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Business Development Manager - Shipping Markets

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Date: 14-Sep-2021

Location: New York, NY, US, 10004

Company: Lloyds Register

Job ID:33878
Location:New York : 50 Broad Street  
Position Category:Business Development
Position Type:Employee Regular

We are a leading international provider of classification, compliance and consultancy services to the marine and offshore industry, helping our customers 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.

 

Location: New York City - Supporting flexible working, this is a work-from-home position.

 

Role Purpose:

This role will act as the external and internal leader for engagement with stakeholders in the commercial shipping value chain across the Americas, and to provide the vision, strategic direction, and delivery of the growth of the sector in the region.  Starting from scratch, you will establish yourself, and  LR as the trusted adviser for charterers, finance providers, and other stakeholders; build an understanding of their business needs; identify collaboration and sales opportunities for LR across both Marine and Offshore and Maritime Performance Services; and oversee and support the delivery of LR services.

You will be collaborating with a wide range of stakeholders to enable the decarbonization and digitalization of the shipping sector.

 

Role Responsibilities:

  • Establish LR as the trusted advisor and technical partner for stakeholders in the shipping value chain beyond LR’s core client base of shipowners, shipyards, and OEMS;  to leverage LR’s technical and regulatory expertise to help them optimize the performance of their shipping operations, and to understand the impact of technology; regulatory developments; decarbonization and digitalization on their business
  • Develop a clear vision for Lloyd’s Register’s engagement in the Area within this sector– the Why, Who, What and When.
  • Establish a baseline of Lloyd’s Register’s performance in the sector and identify the key performance measures to track future success and rate of growth / influence.
  • Identify the key charterers and find opportunities to demonstrate where LR can add value to their business and develop relationships with them.  Build connections with other shipping stakeholders where there is of mutual value – for example finance providers, insurers, traders, brokers, etc...
  • Own the narrative around decarbonization regulations, and technologies, and their impact on the commercial aspects of shipping for your client base.  Be the go-to source of information, advice, and services.
  • Identify suitable opportunities for collaborative projects (JDPs, R&D, etc...) with charterers, bringing in owners, shipyards, technology providers etc... where relevant.
  • Support charterers to monitor and optimize ship efficiency and performance, leveraging LR’s portfolio of Fleet Optimization and Advisory solutions.
  • Support banks, finance providers, and investors to understand and quantify the risks and opportunities posed by new regulations; and new technologies; with a focus on decarbonization.
  • Provide feedback to LR Marine and Offshore and Maritime Performance Services business streams on market trends and new developments that present new opportunities or risks to their business.
  • Engage with the Marine and Offshore Innovation and Product Management team to create robust investment cases for products, services and/or innovation projects that will solve specific sector needs which will result in a positive commercial benefit for Lloyd’s Register.
  • Develop, maintain, and execute 3 to 5 year “Key Account Plans” - working with a wide group of cross-functional stakeholders including marketing, commercial, finance, and operations. Develop the sector vision, strategy and plan with the Global Lead, Shipping Markets, and promulgate with MPS and Marine and Offshore leadership teams.
  • Work closely with Marine and Offshore commercial and Maritime Performance Services Advisory teams in the Americas, and globally to leverage existing relationships; subject matter expertise; and to provide a seamless “one LR” capability to the market.
  • Ensure the Area developed Marine strategies and business plans are aligned and consistent with the sector strategy and are updated annually.
  • Identify the target clients that underpin the success of the Marine New Construction and Transfer of Class strategy in the near and long term – prioritize engagement plans accordingly.
  • Support strategic Marine New Construction bids by leveraging relationships with relevant external client stakeholders and attending key client meetings
  • Represent and promote Lloyd’s Register’s marine business at conferences, exhibitions, and other key events in conjunction with the Area business teams.
  • Conduct activities in line with internal procedures, accreditation schemes, legislation, and industry standards
  • Manage compliance with health and safety rules, instructions, systems, and legal requirements, ensuring employees are suitably trained and adequate resources are available to work safely
  • Monitor and review health and safety performance, observe safety behaviors in the workplace, taking appropriate corrective and preventive action as necessary and suggesting and implementing improvement activities

 

Technical and professional Skills required:

  • A degree or equivalent from a recognized institution within a relevant field
  • Prior career or experience working in the marine industry, preferably with exposure to charterers and commercial shipping operations, and/or shipping finance. 
  • Strong knowledge and understanding of the technical aspects of ship design, construction and/or operations.  Education and/or experience in Naval Architecture, Marine Engineering or equivalent.  Specific experience in ship performance is an advantage.
  • Experience and in depth understanding of classification and the maritime regulatory environment. 
  • Experience of commercial ship operations and chartering is an advantage. 
  • Ability to communicate effectively at different levels within organizations and to influence successfully and openly at all levels – both inside our organization and outside in the business, particularly with senior and non-technical stakeholders.
  • Ability and understanding to participate, communicate, positively contribute, and add value in marine technical discussions with clients and LR colleagues alike
  • Ability to understand and assess complex and sometimes unfamiliar situations, visualize solutions, and see through to resolution
  • Ability to clearly communicate the commercial implications of technical, and often complex situations to both technical, and non-technical audiences. 
  • Enjoyment of building relationships, with the ability to pro-actively drive development of a network of key relationships internally and externally
  • 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
  • Thorough understanding of the marine market manages commercial focus and finds new business opportunities
  • Flexible approach to adjust role as the position develops, and able to adapt to the client’s needs.

 

We care, we share, we do the right thing

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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