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Account Manager Marine and Offshore

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Date: 29-Sep-2022

Location: British Columbia, British Columbia, CA, V6E 3P3

Company: Lloyds Register

Job ID:37486
Location:Vancouver : 1055 West Georgia St  
Position Category:Client Management
Position Type:Employee Regular

Account Manager (Marine & Offshore)

 

About Us: 

We are a leading international provider of classification, compliance, and consultancy services to the marine and offshore industry, helping our customers design, construct and operate their assets to the highest levels of safety and performance. We are shaping the industry’s future through the development of novel and innovative technology for the next generation of assets, while continuing to deliver solutions for our customers every day. 

 

Our purpose at Lloyd’s Register is working together for a safer world and every one of us is committed to maintaining our standards and continuing our success. That means being more sophisticated in our thinking to meet the challenge of setting global safety standards today. Help us stay out in front and your contribution will be felt, valued, and rewarded by a global leader.

 

Location: Vancouver, British Columbia

 

Job Overview:

You will be able to manage a group of accounts to achieve the margin and market share growth of the marine and offshore business, in line with the area Long Range Plan (LRP).  You will be the main point of contact for the assigned group of accounts, focusing on the customer experience to enhance loyalty and build long-term relationships with the ability to deliver the assigned sales, revenue, margin, and cash targets.

 

Business Planning

  • Support the account team manager to routinely review and identify the clients within the territory that represent the greatest opportunity relative to cost to serve
  • Support the account segmentation analysis with the account team manager, categorizing the accounts within the area into growth, strategic, streamline or status accounts
  • Develop a thorough understanding of the assigned accounts clients’ business to articulate a clear ‘why LR’ value proposition that will resonate with the client and the challenges of their key stakeholders
  • Maintain a thorough understanding of LR’s main competitors in the area and share this understanding as necessary with the area, global and central commercial teams
  • Develop and maintain account plans for the assigned accounts, that optimise the margin performance for the segment, area, and the global LR business across the areas and different business streams
  • Under the guidance of the account team manager, provide input and insight into the Sales and Marketing plan (SMP) with the actions necessary to deliver the area Long Range Plan (LRP)
  • Regularly analyse and report to the account team manager the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts, and competitor activity

 

Account Management

  • Act as the main point of contact for the assigned accounts and work closely with the area client care team and key stakeholders to ensure client relationship is always managed effectively
  • Deliver financial and operational performance against agreed budget targets, in line with the expected area contribution to the marine and offshore financial plans
  • Input and regularly update all opportunities in Salesforce, demonstrating model behaviours to promote the effective use of Salesforce
  • 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
  • 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
  • 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
  • Organise frequent executive level engagement with specified clients and ensure strategic relationships are maintained between LR’s senior management and the clients’ senior management
  • 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
  • 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
  • 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
  • Track account revenue, margin and sales performance and oversee contract management for assigned accounts, including securing contract renewals
  • 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
  • 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
  • Apply commercial acumen in the review of commercial contracts, safeguarding and maximising LR’s position and liaise with relevant colleagues as required in the preparation/review stage
  • Support the Account Team Manager as required and actively participate in events, conferences, and workshops to network and promote LR
  • Ensure all accounting processes are followed as per the Group Management System and ensure full adherence to the Commercial Bid Matrix and relevant implementation
  • 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

 

Our purpose

Working together for a safer world lies at the heart of why we exist and what we strive to achieve

#LI-Hybrid

 

Diversity and Inclusion at Lloyd's Register:

 

Together we are one Lloyd’s Register, committed to developing an inclusive and safe workplace that embraces and celebrates diversity. We strive to ensure that all applicants to LR experience equality of opportunity and fair treatment, because we believe it is the right thing to do. We hope you do too.

 

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The Lloyd's Register Group comprises charities and non-charitable companies, with the latter supporting the charities in their main goal of enhancing the safety of life and property, at sea, on land and in the air - for the benefit of the public and the environment. (Group entities)

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