Head of Payments and Cash Management Sales –

3 weeks ago

Dubai, United Arab Emirates Barclays Full time

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.

Barclays Corporate Banking

For more than 50 years, Barclays has been a member of the Middle East business community offering clients best-in-class services and solutions in Corporate and Investment Banking, as well as Private Banking. We offer corporate banking solutions to financial institutions and multinational corporations, supporting them fulfil their financing needs, risk management, cash and liquidity management, as well as trade and working capital requirements.

We look at exceeding expectations by providing a customised and dedicated service, from origination to client servicing. We have the people and capabilities to help our clients achieve their ambitions in the right way.

Overall purpose of role

The main purpose of the role is to support the growth ambition in the UAE Payments & Cash Management (PCM) business by developing & driving the delivery of a market leading joined up sales and product strategy. The incumbent will be expected to structure global payments and cash management deals and deliver leading edge advice through the sale of complex payments, cash management and liquidity solutions.
- Drive cross-border business development across Corporates, Financial Institutions and non-financial institutions (NBFIs) globally, delivering leading edge cash management advice through the sale of complex cash management and liquidity solutions including currency clearing solutions and global payments.
- Play an integral part in achieving the Cash income plan through the acquisition of new business in the cash arena and protecting income lines from potential competitor threat.
- To establish Barclays as one of the market leaders in the field of cash management, aligned to the Corporate Bank transaction banking teams globally.
- Build and maintain strong customer relationships with valuable key names through effective client planning, to ensure Barclays earnings are maximised from the Cash Management Products. Develop potential new banking business, which will require tailored and competitive pricing, and bespoke integration with our customer’s internal systems, with a view to presenting to and influencing larger business customers both at board and operational levels.
- Assist in developing innovative Cash Management solutions for the industry sectors by working closely with our product team.
- Assist in driving the Cash Management message across the bank as well as externally.
- Initiate and lead the education process to coach and upskill team members and the network to retain and attract talent into the Cash Sales Specialist arena.
- Lead, manage and drive the Middle East Cash Management Sales team to achieve team and business targets with individual and overall responsibility.

**Key Accountabilities**

**Specific accountabilities**

v Business Development - implement a clear business origination plan/strategy for the Middle East business across client segments (Corporates, Financial Institutions and NBFIs), bring though leadership to the conversations. This position will join the ME leadership team.

v Focusing on global clients (both existing and conquest) with financial needs in the Middle East, to promote our corporate banking capabilities and be recognised as a trusted advisor, promoting and offering the suite of global Barclays Payments & Cash products.

v Proactively research customer needs and identify appropriate solutions from the complex Cash Management product set.

v Building and developing a network within the regions, particularly with ICB and stakeholders globally.

v Covert relationship leads into sales and maximise opportunities through proactive identification of opportunities.

v Sales & Pipeline management - develop market action and account plans for key clients, pipeline and RFP deal management, strong stakeholder management across verticals. Ensure active balance sheet & associated pipeline management across all liquidity products including Escrows.

v Ensure a strong risk discipline, demonstrate prudence, sound judgement and appropriate and timely escalations in the management of all types of risk applicable to the role.

v To drive fee income (Money transmission) via collections and payments.

v To drive Escrow mandates

v To stay abreast of market changes/competitor landscape/regulatory changes

v Training and Coaching - Assist with the coaching of relationship staff in the research, sale and implementation of core products to customers with re

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