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Offshore Account Manager

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Date: 22-Nov-2022

Location: Aberdeen, GB, AB15 8PU

Company: Lloyds Register

The Role: 

  • You will be part of a team of account managers reporting to the UKI Offshore Director responsible for the commercial performance of a section of our offshore business.
  • The work involves building and maintaining business within the offshore energies sectors, including oil and gas, renewables and decarbonisation.
  • Attain new business, by growing sales pipeline and pro-actively negotiate with the customer to order close-out.
  • Manage a group of accounts to achieve the margin and market share growth of the Offshore Energies business, in line with the area Long Range Plan (LRP)
  • Act as the main point of contact for the assigned group of accounts, focussing on the customer experience to enhance loyalty and build long-term relationships.
  • Demonstratable knowledge and experience of the offshore renewables sector would be an advantage.

 

You will: 

  • Financial Delivery: Deliver financial and operational performance against agreed budget targets, in line with the expected area contribution to the Marine & Offshore financial plans.
  • Opportunity Management: Input and regularly update all opportunities in Salesforce, demonstrating model behaviours to promote the effective use of Salesforce.
  • Bid Leader: Ensure that for all large bids involving multiple internal stakeholders, a bid leader is agreed from the outset, with defined roles and responsibilities understood by the opportunity capture team. 
  • Sales Collaboration: Collaborate extensively and actively engage with the growth product specialists and account managers in different teams or areas to support opportunities and projects as required.
  • Stakeholder Mapping: Develop and regularly maintain a stakeholder engagement plan for each assigned account and establish clear metrics and accountability for all internal stakeholders linked to the account plan.
  • Executive Engagement: Organise frequent executive level engagement with specified clients and ensure strategic relationships are maintained between LR’s senior management and the clients’ senior management.
  • Data Quality: Take accountability for the accuracy and quality of the opportunity and account data input into Salesforce to ensure confidence in the performance reporting and sales forecasts.
  • Activity Reporting: Report on client meetings and all aspects of competitor activity for each client. Disseminate this information to relevant internal stakeholders and share updates during relevant sales team meetings.
  • Feedback Handling: Seek and review client feedback, facilitate resolution of complaints promptly, and disseminate lessons learned to service delivery and client care teams as appropriate, in line with GMS and SLAs.
  • Account Performance: Track account revenue, margin and sales performance and oversee contract management for assigned accounts, including securing contract renewals.
  • Debt Control: Manage debt recovery and work with the area accounts payable team to support as required, the collection of payments that are overdue (as applicable) for the assigned accounts.
  • Proposal Development: Ensure high quality proposals and competitive quotes are produced for the assigned accounts, to expand LR’s existing revenue, market share and relationship with the clients. 
  • Commercial Contracts: Apply commercial acumen in the review of commercial contracts, safeguarding and maximising LR’s position.  Liaise with relevant colleagues as required in the preparation/review stage.
  • Industry Presence: Support the UKI Offshore Director as required and actively participate in events, conferences, and workshops to network and promote LR.
  • Process Adherence: Ensure processes are followed as per the LRs business management system. Ensure full adherence to the Commercial Bid Matrix and relevant implementation. .
  • Professional Integrity: Conduct activities in line with internal procedures, legislation and accreditation schemes, and pursue Continuous Professional Development to maintain a high level of discipline knowledge and awareness.

 

 

What we offer:

Lloyds Register Culture and Values:

  • All profits from your work directly fund the Lloyds Register Foundation as a global charity to engineer a safer world. Lloyds Register Foundation
  • Friendly and supportive working environment with a focus on helping each other.
  • Funded social events to build on this friendly working environment.
  • A culture committed to being fully inclusive, supported by Diversity and Inclusion Champions.
  • Thought Leadership; Colleagues encouraged to attend and engage at industry events and conferences via fully funded Technology development portfolio
  • Pathways to impact: Opportunity to apply for funding up to £5,000 - or the equivalent amount of money - from the LR Foundation in support of a charity or other organisation that makes the world a safer place.
  • Two volunteering days which can be taken during working days and will be paid as usual.
  • Focused on leading the maritime industry through the challenges of decarbonisation.
  • A culture committed to being fully inclusive, supported by Diversity and Inclusion Champions.

 

Personal Package:

  • A competitive salary and a great work life balance with a 35-hour working week.
  • Flexible working options including remote home working.
  • 33 days’ annual leave including public holidays.
  • Wide range of career development opportunities including professional registration, internal promotions and coaching and mentoring programmes.
  • An Employee Assistance Programme and trained Mental Health First Aiders.
  • Define Contribution Pension Scheme.
  • Annual colleague incentive payment.
  • Relocation allowance (if applicable).


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