Description:
Leader of Relationship Management for the Corporate Finance Group in the United States managing a team of Account Management and overseeing Business Development strategies.
Senior role accountable for the development and execution of commercial strategy with a focus on extending existing customer relationships and developing new business relationships.
Scope and key Responsibilities:
- Overall line management of the US Corporate Finance Group within the Relationship Management team. Lead the efforts to attract, hire, train and retain talented staff while optimizing the organizational structure.
- Develop efficient and effective account management plans. Establishing a proactive customer outreach strategy; setting and ensuring that the teams are meeting annual targets
- Lead the design, implementation, and execution of a proactive strategic business development plan for the US Corporate Finance Group. Develop and implement a variety of new business initiatives and implement best practices in sales techniques to achieve the sales targets for the team.
- Collaborate closely with other teams within RM and Commercial
- Provide feedback on product needs, ideas, and concepts to the Product Management team where appropriate.
- Work closely with Marketing, Pricing, and Operations groups to optimize the functioning of Relationship Management for the US Corporate Finance Group.
- Acts as facilitator of expert panels in internal and external meetings; speaker at conferences and events.
- Lead review of team budget, forecast, and staffing needs for the team.
- Expected to be actively engaged with key customers. Travel up to 30% of the time meeting customers and attending conferences.
- Deep experience leading a sales team towards measurable and ambitious targets within the US region; preference for public and private market exposure, in addition to ESG, cyber (and any other non-rating activities)
- Define and manage outreach campaigns based on current and emerging customer needs; account for varying customer segments
- Ability to think holistically about a market in the broader context of their own and other territories and able to formulate a strategic and tactical plan for the Corporate Finance Group with high autonomy. This includes a detailed SWOT analysis for the area and concrete proposals regarding how to fully exploit opportunities and how to address gaps.
- 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.
- Speak and communicate convincingly in front of senior management, customers, and larger audiences; adept at being a spokesperson for an organization/business
- Maintain active relationships with customers and intermediaries at all levels independently and with minimal oversight.
- Ability to “think out of the box” and work closely with other Commercial and R&R stakeholders to drive various agendas to benefit Commercial overall
- Excellent negotiation and influencing skills.
- High autonomy in achieving business objectives, strong leadership and management skills.
Academic Qualifications / Work Experience:
- Minimum of Undergraduate degree preferably in finance, accounting, business or economics.
- A graduate degree is desired.
- 15+ years of experience in senior Corporate roles, such as Treasury, Finance, Strategy, Business Development.
- Solid track record in a management position leading a sales organization, business development and/or client relationship role is essential.
- Expert level knowledge of key characteristics and dynamics of rating agencies, capital and credit markets.
- Some level of Six Sigma knowledge a plus