The Corporate Strategic Accounts sales team covers a list of Moody's largest and most strategic global accounts, and is responsible for growing sales for all MA product offerings available in our product suite. The team is split across regions and works together globally with the common objective to grow revenue across the accounts.
The Role / Responsibilities:
The Relationship Manager (“RM”) will be responsible for managing and growing the commercial relationship with a number of Moody’s largest and most strategic global customers in the Americas. Key activities include identifying and qualifying prospects, initiating new sales activity, and managing sales cycles to closure. Additionally, the role requires the assessment of client needs and providing clients with specific strategic guidance and product overviews. This includes growing the revenue through the setting and execution of global sales strategies.
This role will cover a subset of Moody’s most strategic accounts within the Industrial subsector in the Americas. The Relationship Manager is a sales executive responsible for the overall commercial success of MA in his/her territory (meeting sales target objectives).
Successful RMs create their own success by displaying some or all of the following:
• Developing and executing account commercial strategies & business plans, providing sales forecasts and pipeline information to management
• Developing and maintaining knowledge of industry trends and practices within key areas of focus such as: trade credit, supplier risk, sales and marketing, 3rd party risk management, and master data management.
• Gaining and maintaining familiarity with client organization and processes to help direct them towards the appropriate MA solution(s)
• Acting as the point of contact for C-Level (e.g. CRO, CFO, COO, CCO, CDO, CTO/CIO) at the client company to help elevate the relationship as a trusted advisor
• Generating, qualifying, and converting new leads through networking and prospecting and executing sales campaigns at existing accounts, including cross-selling
• Identifying and translating client-based needs into compelling solutions that create tangible benefits to our clients
• Demonstrating the superiority and value of MA’s solutions to your customers
• Managing sales cycles through effective coordination and collaboration with colleagues globally, the different Operating Units (sales specialists, product management), and Sales management where appropriate. Executing strong negotiation skills and strategies to bring sales cycles to successful closure
Additional responsibilities include:
• Providing current sales forecasts and sales pipeline information to management on a regular basis.
• Introducing sales leads to other business units where appropriate.
• Making significant and regular travel to and within the territory (when/where possible)
Qualifications:
• 10+ years of experience working in direct business-to-business sales roles with a focus on serving customers in the Corporate segments (Energy, tech, Professional Services, Industrial, Automotive & Aerospace)
• Solid demonstrated understanding of different parts of the Global Corporate Services industries (one or more of the above), including market dynamics and customers’ business drivers.
• Degree educated (or equivalent), preferably gained in finance, business, or economics
• Entrepreneurial style, drive, and sense of urgency, coupled with the ability to work well with others as part of a solution team. Robust problem-solving and influencing skills
• Ability to work autonomously with minimal supervision, yet integrate appropriately with sales teams and other areas within MA when necessary
• Proven sales track record of capability and ability to influence key decision-makers during the sales process
• Ability to sell with a consultative approach, manage complex sales processes
• Networking skills to identify and develop new business opportunities
• Creative problem-solving skills and ability to diagnose issues and develop solutions
• Highly organized and good time management skills
• Must have the motivation and ability to excel in an intense, high-energy, selling environment
• Fluent English is essential and having additional language capabilities would be advantageous
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