Executive / senior industry position
Moody's is an essential component of the global capital markets, providing credit ratings, research, tools and analysis that contribute to transparent and integrated financial markets. Moody's Corporation (NYSE: MCO) is the parent company of Moody's Investors Service, which provides credit ratings and research covering debt instruments and securities, and Moody's Analytics, which offers leading-edge software, advisory services and research for credit and economic analysis and financial risk management. The Corporation, which reported revenue of $4.4 billion in 2018, employs approximately 13,100 people worldwide and maintains a presence in 42 countries. Further information is available at www.moodys.com. Moody’s Analytics provides financial intelligence and analytical tools supporting our clients’ growth, efficiency and risk management objectives. The combination of our unparalleled expertise in risk, expansive information resources, and innovative application of technology, helps today’s business leaders confidently navigate an evolving marketplace.
Bureau van Dijk is a Moody's Analytics company.We capture and treat private company information for better decision making and increased efficiency. Our flagship product Orbis delivers information on over 310 million private companies - it’s the world’s most powerful comparable data resource on private companies. We show what companies do, how they’re performing, the people that run them, and who owns them. Our solutions are used by companies, governments and the public sector, academics, financial institutions and professional service firms across the globe. They use them for many different types of projects, all with a common theme - efficiency. Our markets include: credit risk, compliance and financial crime, supplier risk, tax and transfer pricing analysis, data management and business development and strategy.We have around 1000 employees working in more than 30 offices across the globe.
This role is responsible for working with other sales colleagues and other internal stakeholders to drive the sales process for a set of complex products or services. Key activities include identifying and qualifying prospects, initiating new sales activity and managing sales cycles to closure. Additionally, the role requires the assessment of client needs and providing clients with specific strategic guidance and product overviews.Responsibilities:
- Build and execute on sales strategies to meet or exceed annual sales goals and targets that align with the company’s vision and objectives.
- Work with sales colleagues and other internal stakeholders to drive the sales process from beginning to end by identifying and qualifying prospects, initiating new sales activity and managing sales cycles to closure.
- Lead the development of business within assigned territories. Partner with Solution Specialists to develop clear, concise proposals and deliver targeted client demos that address client needs.
- Collaborate with Product Management and Product Strategy to promote improvement in product quality and the development of new sources of revenue.
- Build and maintain strong relationships with clients by identifying gaps and recommending solutions leveraging market and technical knowledge.
- Provide insightful and client-specific customer service and product overviews.
- Assess the needs of the client by gaining an understanding of the specific issues facing the client based on their business requirements.
- Identify additional products and services that clients may benefit from and introduce them appropriately into dialogue with clients.
- Act as the market expert and provide product/service use cases during the sales cycle.
- Serve as the main liaison between the client service team, the client and the implementation services organization on each services opportunity.
- Coordinate responses to requests for product and services information from prospects and clients.
- Represent company at industry and company sponsored events, as required.
- Serve as functional and market expert to resolve client issues through the use of interpersonal skills. Assist in the preparation and circulation of market insight to create awareness of Bureau van Dijk’s expertise internally and externally.
- Assist in the training of new team members.
- Provide current forecasts and pipeline information to management.
- Position requires travel (approximately 20% to 40% of your time).
- Undergraduate/first-level degree (e.g., Bachelor’s degree) required, with coursework in business, economics, finance, marketing or related fields.
- Demonstrable experience including multiple years of commercial work in direct business-to-business sales roles
- Solid understanding of corporate finance ideally from a Big 4 or information/ data consultancy background.
- Ability to present high-level information as well as detailed demonstrations of products & services.
- Demonstrated ability to lead complex sales cycles to successful conclusion through use of consultative selling techniques.
- Excellent verbal/written communication and presentation skills.
- Ability to interact with senior executives both internally and externally.
- 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.