Description:
The Assistant Director - Business Development Representative (BDR) is responsible for driving sales of Moody’s Analytics products to new customers for named prospective accounts (new logos) across a client segment sector or local region. Key activities include initiating sales activity with new-to-company prospects through market outreach and rigorous qualification. Using a consultative sales approach, you will identify and develop a good understanding of the clients’ business needs and deliver an value proposition of Moody’s Analytics that satisfy those needs. You will be responsible for managing the complete sales cycle from start to finish. Sales cycles range in complexity and based on the complexity of the opportunity, you may engage sales specialists to facilitate the sales process.
Responsibilities:
- Manage a sales territory of named prospective accounts (new logos) and/or market sub-segment of new-to-Moody’s prospects. Build and execute on territory-based campaigns to meet or exceed annual sales goals.
- Establish Moody’s Analytics presence with new-to-company prospects with the goal to land our initial solution at these accounts.
- Develop and execute against territory and account based plans to generate sales from new customers.
- Work with sales colleagues to drive the sales process from beginning to end by identifying and qualifying prospects, initiating new sales activity, and managing sales cycles to closure. Generally, you will manage sales cycles with multiple buying influences per sales cycle.
- Lead the development of business within assigned territories and customer segments (Banks, Corporates, Asset Management, Insurance, Professional Services firms of Government Institutions). Partner with technical sales colleagues and Industry Practice Leads to develop clear, concise proposals and deliver targeted client demos that address client needs.
- Identify additional products, use cases and services that clients may benefit from and introduce them appropriately into dialogue with clients.
- Represent Moody’s at industry and company sponsored events, as required.
- 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.
- 5+ years’ experience working in direct business-to-business sales roles with a focus on solution selling.
- Proficiency with sales enablement tools (Salesforce, ZoomInfo, LinkedIn, SalesLoft, etc.) to create professional, tailored prospecting strategies
- Experience in managing and growing business within complex organizations.
- Confidence in cold calling and dealing with executives over the phone and in person.
- Demonstrated ability to lead complex sales cycles to successful conclusion through use of consultative selling techniques.
- Ability to present high-level information as well as detailed demonstrations of products & services.
- Concrete understanding of customer challenges and industry use cases.
- Proven success in designing and articulating a value based proposition for the customer to win/close business
- Ability to work both independently and within a team environment, with focus and high attention to detail.