Head of TWC - APAC & ME

Singapore, Singapore
12 Sep 2022
12 Oct 2022
Job Function
Industry Sector
Finance - General
Employment Type
Full Time
About Barclays

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. For further information about Barclays, please visit our website www.barclays.com

------------------We are an equal opportunity employer and we are opposed to discrimination on any grounds. It is the policy of Barclays to ensure equal employment opportunity without discrimination or harassment on the basis of race, colour, creed, religion, national origin, alienage or citizenship status, age, sex, sexual orientation, gender identity or expression, marital or domestic/civil partnership status, disability, veteran status, genetic information, or any other basis protected by law. ---------------

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 International Corporate Banking

International Corporate Banking provides corporate banking services to corporate clients, including top-tier corporations, multi-nationals, global financial institutions and global non-bank financial institutions.

Our clients have access to corporate and investment banking and wealth and investment management services. The Trade & Working Capital APAC & Middle East team is responsible for the origination of Trade & Working Capital products and work closely with its IB colleagues to ensure we are leveraging the breadth of the CIB product set against these client relationships. The team is focussed on origination activities across Singapore (for South East Asia & Australia), HK-China (Greater China), UAE (for Middle East), Japan and India.

About Trade & Working Capital
Trade and Working Capital is a specialist team within Barclays and comprises of Origination, Structuring and Client Management, supported by Product Management, Projects, Operational Rigour, Business Management and functional partners.

We work closely with Corporate Relationship Directors to deliver financial solutions that are right for our clients businesses. Products provided to clients include Bonds, Guarantees and Indemnities, Letters of Credit and Collections, Trade Loans, Receivables Finance, Sales Finance (with or without recourse) and Supplier Finance.

There are c.200 colleagues in T&WC and the business is set-up with origination teams, structuring teams and client management and implementation teams.

Our frontline originators and business development managers spend time with Barclays clients or Barclays acquisition targets to understand their business cycle. However complex, the requirements are primarily to mitigate risk, ensure payment security and maximise working capital - our suite of products and services can support any client's needs.

Overall purpose of role

The successful candidate will be responsible for all Trade & Working Capital origination activity across APAC-ME with teams in Singapore (for South East Asia & Australia), HK-China (Greater China), UAE (for Middle East), Japan and India as per extant Cross border guidelines, as well as leading, managing and overseeing performance while managining any associated risks. They will also be an integral part of the ICB APAC ME Leadership team (APAC ME Manfo) and also of the wider TWC International and Domestic Origination teams, and will be expected to maximise the Bank's earnings from the sale of Trade Finance and Sales Finance solutions through effective Collaboration & Corridor connectivity.

Key Accountabilities
    • Act as a region head for Trade & Working Capital and being responsible for performance in Trade & Working Capital in Asia Pacific & Middle East (APAC ME)
    • Gain "new to Barclays" and "new to Trade" business while retaining and developing existing business and be recognised as a trusted advisor, through converting relationship leads into sales and maximising opportunities through proactive identification of opportunities
    • Work closely with Coverage to identify and optimise on opportunities for existing clients and help to increase Barclays' share of their global Trade & Working Capital Business.
    • Structure global trade deals and deliver leading edge advice through the sale of complex trade and working capital solutions
    • Be a member and contribute to the ICB APAC ME Leadership team and Management Forum, led by the Head of Corporate Banking for APAC ME
Supporting the profitable performance, growth and future strategy of the regional Trade & Working Capital business in the APAC ME region while working with other Regional Heads and Trade & Working Capital teams to drive execution of the strategy, as well as relevant stakeholders across Coverage, Product, Operations, Technology and Infrastructure.

Establishing, developing & implementing a Business Development / Sales plan in close collaboration with the Relationship Directors, and Product Partners such as Debt, FX, Payments & Cash Management for joint client business proposals.

Delivering sophisticated and structured trade finance solutions to the relevant customer base, adding value in all interactions and being alive to wider opportunities for our working capital product set. These solutions would include Trade Finance, Receivables Finance, Syndicated deals, and ECA transactions, ensuring efficient use of Bank's capital leading to informed pricing and returns discussions.

Train and coach the team in the research, sale and implementation of Trade and Sales Finance products to clients.

Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Barclays Operational Risk Framework and internal Barclays Policies and Standards.

