SVP- Head of Relationship Management
Moody’s Corporation
Hong Kong

Job Description

Leader of a large and / or more complex sub-region with responsibility to manage a team of account managers and / or relationship managers.

Responsible for the development and execution of strategy, extending existing customer relationships and developing new business relationships within their territory (larger and / or more complex / sophisticated sub-region).


  • Responsible for overall line management for the Relationship Management team within the South China sub-region. Is responsible for managing / coaching the entire team.
  • Will own the business development territory, will personally own and drive top / key prospects; whist having the ability to delegate chosen prospects to RM.
  • Overall responsibility for the review, design and delivery of a strategic business development plan for the sub-region
  • Collaborate with other sub-regional heads in Greater China and other regions in APAC
  • Head of RM will be expected to spend 30% of their time on the road meeting customers.
  • Proactively manage 10 - 30 high value accounts for their region (produce key account plans x number of cross selling opportunities, monetize annual price increases on customers)
  • Responsible for leading the Annual Pricing Review and defining the gap strategy and will provide feedback on product needs / ideas / concepts to the Product Management Team where appropriate.
  • Responsible for being the senior representative of the team to face key intermediary partners in the market, including capital market bankers, rating advisors, client coverage bankers etc.
  • Acts as speaker or facilitator of expert panels in internal and external meetings and conferences.
  • Lead review of budget, forecast and staffing needs for his / her region(s) and / or line of business.
  • Can support and back-up the Head of Relationship Management for the region
  • Can provide support and back-up for other regional sub-leaders (e.g. Head of RM of a smaller sub region)
  • Capabilities

  • Ability to think holistically about a market in the broader context of the own and other territories and able to formulate a strategic and tactical plan for the region with high autonomy.
  • This includes a detailed SWOT analysis for the region and concrete proposals how to fully exploit opportunities and how to address gaps

  • Ability to effectively and eloquently chair several meetings daily with clients across a large range of different profiles on short notice or preparation.
  • Speak and communicate convincingly in front of senior management, clients and larger audiences
  • Maintain active relationships with issuers at all levels independently and minimal oversight
  • Very good communication skills
  • Excellent negotiation and influencing skills
  • Able to hold a 60 minutes in person meeting with a Group treasurer and or CFO with issuers in a large and / or more complex sub-region
  • Articulate and explain Moody’s value proposition
  • Able to negotiate and defend pricing, contracts, and renewals. Where 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 and / or line of business
  • Able to read financial statements to identify financial needs and understand the financial strategy of each firm
  • Excellent understanding of Moody’s service suite, contracts and general conduct of business
  • Able to easily switch from role as Account Management to Business Development
  • High autonomy in achieving business objectives
  • Full product proficiency (fully fluent in our product suite)
  • Strong leadership and management skills
  • Fluency in English, Mandarin and Cantonese required
  • Academic Qualifications / Work Experience

  • Minimum of Undergraduate / First Level degree (or equivalent) preferably in finance, accounting, business or economics.
  • Extensive years of experience in the financial services industry is required.
  • Previous experience in sales & marketing and in managerial role is desired.
  • Some experience in credit will be an advantage
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