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Sales Manager India

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Date: 22-Jul-2021

Location: Mumbai, MH, IN, 400059

Company: Lloyds Register

Job ID:33678
Location:Mumbai : India Management Office  
Position Category:Business Development
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.


Business Assurance & Inspection Services


Our Business Assurance business is a recognized, world-leading professional assurance services organization. We specialize in management systems compliance & expert advice across a broad spectrum of standards, schemes & business improvement services to include customized training & assurance. In Inspection Services, we certify safety critical industrial equipment according to recognized codes, standards & regulations. We also partner with companies to provide tailored high-quality inspection services throughout their manufacturing supply chains, making sure equipment is built safely & to their requirements.


Role Purpose:


Lead, motivate and inspire the local Sales team, proactively manage specified accounts and generate new business through the promotion of LR’s products and services. Build key customer relationships, identify business opportunities, negotiate and close business deals within defined geographical locations, sector, service and to act as a role model/ambassador for both the LR values and leadership behaviors.


Key Responsibilities:


  • Lead, motivate and develop an area team 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 with the local Service Delivery and Service Delivery Support teams to ensure delivery of secured work achieves desired client experience levels and retention.   Develop and deliver the strategy and achieve the objectives; to grow market share of Inspection services, in line with agreed business plans, strategies and budgets.
  • Support, coach and mentor (junior) Sales colleagues; helping them in client interactions, meetings/calls, tenders and providing commercial support to them
  • Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.
  • Develop, analyze and report on market intelligence and undertake horizon scanning to develop a thorough understanding of the business environment (Customer's strategy, competitors, product performance, geopolitical environment etc.). Provide recommendations to internal teams to enhance business performance. Invite feedback and build plans based on feedback to improve LR performance to meet area business plans.
  • Follow up leads received from technical delivery/Service Delivery Support teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.
  • Determine clients’ future needs and provide detailed client feedback to relevant departments with regards to product requirements and enhancements. And ensure internally that adequate follow up to client takes place.
  • Ensure that the local CRM/Sales teams develop and execute account strategies and action plans in country/area, to meet or exceed Inspection’s business objectives (income, margin and market share) in line with agreed business plans/strategies and budgets.
  • Prepare, maintain and monitor account plans for major clients to maximize retention and renewals with support from internal teams such as marketing and service delivery. Lead corporate and area level pitches and retendering for large global / area accounts.  Using market analysis, identify new business opportunities and ensure that all new services which are brought to the market are technically and commercially sound.
  • Provide senior level input into and help to develop local strategies, marketing, business development and account management plans, providing recommendations and feedback to enhance business performance as trusted advisor.
  • Lead or support large opportunities for end-users clients in the designated geography of responsibility, e.g. WWI services, in co-operation with and support of global BD Managers, against defined business plans, strategies and budgetary objectives
  • Deliver/exceed agreed individual and team targets for Sales.  Measure, analyze and report on sales performance through forecasts, pipeline, market trends, competitors, and customer satisfaction reports with support from the wider Inspection Marketing team.
  • Monitor and report on all client meetings and visits for each client in SalesForce, including relevant competitor activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.
  • Develop and enhance Lloyd's Register’s profile within the target markets through the strategic relationships and alliances with the relevant regulatory, industry and technical organizations.  Support and represent Lloyd’s Register at industry events, local seminars and presentations as required
  • Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as entering all leads/opportunities in Salesforce.


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.
  • 10+ years relevant commercial work experience with a proven track record of winning business and achieving sales targets.
  • Significant experience in Sales, CRM and Marketing preferably in an Inspection or B-to-B environment with an in depth understanding of sales and marketing principles.
  • Significant experience in leading a Sales and Marketing teams in a virtual/international context.
  • Excellent management and interpersonal skills ability to lead, motivate, coach team members to improve team and organizational performance.
  • Strong commercial awareness - in particular, analysis and interpretation of financial and non-financial information
  • Strategic thinking abilities with analytical skills. Able to articulate and communicate clear strategy, plans and performance reporting
  • Excellent IT skills including MS Office and CRM Systems such as Salesforce
  • Excellent interpersonal and communication skills with the ability to influence clients and colleagues successfully and openly at all levels– both inside our organization and outside in the business (in English and local language).
  • Ability to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.


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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