Barclays
Director, Receivables, TWC Origination
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Role Spec – Director, Structured Receivables Financing, Trade and Working Capital
Are you a dynamic professional with expertise in Receivables and working capital financing?
We are looking for a strategic thinking, commercially driven Director to lead Receivables Financing efforts within our Trade and Working Capital team.
The successful candidate will be responsible for structuring, executing, and managing a portfolio of structured receivables finance transactions across our Corporate Bank (International and UK), with a focus on supporting working capital and growth strategies. Working in close collaboration with specialist Originators across the Corporate Bank, the role is solutions-driven and client-facing. It requires deep market knowledge, strong credit skills, and proven product experience.
Key Responsibilities
- Structure and execute new structured receivables financing opportunities from start to finish, taking the lead on deal structuring, pricing, and negotiation of term sheets and credit applications.
- Work across the Corporate Bank, leveraging external networks, market intelligence, and existing Barclays client relationships.
- Retain senior accountability for a defined portfolio of existing clients, managing:
- Annual reviews
- Growing relationship income
- Acting as an escalation point for complex client issues and negotiations
- Maintaining robust risk management practices
- Help shape and execute the strategic agenda for structured receivables within the broader Trade and Working Capital business.
- Demonstrating leadership and representing structured receivables in senior leadership forums, contributing to business reviews.
- Develop and maintain strong relationships with regional specialist Originators and Corporate clients in line with Cross-Border policies and procedures.
- Collaborate with internal teams to deliver client-focused solutions, identifying cross-sell opportunities across GTB and Barclays Corporate and Investment Bank, and seamlessly executing service with a client-first mindset.
- Represent the bank at industry events, conferences, and networking forums to enhance brand visibility and deal flow.
- Monitor market trends and competitor activity to provide detailed analysis and identify strategic opportunities on an ongoing basis.
The role does not include line management responsibilities at the outset, but this may change in due course. With or without line management responsibility, the successful candidate will act as a leader and mentor to other members of the team, ensuring high performance in line with the Barclays Mindset.
- Translate business objectives into measurable actions and KPIs.
- Drive process improvements and implement best practices across the product set.
- Engage with legal panel firms and lead negotiations alongside the deal team.
Person Specification
- Minimum 10 years’ relevant product experience
- Proven ability to lead. Team player able to motivate and develop teams, including senior members.
- Ability to develop own networks internally within the firm and externally within the industry, with proven leadership skills.
- Analytical ability to resolve and minimise credit and legal risk issues.
- Takes ownership of problems, builds credibility quickly, and is a relationship builder.
- Experienced in deal team management; utilises resources to the best effect.
- Expertise in arranging syndicated transactions, including managing bank groups (externally) and large numbers of stakeholders (internally).
- Produces high-quality outputs and takes pride in level of quality.
- Ability and desire to support team members’ personal development ambitions.
- Thorough awareness of the Open Account product suite and lending rules and guidelines.
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Essential Skills
- Proven track record of structuring and executing complex receivables financing transactions, including non-recourse receivables.
- Strong understanding of receivables as collateral, credit insurance, and typical market structures (e.g., pooled receivables facilities).
- Excellent financial modelling and analytical skills, with experience in:
- Credit analysis
- Product-specific due diligence
- Determining fair market value, grace period, tenor, and dilution in transaction structure
- Ensuring compliance with accounting standards for de-recognition of assets
- Excellent influencing, negotiation, communication, stakeholder management, and leadership capabilities.
- Strong decision-making skills, with the ability to navigate complexity and drive innovative solutions.
- Client-first mindset.
- Proficient in Excel, Word, and PowerPoint.
Desirable Skills
- Cross-border product experience.
- Lending and corporate banking background.
- Broader knowledge of other structured trade solutions, e.g., Invoice Finance, ABL, Supply Chain Finance.
- Proficiency in the use of Copilot or similar AI assistants.
What We Offer
- Competitive compensation and performance-based incentives.
- Opportunity to shape the growth of a leading structured receivables business.
- Collaborative and dynamic working environment.
- Career development and leadership opportunities.
Assessment: You may be assessed on key critical skills relevant for success in this role, such as:
- Risk and controls
- Change and transformation
- Business acumen
- Strategic thinking
- Digital and technology
- Job-specific technical skills
This role is based in the UK (London), currently with a hybrid working model (three set anchor days in office, up to two days working from home).
Purpose of the Role
To generate revenue and promote the bank’s diverse Trade & Working Capital product and service offerings to various customer segments.
Accountabilities
- Identification of potential customers, analyzing their needs and preferences, and staying abreast of emerging market trends and competitor strategies.
- Creation of detailed profiles for target customer segments, outlining:
- Their requirements
- Needs
- Pain points for tailored sales approaches and product recommendations.
- Relationship management of potential and existing clients through:
- High-quality customer support
- Responsive query resolution
- Trust-building
- Understanding financial goals and challenges
- Understanding of Trade & Working Capital features, benefits, risks, compliance requirements, and new/ existing banking products.
- Development of compelling sales pitches and proposals showcasing the bank’s value proposition to:
- Convert leads into customers
- Negotiate mutually beneficial terms
- Collection and analysis of customer feedback, developing reports for stakeholders to inform product development and sales strategies.
- Monitoring of lead conversion rates, customer acquisition costs, and other performance metrics to identify areas for improvement.
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Director Expectations
- Manage a business function, providing significant input to:
- Strategic initiatives
- Policy and procedures
- Planning, managing, and consulting on multiple complex strategic projects (potentially business-wide).
- Lead a large team or sub-function, embedding a performance culture aligned with the business values.
- For individual contributors: lead organisation-wide projects and act as a deep technical expert and thought leader, identifying new ways of working and driving cross-functional collaboration.
- Train, guide, and coach less experienced specialists, providing insights into long-term profits, risks, and strategic decisions.
- Provide expert advice to senior functional management and committees, influencing decisions outside the own function.
- Manage, coordinate, and enable resourcing, budgeting, and policy creation for a significant sub-function.
- Escalate breaches of policies/procedures appropriately.
- Foster compliance, ensure regulations are observed, and that relevant processes support adherence.
- Monitor and influence external environment (regulators/advocacy groups) on behalf of Barclays when appropriate.
- Maintain comprehensive knowledge of:
- Industry theories and practices within the discipline.
- Up-to-date sector/functional knowledge.
- External market developments/initatives.
- Apply interpretative thinking and advanced analytical skills to solve complex problems.
- Exercising management authority to make significant decisions and strategic recommendations within the area.
- Negotiate and influence stakeholders at a senior level both internally and externally.
- Act as the principal contact point for key clients and counterparts in other functions/business divisions.
- Serve as the main voice of the function and business division in external communications.
Leadership Behaviours & Values
All Senior Leaders are expected to demonstrate the LEAD behaviours:
- Listen and be authentic
- Energise and inspire
- Align across the enterprise
- Develop others
All colleagues must reflect the Barclays Values (Respect, Integrity, Service, Excellence, Stewardship)—our moral compass—and the Barclays Mindset (Empower, Challenge, Drive), guiding our behaviour.
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