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Business Development Director
Barclays Capital
Wilmington, DE, United States
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Description
About Barclaycard US
Barclaycard US is one of the fastest-growing top-10 credit card issuers in the nation. The company creates customized, co-branded credit card programs for some of the nation’s most successful travel, entertainment, retail, affinity and financial institutions, including: Apple, L.L.Bean, American Airlines, JetBlue, Carnival Cruise Lines, the National Football League and Ameriprise Financial. The business also issues its own Barclaycard-branded credit cards: Barclaycard Ring, Barclaycard Rewards, Barclaycard CashForward, and the award-winning Barclaycard Arrival product series. The company is headquartered in Wilmington, Delaware and has operations centers in Newark, Delaware; Wilton, Maine; Henderson, Nevada; and Hamilton, Ohio.
About Partnership
US Partnerships is an area within Barclaycard that manages our cobranded card relationships. Barclaycard has relationships with some of the nation's most successful travel, entertainment, retail, affinity and financial institutions and represents 80% of total assets held.
EEO statement
It is the policy of Barclays to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, 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.
Overall purpose of role
This person will be responsible for the acquisition of new cobrand partners, including prospecting, pipeline strategy, selling and contract negotiating.
Key Accountabilities
This is a role with critical responsibilities for the business, including:
• Signing $1b+ of new partnerships each year
• Developing strategies for new and adjacent business expansion
• Executive representative to the broad card partnership market
• Own the core partnership value proposition
• Centralize market and competitive intelligence
• Lead negotiations with all new partners
Stakeholder Management and Leadership
This role requires strong executive presence, superior communication skills and the ability to influence at the most senior levels internally and externally.
This person is a senior representative for the bank with the following key stakeholders:
• Industry influencers such as the brokers, management consultants and investment bankers
• Executives at key prospects across the Airline, T&E and Retail segments
• Executives at Visa, MasterCard and American Express
Decision-making and Problem Solving
This person will be asked to lead contract negotiations on behalf of the bank with new cobrand partners and the payment networks. These are complicated, multi-year agreements typically worth several $100m to the business. This requires an advanced understanding of the business, the industry, the economics behind the deals and the protections required to ensure a healthy business partnership. This element of the role requires a massive amount leadership across the entire business and the ability to drive alignment among BCUS, Barclaycard and Barclays executive committees.
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
This person is responsible that all deals are done within the Barclays control framework and ensure that all risks are considered and mitigated.
Person Specification
Basic Qualifications
• Four-year college degree
• 10+ years of experience in Payments Industry
Preferred Qualifications
• Exceptional degree of integrity and professionalism
• MBA preferred
• Ability to develop visions and translate into strategies and operating plans
• Ability to influence and negotiate with C-level professionals
• Proven influencing and relationship management skills that demonstrate ability to balance and manage diverse stakeholder interests
• Politically astute and able to understand the dynamics of large, complex organizations
• Ability to maintain confidentiality when dealing with sensitive issues
• High degree of decision-making skills to identify, assess, evaluate and solve problems
• Ability to exercise sound professional judgment and prioritization of work
• Strong people management and process management skills.
• Solid business and financial acumen
• Collaborative and able to share best practices at all levels
• Proven leadership skills and ability to apply them
• Flexibility to work around schedule driven by business needs and CEO agenda
• Ability to engage support staff in various high profile activities
Purpose and Values
Barclays has a single cross-business Purpose for Barclays and five core Values which underpin it.
Our Purpose is helping people achieve their ambitions in the right way. Put simply this is the answer to the question ‘What is Barclays for?’ and it should guide our every action as employees.
Respect
We respect and value those we work with, and the contribution that they make.
Integrity
We act fairly, ethically and openly in all we do.
Service
We put our clients and customers at the centre of what we do.
Excellence
We use our energy, skills and resources to deliver the best, sustainable results.
Stewardship
We are passionate about leaving things better than we found them.