Account Manager

Job ID:40447
Location:Miami: 900 S Pine Island 
Position Category:Client Management
Position Type:Employee Regular

Account Manager

Lloyd’s Register

Location: Seattle, US preferred (multiple locations considered)

What we’re looking for 

As part of this role, you will  oversee a portfolio of key and targeted Cruise accounts, driving growth in margin and market share for Lloyd’s Register’s Maritime business. This role is crucial to delivering our Long-Range Plan (LRP) and requires a strategic approach to managing client relationships and fostering new business opportunities. In this position, you will act as the primary point of contact for assigned clients and prospective accounts, ensuring an exceptional customer experience to strengthen loyalty and build long-lasting partnerships. Your ability to understand client needs and offer tailored solutions will be essential in delivering both value to our customers and sustained growth for our business. A core focus of the role will be achieving ambitious sales, revenue, margin, and cash targets. This will involve identifying and pursuing new opportunities within the Cruise sector, while also managing and expanding relationships with existing clients. Collaboration across internal teams will be key to ensuring the delivery of high-quality services and innovative solutions that align with Lloyd’s Register’s strategic goals. The ideal candidate will bring a strong sales and business development background, a strategic mindset, and excellent relationship management skills. If you thrive in a dynamic, client-facing environment and are passionate about delivering impactful solutions.

 What we offer you 

• The opportunity to work for an organization that has a strong sense of purpose, is values driven and helps colleagues to develop professionally and personally through our range of people development programmes
• A Full-time permanent role 

   The role 

• Act as the main point of contact for the assigned accounts and work closely with the relevant service delivery teams and key stakeholders to ensure the client relationship is always managed effectively.
• Support the account segmentation analysis with the line manager, categorising the accounts within the area into Growth, Strategic, or Nurture accounts.
• Support the Development and maintenance account of Strategic Key Account plans for the assigned accounts, that optimise the margin performance & growth potential for the segment, sales territory, and the global LR business across different LR product and service solutions.
• Be accountable for the accuracy and quality of the opportunity and account data input into Salesforce as the single source of sales truth to ensure confidence in the performance reporting and sales forecasts.
• Identify opportunities to grow through both introducing new products and services and focusing on closing the sale and you need to drive account profitability.
• Support line manager to routinely review and identify non-Key Account Cruise Clients that represent the greatest opportunity relative to cost to serve.  
• Initiate quarter review meetings to analysis LR performance – using key metrics, as agreed with the Strategic Business Parter.
• Develop a thorough understanding of products and service offerings to better upsell and cross-sell to customers
• Collaborate extensively and actively engage with the Strategic Account managers (as applicable and relevant), subject matter experts, advisory sales and account managers in different teams to support opportunities and projects as required.
• Regularly analyse and report to line manager the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity captured in Salesforce.
• Achieving growth and hitting sales targets

What you bring 

• Significant experience in the Sales or Account management fields, preferably in Marine & Offshore environment with an in depth understanding of sales and client care principles.
• Good Technical knowledge & experience relating to Cruise Ships
• Proven track record for building and developing relationships
• Strong ability to forecast and develop account plan and communicate effectively with others across the organization with great commercial acumen.
• Strong commercial awareness.
• Strong solution selling skills.
• Be that Trusted Advisor who can help the customer to solve business problems through our services and products.
• Strong negotiating skills and knowledge of negotiation techniques and tactics to influence and persuade where necessary.
• Strong collaboration skills to work with teams across the organization, with cross-functional teams as well as internal teams of departments.
• Strong and competitive team spirit.
• Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.
• Ability to communicate effectively with at different levels within organizations and to influence successfully and openly at all levels – both inside our organization and outside in the business.
• Be able to use Salesforce or other software to manage accounts confidently.
• Strong analytical and quantitative skills that can turn data into insights that power sales.
• Ability to utilize available technologies to maintain, analyze, and track this data. The data can then be used to predict sales trends and customer behaviors, to boost performance and increase sales.
• Flexible approach to adjust role as the position develops.
• Ability to accommodate overnight travel as required.
•  

You are someone who:

• Is keen to take accountability and ownership for delivering customer needs
• Is able to self-manage and prioritize tasks towards achieving goals
• Is effective at solving problems, trouble-shooting and making timely decisions
• Is flexible and eager to take initiatives
• Communicates in a structured way and has ability to present technical ideas in user-friendly language
• Displays a team spirit, particularly in a multicultural environment
• Responds positively to learning opportunities and is comfortable stepping out of own comfort zone

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About us 

We are a leading international technical professional service provider and a leader in classification, compliance, and consultancy services to the marine and offshore industry, a trusted advisor to our customers helping to 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.

Be a part of 

Lloyd’s Register is wholly owned by the Lloyd’s Register Foundation, a politically and financially independent global charity that aims to engineer a safer world through promoting safety and education. For a thriving ocean economy, Lloyd’s Register colleagues and Lloyd’s Register Foundation work together to fund research, foster industry collaboration and develop action-oriented solutions to make the world a safer place. 

Want to apply. 

Here at Lloyd’s Register, we care, we share and we do the right thing in every situation. It’s ingrained in our culture and everything we do. We are committed, and continually strive, to lead with our values that empower and enable an inclusive environment conducive to your growth, development and engagement. It doesn’t matter who you are, what you have experienced, how you identify, how old you are, where you are from, what your beliefs are or how your brain or body works – the diversity of our colleagues is fundamental to our futures and the changes we can make together. Our inclusive culture allows us to connect together authentically and to be courageous and bold. We don’t just talk about our differences, we celebrate them! 

We are committed to making all stages of our recruitment process accessible to all candidates. Please let us know if you need any assistance or reasonable adjustments throughout your application and we will do everything we possibly can to support you. 

 If you don't tick every box in these ads, please don't rule yourself out. We focus on hiring people who share our goal of working together for a safer, sustainable, thriving ocean economy. 

We care, we share, we do the right thing.

If you have further questions about this role, please contact us at careers@lr.org and we will respond to you as soon as possible.

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.

   As a Disability Confident Committed Employer, we have committed to:

• ensure our recruitment process is inclusive and accessible.
• communicating and promoting vacancies offering an interview to disabled people who meet the minimum criteria for the job.
• anticipating and providing reasonable adjustments as required
• supporting any existing employee who acquires a disability or long-term health condition, enabling them to stay in work.
• at least one activity that will make a difference for disabled people.

Find out more about Disability Confident at: www.gov.uk/disability-confident

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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).