Head of Trade and Working Capital Italy, Greece, CEE

Job Description

Purpose of the role

To manage sales and set the strategic direction. Provide support to the bank's senior management team, and to manage sales risk across the organisation.

Accountabilities

• •Development of strategic direction for sales, including the implementation of up to date methodologies and processes.
• •Management of sales, including oversight of colleagues and their performance, implementation of departmental goals and objectives, oversight of department efficiency and effectiveness. .
• •Relationship management of sales stakeholders, including identifying relevant stakeholders, and maintenance of the quality of external third party services.
• •Development and implementation of policies and procedures for sales.
• •Management of sales risk, including identification of potential risks, development of strategies to mitigate those risks, and maintenance of alignment between the bank’s sales and compliance functions. .
• •Monitoring the financial performance of sales department, 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.

This position is subject to the applicable provisions of the Banking Sector Collective Bargaining Agreement in Italy

Are you a commercially driven Trade & Working Capital leader who can build a franchise, originate complex opportunities and lead senior client relationships across diverse European markets?

Role purpose

We are looking for a strategic, entrepreneurial and client-focused Director to lead our Trade & Working Capital business across Italy and Greece. Based in Milan, the successful candidate will lead the regional team of TWC Sales Specialists and Client Managers, with senior accountability for developing and executing the regional strategy, growing income and returns, deepening priority client relationships and ensuring high-quality delivery across the full Trade & Working Capital product suite.

The role combines regional business and people leadership with hands-on senior origination. The successful candidate will set the commercial direction for the region, lead and develop the team, personally originate and oversee complex opportunities, and ensure strong management of the existing client portfolio. They will work closely with Coverage and specialist partners across Barclays to deliver the full capabilities of TWC to clients across Italy and Greece.

Key responsibilities

Regional franchise leadership and strategy

Lead the TWC franchise across Italy and Greece, with overall responsibility for the region’s commercial strategy, people leadership, client portfolio and business performance.

Translate European and country priorities into a focused regional plan covering origination, portfolio growth, client management, income, returns and disciplined execution.

Identify priority clients, sectors and opportunities, using market intelligence, external networks and existing Barclays relationships to create sustainable origination momentum.

Monitor market trends and competitor activity, using insights to identify strategic opportunities and inform regional priorities.

Represent the region and TWC in senior country, European and product forums, providing clear insight on performance, opportunities, barriers, risks and required decisions.

Contribute regional market insight to the wider European TWC strategy and to product, platform, credit appetite and execution priorities.

Client origination and transaction execution

Originate and convert complex Trade & Working Capital opportunities across existing and new-to-bank corporate clients, working closely with Corporate and Investment Bank Coverage and specialist product partners.

Lead senior client dialogue on working capital, trade flows and risk mitigation, developing solutions across bonds, guarantees and indemnities, documentary trade, trade loans, receivables finance, supplier finance and other relevant structured trade solutions.

Take senior ownership of material opportunities from initial client engagement through structuring, pricing, credit approval, documentation, implementation and income realisation.

Lead commercial negotiations and coordinate deal teams, ensuring that client outcomes, pricing, risk, returns, legal terms, operational feasibility and execution timelines remain appropriately aligned.

Build senior relationships with clients, prospects and relevant market participants to strengthen Barclays’ visibility and generate actionable deal flow.

Identify cross-sell opportunities across Global Transaction Banking and the wider Corporate and Investment Bank, while ensuring activity is undertaken in accordance with applicable cross-border and client coverage requirements.

Represent Barclays at relevant industry events, conferences and networking forums.

Portfolio, risk and controls

Retain senior accountability for the regional TWC cl