Director-Relationship Manager

At Moody's, we unite the brightest minds to turn today’s risks into tomorrow’s opportunities. We do this by striving to create an inclusive environment where everyone feels welcome to be who they are-with the freedom to exchange ideas, think innovatively, and listen to each other and customers in meaningful ways. 

If you are excited about this opportunity but do not meet every single requirement, please apply! You still may be a great fit for this role or other open roles. We are seeking candidates who model our values: invest in every relationship, lead with curiosity, champion diverse perspectives, turn inputs into actions, and uphold trust through integrity. 

The Department / Team:

The Strategic Accounts sales team covers a list of MA’s largest/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 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.

This includes renewing large existing books of business and growing the revenue through the setting and execution of a sales strategies.

The RM covers all of Moody’s Analytics ("MA") products and solutions except for Content Licensing.

The territory is comprised of the following tier-1 global corporations: Gallagher & Willis.

The Relationship Manager is a sales executive responsible for the overall commercial success of MA in her/his territory (meeting sales target objectives). Successful RMs create their own success by displaying some or all of the following:

• Developing and executing on account commercial strategies & business plans, providing sales forecasts and pipeline information to management
• Developing and maintaining knowledge of industry trends and practices in credit, risk management (including emerging risks such as climate/ESG, cyber), KYC/financial crime, finance and regulatory compliance
• 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
• Organizing and running in-person client meetings as well as representing MA at industry events
• 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:

• Introducing sales leads to other business units where appropriate.
• Making significant and regular travel to and within the territory (when/where possible)

Qualifications:

• A Moody’s employee at the Director level would typically have 10+ years or more of sales / relationship management experience, normally within the insurance, software or data services sector
• Experience selling into the insurance market - Insurance Brokers, Insurance/Reinsurance companies.
• Ability to sell with a consultative approach and manage complex sales process
• Strong presentation and negotiation skills as well as outstanding client relationship management experience
• Speak and communicate confidently and convincingly at all levels (entry level to senior management)
• Ability to easily switch between Account Management and Business Development roles to diagnose root cause of issues and develop solutions
• Solid demonstrated understanding of the insurance market as well as the market players
• Entrepreneurial style, drive and sense of urgency, coupled with the ability to work well with others as part of a solution team
• Proven sales track record of capability and ability to influence both internal and external stakeholders during the sales process
• Networking skills to identify and develop new business opportunities
• Degree educated (or equivalent), preferably gained in Business or STEM
• Fluent English is essential

For US-based roles only: the anticipated hiring base salary range for this position is [[$115,000 - [[$175,000, depending on factors such as experience, education, level, skills, and location. This range is based on a full-time position. In addition to base salary, this role is eligible for incentive compensation. Moody’s also offers a competitive benefits package, including not but limited to medical, dental, vision, parental leave, paid time off, a 401(k) plan with employee and company contribution opportunities, life, disability, and accident insurance, a discounted employee stock purchase plan, and tuition reimbursement.

Moody’s is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, gender, age, religion, national origin, citizen status, marital status, physical or mental disability, military or veteran status, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by law. Moody’s also provides reasonable accommodation to qualified individuals with disabilities or based on a sincerely held religious belief in accordance with applicable laws. If you need to inquire about a reasonable accommodation, or need assistance with completing the application process, please email accommodations@moodys.com. This contact information is for accommodation requests only, and cannot be used to inquire about the status of applications.

For San Francisco positions, qualified applicants with criminal histories will be considered for employment consistent with the requirements of the San Francisco Fair Chance Ordinance.

This position may be considered a promotional opportunity, pursuant to the Colorado Equal Pay for Equal Work Act.

Click here to view our full EEO policy statement. Click here for more information on your EEO rights under the law. Click here to view our Pay Transparency Nondiscrimination statement. Click here to view our Notice to New York City Applicants.
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.

For more information on the Securities Trading Program, please refer to the STP Quick Reference guide on ComplianceNet

Please note: STP categories are assigned by the hiring teams and are subject to change over the course of an employee’s tenure with Moody’s.