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Sales Manager - East India

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Date: 08-Oct-2021

Location: Kolkata, WB, IN, 700001

Company: Lloyds Register

Job ID:34469
Location: Kolkata 
Position Category:Client Management
Position Type:Employee Regular

 

We have recently announced that Business Assurance and Inspection Services + Nettitude will be leaving the LR Group and will become a standalone business (LRQA) under the ownership of Goldman Sachs Asset Management.  It’s an exciting time to join our business as we have ambitious growth plans.  We are looking for talented people to join our business to help build on our strengths and transform our business to be the best partner for our customers.

 

Role purpose:

 

Manage an array of existing accounts and expand the client base in order to achieve sustainable revenue growth.  Develop, agree and execute detailed customer growth plans and generate new profile business for LR in existing clients. Identify potential new clients/business opportunities and turn these into increased business for the organization.  Leverage relationship management skills, working with Operations and Service Delivery Support teams, to ensure excellent service delivery as a trusted advisor, leading to customer satisfaction / retention and increased share of the wallet.

 

Key Responsibilities:

 

  • Motivate and develop a team (where appropriate) to build capacity and capability through recruitment, performance management, talent/succession planning, training and development to effectively build and sustain a high-performance culture.
  • Work together with cross functional teams to develop regional and/or specialty business plans.  Select and implement regional actions for growth and futureproofing LR.
  • Build key customer relationships, identify business opportunities, negotiate and close business deals within defined geographical locations, sectors and services. Cold call and use other methods to identify potential clients and decision makers – set up meetings and build relationships with both existing and new clients to ensure robust pipeline of opportunity.
  • Determine clients’ future needs and requirements and provide detailed client feedback to relevant internal departments with regards to product requirements and enhancements. Participate in and contribute to new product and service development initiatives and ensure that all new products and services which are brought to the market are technically and commercially sound. And ensure that adequate follow up to client takes place.
  • Follow up leads received from technical delivery/customer service teams and work with clients and relevant internal stakeholders to define scope of works, prepare large bids and see them through to execution.  Support area level pitches and lead on re-tendering for large accounts.
  • Keep strong communication lines open with other sales colleagues, account managers and business development community across BA&IS and the wider LR Group.
  • Maintain thorough understanding of the clients’ end use markets, their important customers, and their main competitors and share this understanding with the wider sales and customer service and operations teams creating a clear value proposition for customers. And implement appropriate account management strategies for designated Accounts, to proactively create cross-selling of our full range of services with viable solutions, to meet clients' needs.
  • Monitor and report on all client meetings and visits for each client in SalesForce, including relevant competitor activity and all leads. Disseminate this information to the team and line manager. Contribute to appropriate sales review meetings.
  • Conduct all activities in line with internal procedures, accreditation schemes, legislation and industry standards.
  • Contribute to protecting and enhancing the reputation of Lloyd's Register and to improving the business, by putting forward new ideas and, when requested to do so, supporting the implementation of change to meet the future needs of the business.
  • Establish and maintain strong working relationships with customer services and technical delivery teams and agree and review service level agreements and KPIs to ensure successful delivery of services to your clients.
  • Support and represent Lloyd’s Register at industry events, local seminars and presentations as required.
  • As appropriate, coach/mentor colleagues towards a more client focused and commercial approach

 

Technical / Professional Qualifications / Requirements:

 

  • A degree or equivalent from a tertiary organization recognized by Lloyd's Register within the relevant field of Engineering /Business/Marketing or qualifications from an institution.
  • 5 years + relevant (solution selling) work experience in a commercial role with proven track record of winning new business and achieving sales targets.
  • Excellent IT skills including MS Office and CRM Systems such as Salesforce
  • Experience of identifying client and business opportunities, including cold calling.
  • Experience of preparing and submitting bids and tenders to meet client proposals
  • Excellent interpersonal and communication skills with the ability to influence clients and colleagues successfully and openly at all levels– both inside our organisation and outside in the business (in English and local language).
  • Good commercial awareness - in particular, analysis and interpretation of financial and non-financial information.
  • Excellent negotiation skills. Strong understanding of sales and marketing principles
  • Ability to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.
  • Ability to coach/mentor colleagues to improve team and organizational performance.

 

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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