This role is responsible for working with other sales colleagues and other internal stakeholders to drive the sales process for a narrow set of products or services. Key activities include managing a portfolio of existing accounts and identifying cross sell and up-sell opportunities. Candidate is responsible for initiating new sales activity and managing sales cycles to closure.
Additionally, the role requires the assessment of client needs and providing clients with strategic guidance and product overviews.
- Meet or exceed annual sales goals and targets that align with the company’s vision and objectives.
- Responsible for existing relationships with Strategic customers for our CreditView ( moodys.com) research solution.
- Work with sales colleagues and other internal stakeholders to drive the retention of existing business and initiating new sales activity and managing sales cycles to closure.
- Drive the development of business within assigned territories.
- Maintain desired meeting activity and pipeline levels.
- Partner with Relationship Management team to develop clear, concise proposals and deliver targeted client demos that address client needs.
- Collaborate with Product Management and Product Strategy to promote improvement in product quality and the development of new sources of revenue.
- Identify additional products and services that clients may benefit from and introduce them appropriately into dialogue with clients.
- Begin development as a market expert and provide product use cases during the sales cycle.
- Serve as the main liaison between the relationship manager, the client and the account management organization for retention of existing client base.
- Assist in the preparation and circulation of market insight comments to create awareness of Moody's expertise internally and externally.
- Assist in the training of new team members.
- Provide current forecasts and pipeline information to management.
- Position requires some travel when feasible and safe to do so ( 20%-40%).
The position is part of the Moody’s Analytics Global Sales Operating Unit. The global sales team is responsible for managing and growing overall client relationships within our 11,000+ customers. The group is comprised of sales and customer service professionals focused on selling solutions to help our customers make better, faster decisions. We are aligned by customer segment to understand and identify evolving customer needs and maintain regional presence to provide local experience to our customers. The customer segments we serve are Banks/Non-Bank Financial Institutions, Investment Management, Corporates, Insurance, Government and Professional Services. Our priorities are to maintain a world-class sales and customer service organization, to be customer centric, maximize cross-selling opportunities and drive revenue growth. The Moody's Analytics Global Sales team has an inclusive, team-oriented sales culture that values both collaboration and results.
- Undergraduate/first-level degree (e.g., Bachelor’s degree) required, with coursework in business, economics, finance, marketing or related fields.
- 5+ years in a client facing role.
- Experience managing portfolios/books of existing business and driving retention rates.
- Understanding of credit risk beneficial.
- Experience working in direct business-to-business sales roles with a focus on serving financial services and/or corporate treasury customers.
- Solid understanding of different parts of the global financial services industry, including market dynamics and customers’ business drivers.
- Ability to present high-level information as well as detailed demonstrations of products & services.
- Excellent verbal/written communication and presentation skills.
- Ability to work both independently and within a team environment, with focus and high attention to detail.