Barclays
Director, Pricing Strategy & Commercial Optimisation
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Job Description
Purpose of the Role
To develop comprehensive pricing solutions which support the business strategy and reflect current market conditions, costs risks, and regulatory requirements.
Accountabilities
- Develop and maintain pricing strategies and structures for propositions, ensuring commercial viability and competitiveness.
- Ensure pricing aligns with regulatory frameworks, including value-for-money assessments and fair pricing principles.
- Lead pricing discussions with key business leaders to understand their goals, challenges, and pricing needs.
- Work closely with the Heads of Business to ensure we are selling the right product to the right clients at the right price.
- Foster cross-functional collaboration to enhance oversight, develop robust and automated pricing controls, and ensure alignment with regulatory and strategic objectives.
- Build market intelligence through analysis of competitor pricing across markets/segments and ongoing engagement with client facing colleagues.
- A proven track record of delivering business results in a complex market.
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
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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.
Team Overview
The Strategy & Performance team sits within the Commercial Office in the UK Corporate Banking division. The Commercial Office brings together strategy, propositions, marketing, digital, data and commercial execution into a central team, establishes clear accountability with defined ownership, and acts as the bridge between UK and International Corporate Bank functions.
The Strategy & Performance team helps the Corporate Bank define strategy to make better and more informed commercial decisions, deploy resources to the highest-value opportunities, and deliver strategic and financial commitments with pace and discipline.
The team's core responsibilities are:
- Translate UKCB ambition into commercial strategy.
- Monitor and challenge performance against UKCB strategy and its commitments.
- Maximise value through disciplined pricing strategy, governance and optimisation.
- Optimise allocation of balance sheet resources.
- Transform pricing tools and ensure central control.
Role Overview
There is an opportunity to join the Strategy & Performance team as a Director, Pricing Strategy & Commercial Optimisation. The role holder will report to the MD, Head of Strategy & Optimisation.
The role holder will define and lead the Corporate Bank's pricing strategy, governance and optimisation agenda across products, client segments and geographies, building a consistent framework that ensures pricing decisions deliver fair client outcomes, appropriate risk-adjusted returns and alignment to the strategic priorities of UK Corporate Banking.
Working closely with Coverage, Product, Global Transaction Banking, Finance, Treasury and Commercial Office teams, the role holder will identify and deliver opportunities to improve revenue, profitability and balance sheet efficiency through pricing optimisation, portfolio management and commercial interventions.
A critical initial priority will be the delivery and implementation of a comprehensive back-book review across Mid Corporate, Large Corporate and International Corporate Banking clients. The review will focus on Liquidity, Payments and FX products and develop client-level pricing recommendations that reflect relationship value, strategic importance, market competitiveness and profitability considerations.
The role holder will partner with a broad range of senior stakeholders across UK Coverage, International Corporate Banking, Global Transaction Banking, Treasury, Finance, Commercial Office, Operations and other functions to ensure effective governance, consistent pricing disciplines and successful execution of commercial value opportunities.
Beyond the initial repricing programme, the role holder will establish a sustainable commercial optimisation capability that improves pricing discipline, transparency, accountability and value delivery across the division, embedding tools, governance and performance management processes that support long-term growth and profitability.
Key Responsibilities
Pricing Strategy & Value Optimisation
- Define and lead UKCB's pricing strategy, governance and optimisation agenda.
- Develop commercial frameworks that balance revenue growth, client outcomes, profitability and balance sheet efficiency.
- Establish consistent pricing methodologies, decision frameworks and governance across products and client segments.
- Identify and deliver value creation opportunities through pricing optimisation, portfolio management and commercial interventions.
- Support strategic allocation of balance sheet resources through commercial analysis and pricing recommendations.
- Lead complex commercial decisions involving pricing, relationship returns, profitability and portfolio optimisation.
- Partner with Product, Coverage, GTB, Finance and Treasury teams to align pricing priorities with strategic objectives.
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Pricing Optimisation
- Lead pricing optimisation initiatives across UKCB products and segments.
- Identify and deliver revenue enhancement opportunities through repricing and commercial interventions.
- Drive back-book repricing programmes and monitor value realisation.
- Analyse pricing performance, competitiveness and profitability trends.
- Support strategic pricing decisions on complex client opportunities and negotiations.
Commercial Performance
- Develop pricing and commercial performance frameworks, KPIs and success measures.
- Monitor pricing outcomes and identify areas of revenue leakage, value erosion or underperformance.
- Provide commercial insights and recommendations to senior leadership on pricing effectiveness and profitability.
- Produce regular management information, portfolio analysis and performance reporting.
- Track delivery of pricing opportunities and value realisation against agreed targets.
Commercial Discipline
- Embed consistent pricing disciplines and best practices across Coverage, Product and GTB teams.
- Challenge pricing decisions where value is not being appropriately captured.
- Promote a culture of commercial accountability and evidence-based decision making.
- Support frontline teams with pricing guidance, tools and insights.
- Drive adherence to pricing governance standards, approval frameworks and delegated authorities.
Change & Transformation
- Lead pricing-related transformation initiatives across UKCB.
- Drive adoption of pricing tools, analytics and commercial insights.
- Define business requirements for pricing system enhancements and process improvements.
- Develop pricing capability and commercial knowledge across the organisation.
- Support the evolution of pricing, billing and commercial management infrastructure.
Experience
- Significant experience in Corporate Banking, Transaction Banking, Treasury Services, Commercial Management or commercial pricing.
- Proven track record of improving commercial performance through pricing initiatives, particularly across Liquidity, Payments and FX products.
- Strong understanding of relationship profitability, pricing strategy, balance sheet economics and commercial value creation.
- Experience leading repricing, commercial optimisation or revenue enhancement programmes.
- Strong analytical, financial and strategic problem-solving skills.
- Ability to influence senior stakeholders and drive behavioural change across large organisations.
- Experience operating effectively across Product, Coverage, Finance, Treasury and Operations functions.
- Strong communication and executive presentation skills.
Success Measures
- Revenue uplift from pricing optimisation initiatives.
- Reduction in pricing leakage and value erosion.
- Increased profitability across targeted client segments.
- Successful delivery of repricing programmes.
- Improved pricing consistency and commercial outcomes.
- Increased adoption of pricing tools and methodologies.
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