up to date with recent and relevant regulatory requirements.
Person Specification:
Essential
- The job holder must be self motivated, with the ability to generate their own leads and develop their own external networks for the benefit of the wider team.
- A full understanding of the products and solutions available from across the organisation appropriate to the customer/industry sector is required.
- Jobholder will have an in depth understanding of corporate business and financial issues specialising in the CHET market.
- An ability to identify opportunities where working with product specialists across the group will produce a multi -product integrated solution for the customer-maximising portfolio contribution.
- Understand the macroeconomic factors affecting the team's customer base
- Previously undertaken a middle management role in a similar market place have extensive experience gained within an appropriate Profession, Industry Specialism of CHET.
- Will typically have experience of working in a credit risk environment
- Team player - inspiring and encouraging performance excellence
- The jobholder will need to have demonstrable credibility and professionalism to deal in the main with senior executive/senior decision-makers within the CHET community.
Desirable
- A good understanding of Barclays product suite
- The job holder will require a good understanding of the policies and strategies across the Group as they relate to the demands of the team's customer base
- In-depth industry knowledge on the dynamics of the market place (global, regional, and local) the job holder will have a deep understanding of the supply chain, industry seasonality and value opportunities.
- Related professional qualifications.
Undertaking or having completed Credit Skills Development or ifs School of Finance examinations, or equivalent, would be an advantage as the jobholder will be expected to completed CSD within 12 months of being in the role
This opportunity is a key role for The Commercial Bank. TBC
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