Account Manager

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Date: 8 Feb 2024

Location: Guangzhou, CN, 510120

Company: Lloyds Register

Job ID:39227
 

 

Account Manager- South China

Lloyd’s Register

Location:  South China

 

What we’re looking for 

As part of this commercial role you will manage a group of assigned and targeted accounts to achieve the margin and market share growth of the LR Maritime business, in line with the Maritime Sales Long Range Plan (LRP) .

You will act as the main point of contact for clients in the assigned territory, group of existing accounts, and targeted new accounts, focusing on ensuring a positive customer experience, enhancing loyalty and building long-term relationships.

 

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 programs. 

 

The role 

  • Support the line manager to routinely review and identify the clients within the sales territory that represent the greatest opportunity relative to cost to serve. 
  • Achieve growth and hitting sales targets
  • Support the account segmentation analysis with the line manager, categorising the accounts within the area into Growth, Strategic, or Nurture accounts.
  • Be accountable for the accuracy and quality of the opportunity and account data input into Salesforce as the single source of sales truth to ensure confidence in the performance reporting and sales forecasts.
  • Identify opportunities to grow through both introducing new products and services and focusing on closing the sale and you need to drive account profitability.
  • Act as the main point of contact for the assigned accounts and work closely with the relevant service delivery teams and key stakeholders to ensure the client relationship is always managed effectively.
  • Develop and maintain account plans for the assigned accounts, that optimise the margin performance & growth potential for the segment, sales territory, and the global LR business across different LR product and service solutions. 
  • Develop a thorough understanding of products and service offerings to better upsell and cross-sell to customers
  • Collaborate extensively and actively engage with the Strategic Account managers (as applicable and relevant), subject matter experts, advisory sales and account managers in different teams to support opportunities and projects as required.
  • Regularly analyse and report to line manager the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity captured in Salesforce.
  • Track account revenue, margin and sales performance and oversee contract management for assigned accounts, including securing contract renewals.

   What you bring 

  • A degree or equivalent in a relevant field of study
  • <span 45="" frutiger="" light="" lt="">Experience in the Sales or Account management fields, preferably in Marine & Offshore environment with an in depth understanding of sales and client care principles.
  • <span 45="" frutiger="" light="" lt="">Strong ability to forecast and develop account plan, and communicate effectively with others across the organisation with great commercial acumen
  • <span 45="" frutiger="" light="" lt="">Drive customer retention through researched and known strategies as well as new and innovative strategies
  • <span 45="" frutiger="" light="" lt="">Be that Trusted Advisor who can help the customer to solve business problems through our services and products
  • Strong commercial awareness with ability to develop action plans based on input from key persons.
  • Exposure to financial, budgetary planning, business planning, reporting and management.
  • <span 45="" frutiger="" light="" lt="">Effective negotiating skills and knowledge of negotiation techniques and tactics to influence and persuade where necessary
  • <span 45="" frutiger="" light="" lt="">Good understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.
  • <span 45="" frutiger="" light="" lt="">Ability to communicate effectively at different levels within organisations and to influence successfully and openly at all levels – both inside our organisation and outside in the business.
  • <span 45="" frutiger="" light="" lt="">Be able to use Salesforce or other software to manage accounts confidently
  • <span 45="" frutiger="" light="" lt="">Good analytical and quantitative skills that can turn data into insights that power sales.
  • <span 45="" frutiger="" light="" lt="">Ability to utilise available technologies to maintain, analyse, and track this data. The data can then be used to predict sales trends and customer behaviours, to boost performance and increase sales.
  • <span 45="" frutiger="" light="" lt="">Good collaboration skills to work with teams across the organisation, with cross-functional teams as well as internal teams of departments
  • Very good proficiency in the English language with ability to use the relevant terminology in the area of expertise.
  • Ability to enabling the team to perform effectively and developing others.
  • Ability to embrace diversity and delegate supporting a culture of learning and development
  • Knowledge of standard MS Office software packages
  • <span 45="" frutiger="" light="" lt="">Flexible approach to adjust role as the position develops.

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 

We hire people with a wide variety of skills, experience, and backgrounds. This includes people with disability, women, people identifying as LGBTIQIA+, culturally and linguistically diverse people, careers, and other varied groups. 

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. #LI-KC1

 

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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