Stakeholder Management and Leadership

The job holder will be required to
  • Attend and actively contribute to the regional ICB APAC ME Management Forum and Monthly Business Reviews
  • Develop and maintain external relationships with local referral sources of trade business (e.g. Accountants and Solicitors) and ensure they are kept up to date with Barclays' offerings, deals we have closed and market developments.
  • Maintain a regular contact program with target customers
  • Research customer needs and identify appropriate solutions from the Trade Finance product set.
  • Support Coverage colleagues with technical product demonstrations (e.g. when positioning against competitor products, customer is technically demanding or product is rarely encountered by relationship staff)
  • Maintain high personal visibility with key influencers within the bank and externally, promoting credibility of self and the business's growing capabilities
  • The job holder will need to have demonstrable credibility and professionalism in the main with Senior Executive/C Suite decision makers within the blue chip corporate community
  • Able to influence change effectively to meet current and expected future requirements.
  • Develop a strong network across International Corporate Banking and within Trade & Working Capital
  • Developing a high performing team through embedding best in class sales and client service. Ensure that team members receive coaching and feedback in order to develop to achieve their maximum potential.
  • Continually drive team members to achieve their objectives and provide the right level of support and guidance.
Decision-making and Problem Solving
  • Lead the strategy for Trade & Working Capital APAC ME and support the implementation of the wider Trade & Working Capital and International Corporate Banking businesses
  • Own, manage and deliver regional business objectives (revenue, cost and broader KPI's) and contribute fully in key commercial decision making
  • Identify and present growth opportunities for Trade & Working Capital APAC ME business
  • Negotiate and close sales. Ensure that all customer follow up activity including call reports, Trade Cycle Analysis, letters, tenders etc. are produced to a high standard in a tight time frame and that all stakeholders are fully informed.
  • Continually seek to share technical expertise across the wider team providing guidance and direction to less experienced colleagues
  • Ensure that pipeline and sales management / client planning tools are accurately logged and updated - using Salesforce & other tools as required
  • Manage, understand and articulate TWC APAC&ME income and key performance indicators - balance sheet, clients, and pipeline.
  • Provide input to product development and the subsequent design of marketing and sales materials founded on an understanding of the market and the customer's needs.
  • Adhere to all governance, risk management, compliance and controls requirements.
Risk and Control Objective

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.

Responsible for embedding a clearly articulated risk culture within the Country which reflects Barclays Purpose and Values.

Responsibility for maintaining the risk / reward balance of the team portfolio, within risk policy guidelines

All Principal and Key risks arising from any TWC activities / services are proactively identified; assessed, controlled, reported, managed and contingency plans are developed as appropriate. Support the Global Head of TWC and the Head of Corporate Banking APAC & ME in managing this across the Corporate Bank.

Person Specification
The job holder will need to have demonstrable credibility and professionalism in the main with Senior Executive/C Suite decision makers within the blue chip corporate community
  • Strong TWC product knowledge across the documentary, open account, supply chain and electronic banking suite.
  • Proven successful track record of new business development in a large / complex client environment
  • Significant experience of delivering against origination / portfolio growth budgets
  • Able to identify, interpret and apply trends in the corporate and TWC banking markets
  • Incisive analytical ability to resolve and minimise credit and legal risk issues.
  • Flexible thinking; able to find alternative solutions to those first presented when required by the client or other stakeholder
  • Proven experiences of managing a sales team.
  • Requires an understanding of corporate client International Trade needs includingclient accounting and Treasury Management operating systems and how our services interface with them.
  • The jobholder will need to have a high degree of commerciality to both develop and defend the trade portfolio against aggressive and sustained attack from both domestic and international competitors (banks and non-banks)
  • Detailed knowledge of financial services industry (including history, trends and future development);
  • A multicultural empathy will be desirable as many customers will operate across both the European and Global market place at both parental and subsidiary level
  • Communication will be a critical skill to gain business and ensure relationships are properly managed with a cost conscious and highly intelligent customer base.
  • Ability to shape, develop and execute a business strategy to drive growth and income
  • Ability to build a culture to deliver performance consistent with the values;
Essential Skills/Basic Qualifications:
  • Strong selling and negotiation skills
  • In-dept knowledge of Trade & Working Capital products
  • High quality written and verbal communication and presentation skills
  • Good PC skills (including use of word processing and spreadsheet applications) and awareness
  • Excellent interpersonal skills
  • Good understanding of relevant legal documentation
  • Broad knowledge of risk management and control and accounting policies and financial control;
Desirable skills/Preferred Qualifications:
  • Commercial Effectiveness: Including Client /Customer Focus and Commerciality
  • Control Environment: Including Risk Management
  • Business Skills: Including Delivering Solutions and Decision Making
  • Personal & Interpersonal Skills: Including Communication, Influence and Collaboration
  • Technical Skills & Knowledge: across multiple products and new innovations in the product area
  • Knowledge of complex Corporate Banking product suite including Debt, Cash and transactional products and FX
Purpose and Values:

Our purpose is creating opportunities to rise. We support sustainable and inclusive growth by connecting the ideas, innovations and aspirations of our customers and clients to the capital that can bring them to life. For over 325 years we have funded progress, and today we remain committed to helping make our world more sustainable, more inclusive and more connected.

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


We respect and value those we work with, and the contribution that they make.


We act fairly, ethically and openly in all we do.


We put our clients and customers at the centre of what we do.


We use our energy, skills and resources to deliver the best, sustainable results.


We are passionate about leaving things better than we found them.

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