Director-Relationship Manager

5 days ago

Hong Kong, Central and Western District, Hong Kong SAR China Moody's Investors Service Full time

Location(s):

  • Moody's Analytics Hong Kong Ltd, The Center, 99 Queen's Road, Central, Hong Kong, Suite 5608-5610, 56th Floor, 10278, HK

Line Of Business: Sales OU(SALES OU)

Job Category:

  • Sales & Marketing

Experience Level: Experienced Hire

At Moody's, we unite the brightest minds to turn today's risks into tomorrow's opportunities. We do this by striving to create an inclusive environment where everyone feels welcome to be who they are - with the freedom to exchange ideas, think innovatively, and listen to each other and customers in meaningful ways.

We are seeking candidates who model our values: invest in every relationship, lead with curiosity, champion diverse perspectives, turn inputs into actions, and uphold trust through integrity. Our Hong Kong Sales team is now seeking an experienced, results-oriented sales person to join our Financial Institutions Sales team. This role is responsible for managing the full sales lifecycle process of a client account base and white space, including identifying and initiating new sales opportunities, and acting as a point of contact for C-level contacts within the banking segment.

Role:
Within the framework of enlarging our client base and increasing product penetration among our clients, you will be responsible for managing overall client relationships by leading with insights, conveying a vision and steering Moody's solutions strategically for broad enterprise-wide adoption. Moody's sales force is organized to emphasize a team sales culture. Relationship Managers (RM) are charged with defining and executing their portfolio & account business plan, as well as proactively leading sales strategies, which includes collaborating with Product and Solutions Specialists to articulate and demonstrate Moody's value proposition in the context of our Clients' needs.

As a RM, you will be expected to find new opportunities within the account(s) assigned, direct other sales reps, and lead contract negotiations on behalf of Moody's. You are responsible for overall account management within a defined portfolio of clients. RMs are responsible for retaining and growing existing revenue streams with a strong focus on cross-selling and upselling the Moody's suite of solutions.

Responsibilities:

  • Grow relationships strategically covering a defined portfolio in the banking segment with senior client stakeholders at Board and C-level.
  • Convey the Moody's differentiated value proposition, and deliver on sales targets for both new and recurring revenue through a combination of:
  • Excellent C-level relationship & client engagement
  • Selling additional services to existing clients
  • Selling new products and solutions
  • Significant face-to-face meeting activities
  • Leading, advancing, and negotiating sales to closing
  • Maintain high level of product knowledge, use cases and Moody's differentiated value proposition
  • Gain and maintain familiarity with client organization and processes to help direct them towards the appropriate Moody's solution set
  • Manage sales cycles using coordination and communication skills to involve sales specialists where appropriate
  • Provide current forecasts and pipeline information to management

Qualifications:

  • Strong track record in selling to big financial institutions preferably banks in complex solution sales capacity is highly desirable
  • Minimum 15 years of solution sales and/or relationship management experience
  • Have local markets knowledge and senior stakeholders connections in the relevant sector
  • Bachelor's degree required. Specialization not necessary but candidate with finance, economics, risk and/or compliance knowledge/experience will have good advantage
  • Ability to identify large strategic opportunities to cross-sell Moody's products and solutions on an enterprise level
  • Ability to sell consultatively on a needs/solutions use-case approach
  • Ability to drive and close deals effectively in a timely manner
  • Ability to work independently while also demonstrating excellent team-working skills
  • High level of commitment
  • Excellent communication skills, including listening, verbal and presentation skills
  • Excellent senior client stakeholders relationship building, inter-personal and organizational skills are a prerequisite
  • Planning and organizational skills
  • Business-level English language capabilities is preferred
  • Willingness to travel within assigned region.
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