AVP-ESG Relationship Manager

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

Team/Department Description :

Commercial

Role/Responsibilities :

The Role:
Client facing role for an experienced individual contributor. The position will be part of a team of direct sales, commission based, professionals to deliver against sales targets (new sales, revenue, market coverage, customer retention, among others). The position will own a substantial portfolio/territory and manage the full sales lifecycle to ensure complete client coverage.

Primary mandate is to drive relevance and coordinate globally the promotion and sale of the Net Zero Assessment (NZA). This comes with ambitious commercial targets to increase number of new NZA relationships through direct sales, leveraging the existing sales platforms within MIS, and maximizing the number of business opportunities. Role will be the go to person for all relationship managers globally when it comes to NZA and will be responsible for the successful roll out of the NZA strategy, and the coordination with the analytical team at global level.
Other critical output targets are customer retention, price capture and re-subscription (renewals, amendments etc.). Targets segments are all potential and actual ESG customers – the position will need to build a strong network among intermediaries, other external stakeholders and influencers.

Focus will also be on Second Party Opinions (SPOs) in EMEA and other ESG products offered by MIS to a significantly higher level.
The position will report to the Head of ESG Relationship Management for EMEA and will work closely with other stakeholders, including the broader commercial team in EMEA, APAC and the Americas.

Responsibilities:

Own and coordinate the NZA strategic and tactical sales & marketing plan globally.
Accountable for managing production pipeline for NZA.
Actively support and collaborate with senior stakeholders internally (coverage Relationship Managers, analytical team, legal, compliance, product) on ESG business opportunities.
Actively participate in the development and implementation of the SPO strategy in EMEA.
Ensure delivery against input and output targets.
Develop and run extensive outreach programs to target issuers and intermediaries, local industry associations and other stakeholders in the financial markets, leveraging existing MIS relationships to reach exponential outreach capacity.
Directly manage a portfolio of customer and targets (expected to spend approximately 70% of their time meeting customers).
Analyse and understand key underlying dynamics of sustainable finance.
Provide feedback on product needs/ideas/concepts to the Product Management Team.
In partnership with other senior sales staff, identify business opportunities for new product development through market and customer exposure.
Work with marketing and product strategy teams to drive marketing initiatives.
Find ways to use data and technology to drive sales enablement and efficiencies.
Act as speaker or facilitator of expert panels in internal and external meetings and conferences.
Drive continuous service improvement with goal of revenue production and customer retention.

Qualifications :

Demonstrated interest and knowledge for ESG and climate topics
Proven track record of sales success, fast growth and consistently achieving commercial targets a must
Bachelor’s degree in finance, economics or related area required
Experience in ESG, Sustainable Finance and/or Financial Services is required
A minimum of 3-5 years of experience in a commercial role
Familiarity with capital markets
Outstanding customer relationship management experience at senior level
Proven interaction and networking capabilities with regional industry bodies and associations
Languages: English required, Italian/Spanish/French/German as a plus

Key Skills – Technical:

Well-developed IT skills including advanced Microsoft Office applications, PowerPoint and Advanced Excel
Working knowledge of Salesforce, or equivalent Customer Relationship Management tool, is a plus

Key Skills – Non Technical:

Strong sales leadership
Strong interpersonal, communication and marketing skills
Highest ethical standards
Comfortable working in a multi-cultural environment
Professional, pro-active, flexible, diligent and dependable
Creative problem-solving skills and ability to diagnose issues and develop solutions
Ability to multi-task and meet short deadlines
Ability to work both independently and within a team environment, with focus and high attention to detail

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. 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.