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Key Account Manager

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Date: 27-Sep-2022

Location: Houston, TX, US, 77077

Company: Lloyds Register

Job ID:37492
Location:Houston : 1330 Enclave Parkway  
Position Category:Business Development
Position Type:Employee Regular

Key Account Manager


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.


Job Overview:

The Key Account Manager is accountable for maximizing retention and building and delivering tailored strategy for growth from assigned Strategic Key Account/s with particular focus in the Offshore Segment.  Maintaining and growing the business with assigned Strategic Key Account(s) through aligning understanding and delivery of customer requirements across all Lloyd’s Register’s (LR) functions ensuring each role contributes to creating customer value: embed ‘client centricity’.


Whilst also optimizing profitability, reducing cost to serve, focusing on increased penetration through value creation and solutions-based selling, and developing multi- level multi-functional contacts between the client and their LR counterparts.   Acting as the Voice of the Customer within Lloyd’s Register, building cross functional teams and leveraging internal relationships to help our key clients meet their strategic objectives, and deliver increased value and exceptional service for the client and LR.   You will be required to deliver the assigned sales, revenue, margin, and cash targets.


Key Responsibilities

Client Awareness: 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. Develop a deep understanding of the client’s business, strategies, markets, competitive landscape and develop a One-LR key account strategy for the nominate client(s), including a named account team with clear delivery objectives and accountabilities.

Client Focus: Craft client-focused strategies that deliver positive impact for the client, which will lead to sustainable and profitable growth for LR.

Solutions: Create bundled solutions to meet express and tacit client needs for key accounts, engaging cross- company as required, to deliver real business value propositions

Internal Relationships: Maintain a close relationship with the key account Executive Sponsor and senior commercial leaders across LR to maximize benefits and deliver on jointly agreed objectives

Executive Engagement: Organize frequent executive level engagement with specified clients and ensure strategic relationships are maintained between LR’s senior management and the clients’ senior management. To manage and co-ordinate the building of multi-level relationships between LR and the client organization through building and maintaining key stakeholders across client and LR stakeholder mapping

Stakeholder Mapping: Develop and regularly maintain a stakeholder engagement plan for each account and establish clear metrics and accountability for all internal stakeholders linked to the account plan. Develop and implement a relationship management strategy for each strategic account to ensure that relationships are developed and strengthened across all functions and executive levels, to manage and mitigate supporters, blockers, decision makers and gatekeepers., to remove single points of failure, build contingency, and to ensure the right level contact is taking place in a managed and proactive way.

Account Planning: Develop and maintain account plans for the assigned accounts, that optimize the margin performance for the global LR business across the areas and different business streams.  Build, maintain and communicate a Strategic Key Account plan, including a strategic vision (3-5 years) and short and medium delivery objectives aligned with global strategy, anchored with a cross functional delivery team and clear KPIs and metrics.

Account Growth: Identify new business opportunities and lead the collaboration effort with internal stakeholders to identify and realize cross-stream business opportunities ensuring LR is best placed to win.

Commercial Strategies: Develop clear commercial strategies that create true ‘win- win’ for all parties and lead to profitable growth in the account(s)

Conflict Resolution: Manage conflict at all levels, driving through acceptable outcomes for all parties.

Team Management: To effectively manage a dynamic virtual Strategic Account Team, and bring in skills and competences as required by the changing needs of the client

Sales Negotiation: Deploy effective negotiating and selling strategies in the key account and internally, using other resources as required to achieve outcomes

Sales and Marketing Plan: Provide input and insight into the Sales and Marketing plan (SMP) with the actions necessary to deliver the area Long Range Plan (LRP).    Lead promotion and communication of LR products and services to client directly via KAM team, and arrange appropriate visits, presentations and local /global seminars as required.  Working with the CMO team to develop marketing strategy for key account(s).

Opportunity Management: Input and regularly update all opportunities in Salesforce, demonstrating model behaviors to promote the effective use of Salesforce. Monitor, report on, upload to SalesForce and disseminate as appropriate all client meetings and visits as well as all aspects of competitor activity for client and general client activity. Understand the analyzed patterns of client meetings and develop strategies to act on them

Market Intelligence: Leverage and incorporate the insights provided by the Insight and Segment teams to improve understanding of the market context, the strategic context and the changing landscape which may affect key account objectives positively or negatively.

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.

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 maximizing LR’s position.  Liaise with relevant colleagues as required in the preparation/review stage.

Industry Presence: Actively participate in events, conferences, and workshops to network and promote relationship and successes with clients.

Process Adherence: Ensure the ByD processes are followed as per the GMS. 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.


Technical – Professional Qualifications and Requirements

  • Hold an engineering degree from a tertiary organization recognized by LR (B Eng, M Eng, M Sc); MBA in addition would be ideal
  • Significant knowledge and understanding of business strategy and goal setting and implementation
  • Demonstrable experience of leading Key Accounts preferably in Marine and Offshore environment; development of Key Account plans and strategies, building and maintaining client relationships, customer focused mindset
  • Ability to research and analyze market dynamics, interpretation of data and determination of likely outcomes and associated actions required
  • Understanding of and capability to lead Creation of business and financial value propositions
  • Ability to understand and assess complex and sometimes unfamiliar situations, visualize solutions, and see through to resolution.
  • High-level cross-company and partner engagement skills
  • Strong commercial awareness. Ability to develop strategic action plans based on input from key persons.
  • Strong sense of purpose, direction, and leadership
  • Demonstrate motivational skills in directing colleagues to achieve business objectives.
  • Flexible approach to adjust role as the position develops and grows
  • Crucial relationship leader and manager with the client, a high caliber individual, capable of complex engagement at C suite level and through the myriad operational levels of the Global account
  • Evidence of being the Voice of the Customer; interpreting and delivering to client needs


Our purpose

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

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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