Product Sales Specialist – Transactional Banking

Job Description

Purpose of the role

Lead product growth across Business Banking, combining market-leading product expertise, sales leadership and commercial accountability to deliver superior client outcomes, sustainable revenue, fee income, product penetration and strong P&L performance.

Accountabilities

• Development of strategic direction for relationship management, including the implementation of up to date methodologies and processes.
• Management of relationship management initiatives, including oversight of colleagues and their performance, implementation of departmental goals and objectives, oversight of department efficiency and effectiveness.  .
• Relationship management of relationship management stakeholders, including identifying relevant stakeholders, and maintenance of the quality of external third party services.
• Development and implementation of policies and procedures for relationship management.
• Management of relationship management risk, including identification of potential risks, development of strategies to mitigate those risks, and maintenance of alignment between the bank’s relationship management and compliance functions.  .
• Monitoring the financial performance of relationship management, including revenue, profitability, and cost control.
• Conducting thorough market research to understand market trends, competitive landscape, and regulatory changes to identify market opportunities.

Director Expectations

• To manage a business function, providing significant input to function wide strategic initiatives. Contribute to and influence policy and procedures for the function and plan, manage and consult on multiple complex and critical strategic projects, which may be business wide..
• They manage the direction of a large team or sub-function, leading other people managers and embedding a performance culture aligned to the values of the business. Or for an individual contributor, they lead organisation wide projects and act as deep technical expert and thought leader, identifying new ways of working and collaborating cross functionally. They will train, guide and coach less experienced specialists and provide information affecting long term profits, organisational risks and strategic decisions..
• Provide expert advice to senior functional management and committees to influence decisions made outside of own function, offering significant input to function wide strategic initiatives.
• Manage, coordinate and enable resourcing, budgeting and policy creation for a significant sub-function.
• Escalates breaches of policies / procedure appropriately.
• Foster and guide compliance, ensure regulations are observed that relevant processes in place to facilitate adherence.
• Focus on the external environment, regulators, or advocacy groups to both monitor and influence on behalf of Barclays, when appropriate.
• Demonstrate extensive knowledge of how the function integrates with the business division / Group to achieve the overall business objectives.
• Maintain broad and comprehensive knowledge of industry theories and practices within own discipline alongside up-to-date relevant sector / functional knowledge, and insight into external market developments / initiatives.
• Use interpretative thinking and advanced analytical skills to solve problems and design solutions in often complex/ sensitive situations.
• Exercise management authority to make significant decisions and certain strategic decisions or recommendations within own area.
• Negotiate with and influence stakeholders at a senior level both internally and externally.
• Act as principal contact point for key clients and counterparts in other functions/ businesses divisions.
• Mandated as a spokesperson for the function and business division.

All Senior Leaders are expected to demonstrate a clear set of leadership behaviours to create an environment for colleagues to thrive and deliver to a consistently excellent standard. The four LEAD behaviours are: L – Listen and be authentic, E – Energise and inspire, A – Align across the enterprise, D – Develop others.

All colleagues will be expected to demonstrate the Barclays Values of Respect, Integrity, Service, Excellence and Stewardship – our moral compass, helping us do what we believe is right. They will also be expected to demonstrate the Barclays Mindset – to Empower, Challenge and Drive – the operating manual for how we behave.

Key Accountabilities

• Own product sales strategy, revenue growth, profitability, penetration and market share across the Transaction Banking product suite, driving sustainable franchise value through Cash Management, Working Capital, Trade and FX solutions, Issuing & Acquiring.

• Maintain deep expertise in Transaction Banking products, propositions and client treasury requirements, including liquidity management, payments, collections, trade finance, foreign exchange, working capital optimisation, regulation, market developments and competitor activity.

• Develop, manage and convert a high-quality Transaction Banking pipeline, identifying opportunities to deepen primary banking relationships and increase product penetration through disciplined opportunity management.

• Partner with Relationship Directors, Sector Specialists, Product teams and Risk colleagues to identify client needs and deliver integrated Transaction Banking solutions that support growth, efficiency, risk management and international trade.

• Lead complex client engagements, solution design, commercial negotiations and senior stakeholder discussions, coordinating activity from opportunity origination through credit approval, implementation and adoption.

• Act as the trusted Transaction Banking specialist for clients, providing insight-led advice on cash flow optimisation, liquidity management, payments transformation, trade flows, foreign exchange risk and working capital strategies.

• Capture client and market feedback to influence proposition development, product innovation, pricing strategy, digital capability enhancements and future Transaction Banking priorities.

• Build colleague capability across Relationship and Coverage teams by coaching, training and supporting the identification, qualification and progression of Transaction Banking opportunities.

• Represent Barclays externally at client events, industry conferences and trade forums, building the Bank's profile and strengthening market presence across Transaction Banking and Treasury Solutions.

Experience & Skills:

Experience

• Deep experience in the relevant product discipline, gained through sales, structuring, product management, advisory or market roles.

• Proven record of delivering product revenue, fee income, penetration and client adoption targets.

• Experience leading complex client solutions and negotiations across multiple internal stakeholders.

• Strong record of pipeline management and converting qualified opportunities into implemented outcomes.

• Established credibility with senior clients, relationship teams, product leaders and risk partners.

Skills & Competencies

• Expert product knowledge and the ability to explain complex solutions clearly and responsibly.

• Sales leadership, origination, negotiation and opportunity conversion.

• P&L, performance, pipeline and commercial management.

• Strong client needs assessment and solution design.

• Risk, conduct and regulatory judgement relevant to the product discipline.

• Influencing, coaching and enterprise collaboration across Relationship, Sector, Product and Risk teams.