Associate Director - Relationship Manager (Corporates) in Frankfurt am Main bei Moody s

Moody’s is a developmental culture where we value candidates who are willing to grow. So, if you are excited about this opportunity but don’t meet every single requirement, please apply! You may be a perfect fit for this role or other open roles.

Moody's is a global integrated risk assessment firm that empowers organizations to make better decisions.

At Moody’s, we’re taking action. We’re hiring diverse talent and providing underrepresented groups with equitable opportunities in their careers. We’re educating, empowering and elevating our people, and creating a workplace where each person can be their true selves, reach their full potential and thrive on every level. Learn more about our DE&I initiatives, employee development programs and view our annual DE&I Report at moodys.com/diversity

The position is part of the Moody’s Analytics Global Sales and Customer Service Group.

We strive to be a world-class sales organization with our customers’ needs at the centre of everything we do. Our client base ranges from banks and financial institutions to insurance and asset management companies, as well as government institutions and professional services firms. As the bridge between our product teams and customers, we build mutually rewarding relationships that allow us to deliver the best solution for each customer challenge. An organization of motivated, curious, and teamwork-oriented people, we let our passion drive our business forward.

Moody’s Analytics sales force is organized to emphasize a team sales culture. Relationship Managers may call upon Product and Solutions Specialists to assist in presenting products, benefits, and solutions to prospective clients. Relationship Managers, are expected to find new prospective clients, direct sales specialists, and assist with managing the sales cycles to closure, as well as aiding in the retention of existing accounts.

Responsibilities:

• Managing overall client relationships within Germany and Austria.
• Convey the Moody’s Analytics value proposition, and deliver on sales targets for both new and recurring revenue through combination of:
  • Prospecting for new clients
  • Selling additional services to existing clients
  • Selling new products
  • Re-enforce value proposition to retain and grow client relationships
  • Significant meeting activity
  • Leading, advancing, and negotiating sales to closing
  • Strategic Account Management
  • High level of representation of MA’s products, services and capabilities
  • Strong negotiation skills
  • Comfortable with C-level interactions
  • Excellent teamwork orientation
• Maintain good level of product knowledge.
• Gain and maintain familiarity with client organization and processes to help direct them towards the appropriate Moody’s product set.
• Manage sales cycles using coordination and communication skills to involve sales specialist and Management where appropriate.
• Provide current forecasts and pipeline information to management.
• Introduce leads to other business units where appropriate.
• Build and maintain new and existing client relationships through a strategic based approach in order to increase sales activities and achieve set quarterly/yearly targets.
• Primary responsibility will be demonstrating the superiority and value of the Company’s products to potential and existing clients. This will often involve high quality presentations, client meetings and drafting proposals.
• Ensure that relevant questions are asked to fully understand the needs of the client in each single sales opportunity. Must identify specific issues facing the client based on personal knowledge of industry practices.
• Effectively and efficiently assist with the management of the sales territory and sales process, including sales planning, prospecting, needs analysis, proposals, presentations, contract negotiations, and closing.

Qualifications:

• Bachelors degree educated (or equivalent), preferably gained in a finance/business studies or numerical discipline.
• Prior experience of working within or selling into Corporate is essential. Experience in selling financial software would be preferred.
• Good sales and/or relationship management experience is required to build strong professional relationships at all levels, with both internal and external parties.
• Fluency in German and English is essential.
• Ability to sell on a needs/solutions approach.
• Ability to close deals effectively.
• Ability to work autonomously with minimal supervision, yet integrate appropriately with the team and other areas within Moody’s.
• Good negotiation skills and able to influence key decision makers during the 360º sales process.
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