Managing Director – APAC Head of Relationship Management - Hong Kong - 13252BR

The Role / Responsibilities:

Leader of Relationship Management (RM) in APAC, responsible for the strategy and direction of the team. The mission of the RM team is to engage directly with customers to increase MIS’s contracted business and revenue by maintaining and developing customer relationships and articulating the value that differentiates MIS.

Scope and key Responsibilities:
  • Overall line management of the APAC Relationship Management team. Lead efforts to attract, hire, train, motivate and retain talented staff while optimizing the organizational structure.
  • Develop efficient and effective outreach, sales & marketing plans for the region. Ensure account management plans for all priority customers are maintained and executed.
  • Develop and implement a variety of new business initiatives & campaigns; champion best practices in sales techniques and customer service to achieve Commercial targets for the region.
  • Ensure teams are meeting annual Commercial targets for mandates, billings, coverage, cross-selling, products, and outreach (i.e. face-to-face meetings).
  • Work with peers in other regions (Americas & EMEA) to exchange best practices and align efforts where appropriate. Identify opportunities to improve operational excellence and drive changes to working practices accordingly.
  • Work closely with other parts of the Commercial organization (Marketing, Pricing, and Operations groups) and with Regional Management to support strategic initiatives in the region.
  • Act as facilitator of expert panels in internal and external meetings; speak at conferences and events.
  • Be the most senior Commercial representative to C-level customers for the most sensitive and complex relationships in the region.
  • Provide feedback on product needs, ideas, and concepts to the Product Management team. Provide compliant feedback to analytic heads and senior management via capacity planning and service level meetings.
  • Lead review of team budget, forecast, training and staffing needs for the team.
  • Expected to spend up to 40% of the time on the road meeting with the regional teams, customers and intermediaries.
  • Work with Compliance, Legal and Regulatory Affairs to ensure that a commercial perspective is reflected in the various issues that need to be addressed. Ensure full compliance of the team
Commercial Group / reports to Global Head of Relationship Management.
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Capabilities:
  • Strong and seasoned leader, who has demonstrated cultural agility, capable of motivating staff to give the discretionary effort needed to deliver outstanding customer service; a manager used to giving close attention to staff development and performance.
  • Ability to think holistically about a market and ability to formulate strategic and tactical plans with high autonomy, based on detailed analysis and customer insight.
  • Effective and eloquent communicator, used to chairing internal and external meetings across a wide range of situations on short notice and / or with little preparation. Speaks and communicates convincingly in front of senior management, customers and larger audiences.
  • Maintains active relationships with customers & intermediaries at all levels independently.
  • Outstanding negotiation and influencing skills with ability to easily switch between Account Management and Business Development roles and to develop others to do so.
  • High autonomy in achieving business objectives, but naturally collaborative and used to maintain relationships with multiple stakeholders.
  • Strong executive presence and excellent influencing skills, ability to adjust to highly diverse audiences.
  • Comfortable with extended travel around the APAC region.

Qualifications:
  • 10+ years sales and marketing leadership in a comparable role.
  • Strong knowledge of the Chinese capital markets
  • Work experience in an international company, preferably outside China
  • Language skills: Fluency in English and Mandarin
  • Minimum undergraduate/first-level degree (e.g. Bachelor’s degree).
  • Further academic or professional qualification highly desirable. Candidate has ideally an MBA.
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 www.moodys.com.
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.