Relationship Director - Real Estate

Barclays Overview

Barclays is a British universal bank. We are diversified by business, by different types of customers and clients, and by geography. Our businesses include consumer banking and payments operations around the world, as well as a top-tier, full service, global corporate and investment bank, all of which are supported by our service company which provides technology, operations and functional services across the Group.

We are an equal opportunity employer and we are opposed to discrimination on any grounds.

Working Flexibly

We’re committed to providing a supportive and inclusive culture and environment for you to work in. This environment recognises and supports ways to balance your personal needs, alongside the professional needs of our business. Providing the opportunity for all our employees, globally to work flexibly empowers each of us to work in a way that suits our lives as well as enabling us to better service our customers’ and clients’ needs. Whether you have family commitments or you’re a carer, or whether you need study time or wish to pursue personal interests, our approach to working flexibly is designed to help you balance your life. If you would like some flexibility, then please discuss this with the hiring manager, and your request will be reviewed subject to business needs.

Hybrid Working

We are currently operating in a hybrid working environment, meaning that many colleagues spend part of their working hours at home and part in the office, depending on the nature of the role they are in. Please discuss the detail of the working pattern options for the role with the hiring manager.

About Corporate Banking

Corporate Banking supports clients in the UK and around the world. We provide corporate banking services to medium enterprises, large UK and global corporations, and financial institutions.

Our work is underpinned by our Purpose, our Values and our Mindset

About UK Coverage

In UK Coverage we seek to understand our clients’ objectives, opportunities and challenges, and work with them to achieve their business ambitions. We offer expert industry insight across every sector: from manufacturing and technology, to restaurants and law firms, working with product specialists to deliver the appropriate financial solutions for our clients.

We are organised to enable growth by serving clients in the right way, improving our competitive position and providing colleague development opportunities across our business. We are over 2,000 colleagues organised into six regions, managing the daily banking needs and ongoing relationships for over 15,000 clients across our Mid Corporate, Large Corporate and Key Client segments. We also have dedicated teams supporting our industry verticals.

We are an equal opportunity employer and we are opposed to discrimination on any grounds. Dynamic working gives everyone at Barclays the opportunity to integrate professional and personal lives, if you have a need for flexibility then please discuss this with the hiring manager.

About UK Real Estate

We have provided dedicated support in property finance for over 15 years, which has given us a real understanding of the challenges and opportunities faced in this competitive, demanding sector.

Businesses benefit from our belief that every client, and every deal, is unique and therefore requires a truly tailored service. It’s this relationship-driven approach that has led a significant proportion of our clients to have relationships with us for over 10 years. We were the first bank to provide a dedicated Real Estate team.

Key products covered are cash management, payments, liquidity management, structured debt solutions and trade and as appropriate working with IB with their specialist suite of products. The business operates with named Bankers who are accountable as gateway lead and each client and sector is subject to its own client planning process to aide and assist growth via bespoke engagement per client and sub-sector terms of reference.

Overall purpose of role

As a Relationship Director specialising in Real Estate you have responsibility for:

• growing a deep understanding and relationship with a portfolio of clients, allowing you to develop and sustain revenue enhancing opportunities
• leading cross-discipline Deal Teams to increase return on tangible equity and improve capital efficiency through the restructuring of existing loans and the provision of new lending;
• developing your portfolio through increasing wallet share and reducing the cost-to-serve our clients through the introduction of banking efficiencies including digital platforms;
• providing excellent customer service and building deep customer relationships;
• clearly exhibiting extensive knowledge of the sub-sectors in the portfolio and being recognised internally and externally as a sector expert;
• contributing fully to driving the industry specialism nationally;
• supporting the growth agenda by winning day to day mandates and wider product sales from new-to-Bank conquest targets from an agreed Target Portfolio;
• ensuring effective risk management of existing customers and new opportunities;
• driving the ESG and Citizenship agenda with the sector and your portfolio;
• leading and supporting an indirect team of colleagues in and outside of the immediate team; and
• regular engagement with external stakeholders including financial and legal advisers and sector trade bodies.

Performance will align to the Balanced Scorecard (Company, Client, Colleague, Citizenship & Conduct), the Barclays

Values and Mindset.

