AVP-Relationship Manager - Mumbai - 16883BR

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 $4.4 billion in 2018, employs approximately 13,100 people worldwide and maintains a presence in 42 countries. Further information is available at www.moodys.com.
Moody’s Investors Service is among the world’s most respected and widely utilized sources for credit ratings and research. Our opinions and analysis on a broad range of credit obligors and obligations are valued around the world for their insight and rigor.

Department

The Commercial department is responsible for developing and maintaining commercial relationships with rating clients across 16 countries in North and South Asia (ex-Japan), covering financial institutions, corporates, sovereigns and sub-sovereigns; as well as all classes of structured finance transactions.

Job Description

Scope
• Individual will be responsible for retaining existing customers in Indian Sub-continent and expanding the share of wallet by selling a tailored Value Proposition.
• Will proactively manage about 50-80key accounts in Indian Sub-continent (produce key account plans – generate cross selling opportunities, monetize annual price increases etc).
• Responsible for in-person calling on every key account.
• Ensure we have an opportunity to bid for close to 100% of all cross-border transactions, which are not covered by existing contracts.
• Negotiate transactional and annual pricing, contracts, renewals.
• Will support the Head of RM with business development responsibilities and the delivery of a strategic business development plan to grow new mandates & business for the region.
• Person will be expected to spend 25-40% of their time on the road meeting customers.
• May contribute to the Head of RM’s responsibility to the design, implement and improve business development and customer outreach strategies for the territory.
• Active contribution to overall franchise relevance plans for the market segment / territory.
• Can represent RM team in LOB meetings where applicable.
• Will provide effective guidance to supporting team.
• Can provide support to other sub-regions.

Capabilities
• Maintain active relationships with issuers at all levels independently and minimal oversight
• Effectively prepare and communciate over phone or in-person meetings with issuers at all levels independently and minimal oversight
• Strong negotiation and influencing skills Able to negotiate and defend pricing, contracts, and renewals.
• Articulate and explain Moody’s value proposition

• In-depth understanding of main financial instruments, key characteristics and dynamics of capital and credit markets in her or his 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
• Understands the concept of full ownership of their customers and targets
• Able to easily switch from Account Management to Business Development activities
• High autonomy in achieving business objectives
• Full product proficiency (fully fluent in our product suite)

Qualifications

• Minimum of Undergraduate / First Level degree (or equivalent) preferably in finance, accounting, business or economics.
• Solid years of experience in the financial services industry in Indian Sub-continent is required.
• Previous experience in sales & marketing in financial services is desired
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, gender expression, gender identity 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.