Moody’s Ratings Looking for SVP, Head of Relationship Management, Canada at Toronto, Ontario, Canada Full Time

https://careers.moodys.com/job/20117654/svp-head-of-relationship-management-canada-toronto-ca/

Senior client facing role for a highly experienced individual contributor. The role will be responsible for extending existing, and developing new, business relationships for the Commercial Group, within Canada and certain other territories within North America, autonomously, with supervision from the Managing Director, North America Commercial Group. 

Scope and Key Responsibilities:

• Proactively manage the relationships of all key accounts within Canada
• Responsible for retaining existing customers in territory and expanding share of wallet by selling a tailored value proposition
• Primary commercial contact on key accounts
• Conducting Business Development in Canada or cross border in North America (bringing in new rating relationships and developing new market segments)
• Negotiate commercial terms including fees for new and renewal contracts
• Proactively seek opportunities and prepare strategically competitive proposals for new and existing contracts involving a bidding process
• Contribute to the creation and execution of the Canada Strategic Plan to expand and defend the business for markets within Canada
• Expected to spend 50% or more of the time meeting existing and prospective customers, primarily in person
• Organize meetings with investors to better understand demand factors and shape value propositions
• Active contribution to overall franchise relevance plans for the market segment / territory
• Represent the Relationship Management team at internal meetings with the analytical team and other departments where applicable
• Provide effective guidance and mentorship to supporting Associates
• Can provide support to and temporarily back-up the Managing Director, North America Commercial Group
• Provide feedback to Product Management team on innovative ideas for product development
• To represent Moody’s, in both Canada and other selected North American countries and marketplaces, serving as the main point of contact for local customers, the media and market participants
• Develop and run extensive outreach programs to relevant regulatory bodies and policy makers in Canada
• Network intensively and liaise with market participants, local industry associations and other stakeholders in the financial markets
• Refer business opportunities to structured finance franchise

Capabilities 

• Maintain active relationships with issuers at all levels independently with minimal oversight
• Ability to effectively chair several meetings daily with clients across a wide range of different profiles
• Excellent communication skills and ability to reach out and connect with C-level
• Effective negotiation and influencing skills
• Able to hold a 60 minute in person meeting with a Group treasurer and/or CFO
• Articulate and explain Moody’s value proposition
• Able to negotiate and defend pricing, contracts, and renewals
• When applicable draft tender documents
• Expert level knowledge on 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
• Ability to quickly grasp an understanding of Moody’s products and services, contracts and general conduct of business
• Embraces the concept of full ownership of their customers and targets
• Ability to flex between Account Management and Business Development activities
• High autonomy in achieving business objectives

Qualifications 

• Resident in Toronto, Canada
• Minimum of degree (or equivalent) preferably in finance, accounting, business or economics
• Fluent in English
• Desirable to be fluent in an additional language, for example French

Experience 

• Specific experience in capital markets highly desirable
• Extensive years of experience in the financial services industry, or similar industry is required.
• Extensive knowledge of the role and functions of Rating Agencies
• Experience of direct interaction with clients and market participants at C-level
• Proven interaction and networking capabilities with North American industry bodies and associations
• Strong customer facing skills with the ability to negotiate successful outcomes
• A sound understanding of credit risk issues
• Excellent understanding of market specific business culture
• Proven track record in developing business in financial services