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Strategic Key Account Manager

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Date: 07-Sep-2022

Location: London, GB, EC3M 4BS

Company: Lloyds Register

To grow the business and optimise the profitability of the assigned Strategic Key Account(s) customer portfolio. Align understanding of and delivery of customer requirements across the operations and add value to the customer.  Accountable for maximising retention and delivering significant growth from assigned Strategic Key Accounts.

 

Build strong relationships at senior levels within the account against the goals agreed in the strategy and maintain a close relationship with the key account Executive Sponsor and senior commercial leaders across LR to maximise benefits and deliver on jointly agreed objectives.   

 

Crucial relationship leader and manager with the client, a high calibre individual, capable of complex engagement at C suite level and through the myriad operational levels of the Global account

 

Responsibilities

  • Develop a deep understanding of the customer business, strategies, markets, competitive landscape and develop a One-LR key account strategy for the nominate client(s).
  • Craft customer-focused strategies that deliver positive impact for customer, which will lead to sustainable and profitable growth for LR.
  • Create offering models for key accounts, engaging cross- company as required, to deliver real business value propositions
  • Ensure strategic relations are developed and maintained between LR senior management and client senior management, leading the engagement from the top.
  • To manage and co-ordinate the building of multi-level relationships between LR and the customer organisation.
  • Build appropriate relationships at senior levels across customer, partners and own business and communicate effectively ensuring you take the team internally and the customer with you.
  • Manage the preparation maintain and review of key account plans, pull together the strategic actions into defined themes which can be communicated to the business and then drive to execution across the business. To deliver on short- and long- term objectives as defined by the relevant Strategic Key Account plan(s).
  • Identify new business opportunities and lead the collaboration effort with Business Division Management to identify and realise cross-stream business opportunities ensuring LR is best placed to win.
  • Develop clear commercial strategies that create true ‘win- win’ for all parties and lead to profitable growth in the account(s)
  • Manage conflict at all levels, driving through acceptable outcomes for all parties.
  • To effectively manage a dynamic virtualStrategic Account Team, and bring in skills and competences as required by the changing needs of the customer
  • Deploy effective negotiating and selling strategies in the key account and internally, using other resources as required to achieve outcomes
  • 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).
  • Monitor, report on, upload to SFLightning 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 analysed patterns of client meetings and develop strategies to act on them.
  • To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness acting as role model for the sales community.

 

To be considered

  • Significant knowledge and understanding of business strategy and goal setting  and implementation
  • Ability to research and analyse market dynamics, interpretation of results and determination of likely outcomes and associated actions required
  • 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.
  • Understanding of and capability to lead Creation of business and financial value propositions
  • Ability to understand and assess complex and sometimes unfamiliar situations, visualise 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 team spirit. Demonstrate professional people skills and promote a team working environment across the all areas of LR
  • 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

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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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