Head Of Relationship Management

Description:

We're seeking a Head of Relationship Management (RM), MD, North America. This is a high-profile and critical senior sales leadership position, with a significant top line responsibility. The role oversees several market sectors, including US PFG, US Financial Institutions, US Corporate and Structured Finance, as well as Canada. This is a 'leader of leaders' position, requiring excellent management skills and strategic vision.

The role holder will direct several RM leaders in achieving commercial targets, positioning MIS as the Agency of Choice, optimizing the organizational structure, and implementing strategic sales and marketing plans. Although the team primarily sells credit rating products, it also emphasizes positioning MIS as a thought leader in emerging risk areas like ESG, Cyber, and Digital Finance.

This position involves close collaboration within the Commercial Group, such as Private Markets, Marketing, Pricing, Products, Sales Enablement, Risk, and Operations, as well as the wider organization. The role includes traveling to meet local sales teams, key customers and influencers, and attending events.

Key Responsibilities:

Sales Leadership: Responsible for driving sales growth across North America, developing and implementing strategic sales plans aligned with corporate goals. This includes identifying key growth opportunities and ensuring the sales team is effectively targeting these opportunities.
Team Leadership and Development: As a leader of leaders, responsible for managing and developing leaders. This involves setting clear expectations, providing ongoing feedback and coaching, and creating opportunities for development and growth.
Strategic Planning and Market Intelligence: Oversight of developing strategic plans for each of the market sectors, taking into account market trends, customer needs, and business objectives. This involves working closely with other senior leaders to align strategic plans across the organization. Keeping abreast of market trends, and continuous monitoring for market opportunities and challenges.
Relationship and Stakeholder Management: Regular interaction and engagement with key stakeholders, both internal and external. This includes senior management, clients, regulatory bodies, and industry groups.
Cross-Functional Collaboration Work closely with other teams, such as Sales Enablement, Marketing, Products, Pricing, and Operations to ensure strategy alignment and to leverage cross-functional capabilities. This involves regular communication and collaboration to ensure that the sales team is effectively supported and customer needs are being met.
Performance Management: Responsible for monitoring and managing the performance of the sales team, ensuring that targets are met and teams deliver against their responsibilities. This involves regular performance reviews, and implementing strategies to improve performance.
Compliance and Risk Management: Ensure that all activities and operations are compliant with relevant laws, regulations, and standards. This involves acting as the 1st line of defense, and working closely with Moody’s risk and control functions.
Innovation and Continuous Improvement: Responsible for driving innovation, continuous learning, and improvement. This involves identifying and implementing new technologies, tools, and processes to enhance efficiency and effectiveness.
Outreach and Travel: Expected to spend up to 20% to 30% of the time on the road meeting customers and key influencers. 

Capabilities: 

Experience: Proven experience in a leader of leaders role within the financial services sector, preferably with a focus on relationship management or sales. Domain experience in Debt Capital Markets and or Structured Finance is required. Previous experience in managing a team of leaders and achieving commercial targets is essential.
Knowledge: Comprehensive understanding of the debt capital markets, its eco-system, market trends, competitive environment, and potential threats. Familiarity with evolving risk areas, like ESG, Cyber, and Digital Finance, would be beneficial.
Skills:
Strong leadership and team management skills, including the ability to attract, train, and retain talented leaders and staff. Strong ability to mentor team leaders and other team members and aid in their professional development
Excellent strategic planning and execution skills, with a proven ability to develop and implement effective sales & marketing strategies. 
Strong cross-functional collaboration skills, with the ability to work closely with other teams within the organization
Excellent communication and presentation skills, with the ability to act as a spokesperson at events and conferences. Ability to effectively represent the voice of the customer within the organization
Excellent negotiation and influencing skills. Ability to effectively and eloquently chair several meetings daily with customers and intermediaries across a large range of different profiles on short notice or with little preparation