Manager - Relationship Mgmt - Beijing - 12529BR

Moody’s Commercial Group establishes, maintains and manages the business and pricing relationships with Moody's rated entities and issuers of debt securities and intermediaries in the capital markets. The department interfaces with issuers of fixed income securities and other capital markets participants such as corporations, mutual funds, municipal governments, public institutions, originators and managers of structured finance products, and intermediaries in the capital markets. The group articulates the value of Moody’s ratings in the execution of transactions, is responsible for the development and launch of innovative ratings based products, communicates pricing strategy, and negotiates all commercial contractual terms with issuers.

The Role / Responsibilities:
  • The Role / Responsibilities:

  • Manage a smaller portfolio of about 30+ exiting accounts in a defined territory for a smaller and or less complex/sophisticated market. Actual portfolio size will be dependent on needs for territory / segment and can vary across regions.
  • Will be responsible for deepening existing relationships, capture price and grow the share of wallet by delivering a tailored value proposition to existing issuers.
  • Exceed allocated business targets: e.g. market coverage, cross- and upsell, average price increases
  • Ensure we have an opportunity to bid for close to 100% of all x-border transactions, and where relevant domestic ones, which are not covered by umbrella contracts
  • Responsible for putting together a structured outreach plan (prioritizing, define outreach objectives) for a smaller less complex/sophisticated market. Aim is to contact every account by phone or by way of in person meetings.
  • Undertake a systematic regional calling plan and other marketing activities aimed at expanding Moody’s client portfolio. He/she will keep abreast of market dynamics for all ratings-related opportunities in the region and effectively communicate these as appropriate to peers and senior management
  • Successfully lead commercial negotiations, formulating recommendations for tailored service strategies as necessary to respond to competitive market dynamics
  • Guide Associate staff in an efficient way
MIS Commercial Team
  • Effectively prepare and conduct telephone and in-person meetings with issuers at all levels independently and minimal oversight.
  • Very good communication skills
  • Strong negotiation and influencing skills
  • Able to hold a 60 minutes in person meeting with a Group treasurer and or CFO (of issuers in a smaller less complex/sophisticated sub-region(s) and/or line of business)
  • Ability to articulate and explain Moody’s value proposition
  • Able to negotiate and defend pricing, contracts, and renewals. Where applicable draft tender documents
  • Understand main financial instruments, key characteristics and dynamics of capital and credit markets in their market segment / territory
  • Able to read financial statements to identify financial needs and understand the financial strategy of each firm
  • Excellent understanding of Moody’s service suite, contracts and general conduct of business
  • Minimum of Undergraduate / First Level degree (or equivalent) preferably in finance, accounting, business or economics.
  • Several years of experience in the financial services industry is required.
  • Previous experience in sales & marketing is desired
Moody's is an essential component of the global capital markets, providing credit ratings, research, tools and analysis that contribute to transparent and integrated financial markets. Moody's Corporation (NYSE: MCO) is the parent company of Moody's Investors Service, which provides credit ratings and research covering debt instruments and securities, and Moody's Analytics, which offers leading-edge software, advisory services and research for credit and economic analysis and financial risk management. The Corporation, which reported revenue of $4.2 billion in 2017, employs approximately 11,900 people worldwide and maintains a presence in 41 countries. Further information is available at
Moody’s is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation or any other characteristic protected by law.
Candidates for Moody's Corporation may be asked to disclose securities holdings pursuant to Moody’s Policy for Securities Trading and the requirements of the position. Employment is contingent upon compliance with the Policy, including remediation of positions in those holdings as necessary.