Hong Kong Commercial Manager (include South China)

Job ID:41015
 

Hong Kong Commercial Manager (include South China)

Lloyd’s Register

Location:  Hong Kong

About the Role:

To lead an account management team to achieve the margin and market share growth of the M&O business, in line with the area Long Range Model (LRM).

• To deliver the assigned sales, revenue, margin and cash targets.
• To drive a commercial intensity and customer centric culture within the team, focussing on closing the sale and the customer experience to enhance loyalty and build long-term relationships.
• To personally oversee and coach the specific sales activities for the large opportunities within the team.
• To act as the account manager for clients in Hong Kong & South China

What we offer you 

• The opportunity to work for an organization that has a strong sense of purpose, is values driven and helps colleagues to develop professionally and personally through our range of people development programmes.

The Role 

Business Planning

• Territory Review: Establish a baseline of LR’s performance in the area and routinely review and identify the clients within the territory that represent the greatest opportunity relative to cost to serve.
• Account Segmentation: Annually perform an account segmentation analysis, categorising the accounts within the area into Growth, Strategic, Streamline or Status accounts.
• Account Selection: Nominate potential target and key accounts to the area commercial manager based on the results of the segmentation analysis, the opportunities available and the client’s propensity to partner with LR.
• Client Awareness: Develop a thorough understanding of the targeted clients’ business to articulate a clear ‘why LR’ value proposition that will resonate with the client and the challenges of their key stakeholders.
• Competitor Awareness: 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.
• Account Planning: 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.
• Long Range Plan: Support the area commercial manager with the development of the growth strategy within the Area Long Range Model (LRM) and promulgate this strategy with the account management team.
• Sales & Marketing Plan: Support the area commercial manager with the development of a Sales and Marketing plan (SMP), providing clear accountability of the steps necessary to deliver the LRM.
• Target Development: Support the area commercial manager with the development of individual sales targets, margin and income related targets, and activity-based goals in line with the area SMP and central global targets.
• Target Assignment: Assign and agree individual targets with each member of the account management team and take ownership of the delivery of the team target, which is the sum of each of the individual team-member targets.
• Sales Forecasting: Regularly analyse and report to the area commercial manager the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity.
• Budget Forecasting: With support from FP&A, provide the area commercial manager the expected revenue and margin forecast from the area accounts to support the budget process.

Team Management

• Sales Coaching: Lead the team with the development of relevant sales strategies and the prioritisation of their associated actions to achieve or exceed their set sales and margin targets, embracing a high-performance culture.
• Team Motivation: Inspire performance by knowing what motivates the team and understanding the patterns in each team member’s skills and behaviour.
• Financial Delivery: Deliver financial and operational performance against agreed budget targets, in line with the expected area contribution to the Marine & Offshore financial plans.
• Team Structure: Assign resources to each account, recognising the strengths within the team and matching their capability and experience against the clients’ need, preference, value to LR and growth potential.
• Performance Management: Track the performance of the individuals and team against their assigned targets and analyse and interpret the results in the context of the prevailing market conditions, taking action where necessary.
• Sales Reviews: Conduct monthly sales performance and win/loss reviews on key opportunities to capture the learning and understand the reason behind our performance and why the opportunities were won or lost.
• Opportunity Management: Input and regularly update all opportunities in Salesforce, leading by example and demonstrating model behaviours to promote the effective use of Salesforce by the entire team.
• 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.
• Data Quality: Provide oversight of the accuracy and quality of the opportunity and account data input into Salesforce by the team to ensure confidence in the performance reporting and sales forecasts.
• Talent Identification: Implement strategies for talent mobility and retention, including identifying future account manager talent externally or from across different functions internally as part of an on-going succession plan.
• Capability Assessment: Maintain a dynamic assessment to identify and close the gaps between a team member’s skills and the ideal profile for their role to upskill capability and maximise the impact of their performance.
• Industry Presence: Actively identify and participate in events, conferences, and workshops to network and promote LR, co-ordinating the event with the area and central marketing team as required.

Account and Relationship Management

• Customer Centricity: Act as the main point of contact for the key strategic accounts and work closely with the area client care team and key stakeholders to ensure the client relationship is managed effectively at all times.
• 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.
• Capability Assessment: Maintain a dynamic assessment to identify and close the gaps between a team member’s skills and the ideal profile for their role to upskill capability and maximise the impact of their performance.
• Stakeholder Mapping: Develop and regularly maintain a stakeholder engagement plan for each targeted 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.
• 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 key existing clients, including securing contract renewals.
• 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.
• Debt Control: Manage debt recovery and work with the area accounts payable team to support as required, the collection of payments that are overdue by 90 days or more.
• Proposal Development: Ensure high quality proposals and competitive quotes are produced by the account management team to expand LR’s existing revenue, market share and relationship with the clients in the area.
• Process Adherence: Ensure the ByD processes are followed as per the GMS and the full service scope that has been contracted with the client is clearly documented and communicated to the service delivery teams.
• 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’re looking for 

• To lead an account management team to achieve the margin and market share growth of the M&O business, in line with the area Long Range Model (LRM).
• To deliver the assigned sales, revenue, margin and cash targets.
• To drive a commercial intensity and customer centric culture within the team, focussing on closing the sale and the customer experience to enhance loyalty and build long-term relationships.
• To personally oversee and coach the specific sales activities for the large opportunities within the team.
• To act as the account manager for clients in Hong Kong & South China

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About us 

We are a leading international technical professional service provider and a leader in classification, compliance, and consultancy services to the marine and offshore industry, a trusted advisor to our customers helping to 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.

Be a part of 

Lloyd’s Register is wholly owned by the Lloyd’s Register Foundation, a politically and financially independent global charity that aims to engineer a safer world through promoting safety and education. For a thriving ocean economy, Lloyd’s Register colleagues and Lloyd’s Register Foundation work together to fund research, foster industry collaboration and develop action-oriented solutions to make the world a safer place. 

Want to apply. 

Here at Lloyd’s Register, we care, we share and we do the right thing in every situation. It’s ingrained in our culture and everything we do. We are committed, and continually strive, to lead with our values that empower and enable an inclusive environment conducive to your growth, development and engagement. It doesn’t matter who you are, what you have experienced, how you identify, how old you are, where you are from, what your beliefs are or how your brain or body works – the diversity of our colleagues is fundamental to our futures and the changes we can make together. Our inclusive culture allows us to connect together authentically and to be courageous and bold. We don’t just talk about our differences, we celebrate them! 

We are committed to making all stages of our recruitment process accessible to all candidates. Please let us know if you need any assistance or reasonable adjustments throughout your application and we will do everything we possibly can to support you. 

 If you don't tick every box in these ads, please don't rule yourself out. We focus on hiring people who share our goal of working together for a safer, sustainable, thriving ocean economy. 

We care, we share, we do the right thing.

If you have further questions about this role, please contact us at careers@lr.org and we will respond to you as soon as possible.

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.

   As a Disability Confident Committed Employer, we have committed to:

• ensure our recruitment process is inclusive and accessible.
• communicating and promoting vacancies offering an interview to disabled people who meet the minimum criteria for the job.
• anticipating and providing reasonable adjustments as required
• supporting any existing employee who acquires a disability or long-term health condition, enabling them to stay in work.
• at least one activity that will make a difference for disabled people.

Find out more about Disability Confident at: www.gov.uk/disability-confident

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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).