Svp-relationship Manager

3 weeks ago

Riyadh, Saudi Arabia Moody's Full time

**The Role**
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 Kingdom of Saudi Arabia (KSA), and certain other territories including within the GCC, autonomously, with mínimal supervision from the Head of Relationship Management Middle East.

As Country Manager Kingdom of Saudi Arabia, Regional Management, the role is the contact point, in country, for regulators and other local authorities, working closely with Regional Management, Compliance, Legal and Regulatory Affairs.

**Scope and Key Responsibilities**:

- Proactively manage the relationships of about 40-60 complex, key accounts within KSA/GCC
- Responsible for retaining existing customers in KSA and expanding the share of wallet by selling a tailored value proposition.
- Primary commercial contact on key accounts
- Conducting Business Development in KSA and in territories elsewhere in the Gulf Cooperation Council (GCC) or Emerging Market regions (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 GCC Strategic Plan to expand and defend the business for markets within GCC
- 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 Head of Relationship Management ME.
- Provide support and back-up for other sub-regions within Emerging Markets as needed
- Provide feedback to Product Management team on innovative ideas for product development
- To represent Moody’s, in both KSA and other selected GCC 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 KSA and other selected GCC countries.
- Network intensively and liaise with market participants, local industry associations and other stakeholders in the financial markets
- Cross refer business opportunities to structured finance franchise.
- Maintain active relationships with issuers at all levels independently with mínimal 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 minutes 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 Riyadh within the Kingdom of Saudi Arabia
- Minimum of degree (or equivalent) preferably in finance, accounting, business or economics.
- Fluent in English and Arabic.
- Desirable to be fluent in an additional language, for example French
- Meet the requirements for approval as a Registered Person with the Capital Markets Authority of KSA

**Experience**
- Specific experience in debt 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 EMEA 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 service

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