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Commercial Manager - Hong Kong

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Date: 26-Mar-2021

Location: Hong Kong, HK

Company: Lloyds Register

Job ID:32642
Location: Central, Hong Kong
Position Category:Business Development
Position Type:Employee Regular



Lloyd’s Register Role Profile



Job Title:

Commercial Manager - Hong Kong

Reports To (Title):

Area Commercial Manager – Greater China M&O Business Stream:

Marine & Offshore


Role Purpose:


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 Plan (LRP).

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 key growth or strategic accounts.



Key Responsibilities:


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 Plan (LRP) 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 LRP.    


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.


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.



Key Health & Safety Responsibilities:


Eliminate or minimise employee's exposure to risks by reviewing, regularly, the health and safety risk register, applying appropriate controls, communicating results of risk assessment and ensuring health and safety is considered in the planning and execution of all LR activities.


Manage your own and your team's compliance with health and safety rules, instructions, systems and legal requirements, ensuring employees are suitably trained and adequate resources are available to work safely.


Monitor and review health and safety performance, observe safety behaviours, taking appropriate corrective and preventative action as necessary and suggesting and implementing improvement activities.



Technical / Professional Qualifications / Requirements:


  • A degree or equivalent from a tertiary organisation recognised by Lloyd's Register within the relevant field of engineering or physical science or qualifications from a marine or nautical institution and relevant sea-going experience as a certificated ship's officer.
  • Significant experience in Account management field, preferably in Marine & Offshore environment with an in depth understanding of sales and client care principles.
  • Significant experience in leading an Account management team or Sales team in a virtual/international context.
  • Strong commercial awareness. Ability to develop strategic action plans based on input from key persons.
  • Strong knowledge of financial, budgetary planning, business planning, reporting and management.
  • Strong team spirit. Excellent professional people skills to lead, motivate, coach team members to improve team and organisational performance across the area of business.
  • Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.
  • 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.
  • Ability and understanding to participate, communicate, positively contribute and add value in marine & offshore supply chain and technical discussions with clients and LR colleagues alike.
  • Ability to understand and assess complex and sometimes unfamiliar situations, visualise solutions and see through to resolution.
  • Enjoyment of building relationships, with the ability to pro-actively drive development of a network of key relationships internally and externally.
  • Flexible approach to adjust role as the position develops.



Our Values:


We care

• We care about the safety of everyone.

• We respect each other and the wider communities we work in.

• We’re passionate about giving back to society, leaving the world a better place than we found it.

We care about each other, our customers and the environment.


We share our expertise

• We strive to be the leaders in our profession with unparalleled expertise.

• We’re committed to quality and work together to find the best solution.

• We’re inquisitive and curious and never stop learning to further our knowledge.

We share our expertise with each other, with our customers and with all of our stakeholders.


We do the right thing

• We’re independent and impartial.

• We show integrity in everything we do.

• We’re brave and courageous and we never compromise on standards or safety.

We do the right thing in every situation.





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