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Overall Job Purpose
As a Relationship Director in Commercial Bank you have responsibility for:
• Providing excellent customer service and building deep customer relationships
• Managing a portfolio of mid-size customers to maximise sustainable income
• Developing your portfolio through increasing wallet share and winning new business
• Ensuring effective risk management of existing customers and new opportunities
Key Accountabilities & approximate time split (%)%3C/SPAN>
Customer Sales & Service - 60%%3CBR/>
Delivering against financial and customer objectives, by:
• Focusing on our existing customers to provide excellent service and be recognised as a trusted advisor.
• Building and developing KBI networks
• Targeting prospective customers to develop new relationships and win new business
• Working with Marketing to raise profile in the external market
• Working with industry specialists as appropriate for solution delivery
• Working with product partners and the wider Barclays Group to increase wallet share
• Working with credit colleagues to structure solutions
• Adherence to pricing policies for debt, credit balances & money transmission
• Using prioritisation model to ensure regular contact with customers, including strategic annual review, service meetings, complaint resolution, etc.
Using Sales Playbook to follow customer centric and professional sales process, including:
o Meeting preparation
o Developing deep understanding of customer
o Effective negotiation, pricing and due diligence
o Becoming your customer's trusted partner
o Accurate and timely pipeline completion
o Complete call reports for all meetings
o Wallet Share Plan and Customer Account Strategy Plan for all customers
Risk Management & Control - 30%%3CBR/>
Delivering against risk objectives, by:
• Ensuring effective risk management of portfolio
• Operating in accordance with BCB risk appetite and lending procedures
• Taking 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 times
• Working to continuously improve credit knowledge and expertise
• Building an effective working partnership with credit colleagues
• Ensure 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%%3CBR/>
• Support, coach and develop team members
• Seek, share and embed best practice both regionally and nationally
• Participate fully in your Performance Development, continue to proactively develop yourself and undertake relevant training (including sales process, product, industry, etc).
• Contribute fully to the team EOS plan
• Make an active contribution to BCB at a local, regional and national level
• Support and further BCB's position in the local community
Person Specification
Competencies
• Business skills / Understanding Customers Needs
• Commercial Effectiveness / Drive for Results
• Control Environment
• Personal and Interpersonal Skills
• Technical Knowledge
Technical Skills:
• Sales
• Networking
• Communication (including presentation skills)
• Negotiation
• IT
• Credit
Knowledge and Expertise
Knowledge of the Bank's products, services and policies required to undertake the role:
• Detailed knowledge of income drivers
• Knowledge of BCB products and propositions
• Credit risk management expertise - expected to complete risk accreditation to completed within 12 months of being in role and any other targeted learning or annual accreditation and apply the skills to a high level on a daily basis
• An understanding of policies and procedures across the Group relevant to BCB market.
• Up to date knowledge of BCB's competition
• Comprehensive understanding of the impact of economic environment on customer's needs and business.
• Comprehensive knowledge of mandatory Risk policies and procedures relating to credit conformance and regulatory, operational and legal risk.
Other requirements specific to the role:
• The job holder will be required to undertake a significant number of visits to customers at their own premises, requiring a high degree of mobility around the designated "patch".
• 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 and risk accreditation within 12 months of being in the role
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