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Global Container Ships Segment Manager

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Date: 06-Apr-2021

Location: London, GB

Company: Lloyds Register

Job ID:32527
Location:London : 71 Fenchurch Street (LR_L000111) 
Position Category:Marketing
Position Type:Employee Regular

 

 

Role Profile

To act as the external and internal figurehead of container ship related technology for Marine and Offshore and provide the strategic direction resulting in the sustainable growth of the container ship segment for Lloyd’s Register.

 

Candidates from all locations considered

 

You will

  • Define the landscape and critical success factors of M&O’s current and future field of play within the container ship segment to ensure LR will meet set targets relating to revenue, margin, sales, brand positioning, market share and penetration.
  • Establish a baseline of M&O’s performance in the container ship segment and identify the key performance measures to track future success and rate of growth within the segment.
  • Develop and maintain a global container ship segment strategy in line with the vision for the M&O business and at least annually, promulgate the segment strategy and plan with the Marine & Offshore Leadership Team and the M&O sales community.
  • Work with a wide group of cross-functional and cross group stakeholders including sales, marketing, commercial, finance, and operations, to develop, deliver and maintain a global segment strategy plan to achieve the objectives with an outlook of 1, 3 and 5 years.
  • Evaluate first-hand the technical and operational customer needs with the aim to differentiate Lloyd’s Register from the competition and help steer the strategy and investment into the segment.
  • Ensure the Area Long Range Plans are aligned and consistent with the global segment strategy and are reviewed and updated annually.
  • Identify, analyse and interpret market trends and challenges that will impact the segment strategy or tactical plans. Monitor the competitiveness of any existing or new related products and services launched to market.
  • Identify the target key projects that underpin the success of the segment strategy in the near and longer term.
  • Ensure for each target key client, an account plan and stakeholder engagement plan are created, periodically reviewed and maintained in Salesforce.
  • Ensure critical market data is used to understand and maximise the growth potential of our target key accounts.
  • Develop and own all campaign sales targets for major container ship related projects in marine new construction.
  • Support strategic bids within the Areas by developing relationships with relevant external stakeholders and attending key client meetings to demonstrate Lloyd’s Register’s deep domain expertise within the container ship  segment.
  • Participate, co-ordinate and, where applicable, lead business development focus groups and ad-hoc meetings for the setting of segment sales strategies to achieve a targeted opportunities.
  • Understand the current revenue generation for our key accounts within the segment.
  • Work with the Global Lead, Shipping Markets to strengthen targeted relationships with broader marine stakeholders, including charterers, finance and insurance.
  • Ensure LR continues to nurture and maintain experience in new building technical specification reviews for ship owners relating to container ships.
  • Engage with the M&O Innovation and Product Management team to create robust investment cases for products, services and/or innovation projects that will solve specific customer needs within the segment, which will result in a positive commercial benefit for Lloyd’s Register in line with the segment strategy.
  • Collaborate with the marketing function to refresh and enhance Lloyd’s Register’s value proposition, messaging framework and target clients for the segment.  Co-develop go to market strategies in order to support related products and propositions at every stage of the customer lifecycle.
  • Represent and promote Lloyd’s Register within the segment at conferences, associations, forums and other key events internationally by ensuring value is added both as a speaker, or by having LR as a content-contributing member.
  • Driven by stakeholder engagement plans, establish relationships with representatives of asset owners, charterers, designers, builders, cargo containment suppliers and OEMs at all levels of seniority to understand their challenges, issues and needs.
  • Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards.

 

To be considered

  • A degree or equivalent from a tertiary organisation recognised by LR within the relevant field of engineering or physical science, or qualifications from a marine institution or relevant sea-going experience as a certificated ship's officer.
  • Minimum of 5 years’ experience within the marine & offshore sector, with a thorough understanding of the container ship supply chain to be able to manage commercial focus and elicit new business.
  • Membership of an appropriate professional institution, with a chartered or incorporated engineer status preferred.
  • Self-directed, and takes initiative to identify solutions without waiting for direction.
  • Excellent verbal and written communication skills and the ability to interact professionally with a diverse group of stakeholders, senior managers, and subject matter experts and clients.
  • Able to pro-actively build and drive the development of a network of key relationships internally and externally.
  • Ability to understand and assess complex and sometimes unfamiliar situations, visualise solutions and see through to resolution.
  • Strong commercial awareness.  Ability to develop strategic and execute action plans based on input from key persons.
  • Demonstrate professional people skills and promote a team working environment across the area of business.
  • Demonstrate motivational skills in directing colleagues to achieve business objectives.
  • Flexible approach to adjust role as the position develops.

 

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