Key Accountabilities

Customer Sales & Service - 35%

• Provide excellent customer service and be recognised as our customers’ trusted advisor in the Real Estate sector.
• Build and maintain a strong KBI network and build a solid reputation both internally and externally in the Real Estate market.
• Deliver market leading pitching materials to clients demonstrating deep sector and product expertise in order to win new business and increase wallet share.
• Adherence to pricing policies for debt, credit balances and money transmission products.
• Develop and maintain appropriate client planning activities to ensure we are best placed to win all new business opportunities.
• Develop relationships with a wide range of business introducers (internal and external) to help drive business development opportunities and ultimately win both operational and debt business
• Build a portfolio of target clients, through initial reseach and subsequently develop relationships with key individuals within the firm with am aim to win new business for the bank

Decision making and Problem Soliving - 35%

• Be responsible for the structuring, pricing and subsequent negotiation of terms for new debt deals for existing and new clients.
• Be able to co-ordinate a deal team consisting of internal team members, professional advisors and other financial institutions in order to ensure excellence in delivery and execution.
• Manage the credit process and be risk aware at all times with appropriate use of structural risk mitigants where necessary.
• Ability to understand and disseminate complex legal/financial/valuation reports in the context of deal analysis and due diligence.
• Be able to negotiate complex deal structures for the benefit of both the client and the bank.

Performance Management/Team Working-10%

• Support, coach and develop team members.
• Contribute fully to the Real Estate POD structure and wider team, and share best practice across the wider business.
• Continue to develop yourself in order to maintain expert lender status in the eyes of our customers and the wider market.

Risk Management & Control - 20%

• Ensure effective risk management of your portfolio through appropriate monitoring and control mechanisms and through regular client interaction and visits.
• Operate within existing lending appetite and policy parameters for all transactions undertaken.
• Demonstrate expert credit analysis skills and appropriate risk awareness in all credit proposals and at all screening and LCC forums.
• Ensure high standards of data integrity at all times.
• Ensure compliance with all mandatory risk control procedures and all regulatory, operational, legal risk and financial crime policies.
• 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.

Stakeholder Management and Leadership

• As a Relationship Director you will be acting as the gateway to Barclays group and primary contact point for external clients in our sector and expected to effectively build and foster relationships with multiple contacts from head of compliance to C-suite executives.

• The jobholder will also be expected to work closely with a number of other key internal stakeholders across different areas including inter alia, Financial Crime, Compliance, Cash Management, Product, Investment Banking, Global Payments and Client Servicing as well as to have ability to bring together stakeholders and work effectively under the Power of One Barclays lens.

Person Specification

Essential Skills:

• As a Relationship Director, you will display a natural sense of curiosity and willingness to continually develop yourself though formal and informal learning and improved understanding of the clients which we work with.

• Contribute fully working in a very dynamic and fast-paced environment, you will be a true team player and keen to share ideas and best practice with your peers.

• You will need to demonstrate a good understanding of basic technical skills such as sales, communication and negotiation skills; credit and debt structuring (via the risk accreditation or other targeted learning) utisling the relevant internal tools and frameworks.

Desirable skills:

• The candidate would be preferred to have basic knowledge of the Bank’s products, services and policies including income drivers, UK Corporate Banking products, and competition to the Corporate Banking market.

• Knowledge of the real estate sector is preferable as well as an understanding of the impact of the economic environment on customer’s needs and businesses.

• 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.

Purpose, Values and Mindset

We deploy finance responsibly to support people and businesses, acting with empathy and integrity, championing innovation and sustainability, for the common good and the long term.

Our values underpin everything we do: Respect, Integrity, Service, Excellence and Stewardship.

Respect

We harness the power of diversity and inclusion in our business, trust those we work with, and value everyone's contribution.

Integrity

We operate with honesty, transparency and fairness in all we do.

Service

We act with empathy and humility, putting the people and businesses we serve at the centre of what we do.

Excellence

We champion innovation, and use our energy, expertise and resources to make a positive difference.

Stewardship

We prize sustainability, and are passionate about leaving things better than we found them.

Our Mindset shapes how we take action, living by our Values, driven by our Purpose, always with our customers and clients at the heart of what we do; our Mindset is to Empower, Challenge and Drive.

Empower

Trust and support each other to deliver. Make decisions with those closest to the topic. Include diverse perspectives. Celebrate success and learn from failure.

Challenge

Question whether things can be done better. Use insights based on data to inform decisions. Be curious about how we can adapt and improve. Speak up and be open to alternative viewpoints.

Drive

Focus on outcomes. Deliver with pace. Be passionate and ambitious about what we do. Take personal responsibility. Actively build collaborative relationships to get things done