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Sales Manager Maritime Performance Services

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Date: 18-Sep-2022

Location: Houston, TX, US, 77077

Company: Lloyds Register

Job ID:37100
Location:Houston : 1330 Enclave Parkway  
Position Category:Business Development
Position Type:Employee Regular

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.

 

Maritime Performance Services (MPS), is a Lloyd’s Register (LR) business stream which is critical to delivering on our growth strategy and ambition of being a trusted advisor to clients within the ocean economy. The MPS portfolio encompasses a suite of tools and capability which enables our clients to improve the performance and sustainability of their business and works to shape 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.

 

This role sits in the MPS Commercial Team, and the primary focus is to drive strategic growth through delivering sales targets, increasing market share, and portfolio solution sales across a diverse range of maritime sector clients. In addition, this role is focused on nurturing existing client relationships, and supporting colleagues to break into new sales territories.

 

Location: Houston, Texas (Flexible working schedule both in our office and from your home)

 

We are looking for:

Someone who can bring a proven sales track record and unparalleled commercial skills to the LR MPS Commercial Team.  You will be joining an energetic and driven team who are motivated by helping their clients achieve their performance and sustainability goals.  

 

The Key responsibilities of the role are:

  • Developing senior level relationships with target clients across the Maritime sector, positioning LR’s Maritime Performance Services (LR MPS) portfolio to serve their business needs

  • Engaging with prospective clients to diagnose their challenges and shape a variety of solutions across Technical Advisory, In-service Support, Hazard Risk & Reliability, Energy Transition Strategy and Business Consultancy

  • Creating and managing a pipeline of profitable new business to achieve the sales, margin, and market share growth targets, in line with the LR MPS long-range plan

  • Delivering the assigned sales targets from both new and existing customers of Lloyd’s Register, across the Maritime sector

  • Driving a commercial intensity culture within the territory Commercial Teams, focussing on the sales growth of the LR MPS portfolio to increase market share of value-added solutions

  • Managing the sales process and personally undertaking sales activities to create and win large target opportunities across all sectors in the Maritime market

  • Collaborating extensively with the global LR MPS Sales Team, Marketing colleagues, and the territory Commercial Teams to drive solution sales across the Maritime market

  • Identifying and pursuing market opportunities in both digital transformation and energy transition strategy themes and then develop competitive solutions using the growing portfolio of LR MPS capabilities

  • Developing a network of partners and alliances to support the growth of LR MPS across the Maritime sector

  • Leading LR MPS sales performance for the Area, cooperating across leadership, line management and functional boundaries to create innovative and commercially competitive solutions

  • Actively contribute to the global innovation ideas pipeline with new concepts derived from customer interactions which can be put forward for New Product Development

 

Technical and professional skills required:

  • 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. Lack of a relevant degree can be compensated for by appropriate experience.

  • 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

  • Demonstrable experience of building relationships with clients and key stakeholders. Able to engage and influence at all levels, ability to understand client needs, interpreting these into opportunities. Ability to pro-actively drive development of a network of key relationships internally and externally.

  • Ability and understanding to participate, communicate, positively contribute, and add value in marine 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

  • Demonstrable experience of the sales lifecycle with evidence of successful sales deliverables to targets

  • Strong commercial awareness. Ability to develop strategic action plans based on input from key persons

  • Strong team spirit. Demonstrate professional people skills and promote a team working environment across the area of business

  • Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities

  • Demonstrate motivational skills in directing colleagues to achieve business objectives

  • Flexible approach to adjust role as the position develops

 

We care, we share, we do the right thing

 

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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