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Account Manager, NASE

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Date: 24-Nov-2021

Location: Plantation, FL, US, 33324

Company: Lloyds Register

Job ID:34396
Location:Miami : 8151 Peters Road  
Position Category:Management
Position Type:Employee Regular

LOCATION:  This position will require someone to live and work in New Orleans, Louisiana

 

Our newly created Account Management position in the US Gulf of Mexico will be responsible for the fastest growing and highest potential client for LR in the gas supply industry, New Fortress Energy (NFE). With incredibly ambitious plans in midstream terminals for LNG distribution, a small fleet of OSV LNG ISO carriers recently transferred to LR and multimillion dollar offshore projects also awarded to LR, it will be the primary responsibility of this Account Manager securing our prominent position as their preferred class partner, as well as ensuring we capitalize on their amazing growth plans.  Our AM will be embedded in the NFE maritime operations, working directly with their team based in New Orleans, LA. Besides, this AM will be responsible for our biggest American flag owners in the US and will be exposed to the uniqueness of the Jones Act implications in shipping. 

 

 

Job Title:

Account Manager

Grade Title:

Sales/Client Relationship Manager

Grade Level:

4B

Reports To (Title):

Account Team Manager

Business Stream:

Marine & Offshore

Job Holders Name:

 

Version Date:

July 2020

 

Role purpose:

  • To manage a group of accounts to achieve the margin and market share growth of the M&O business, in line with the area Long Range Plan (LRP)
  • To act as the main point of contact for the assigned group of accounts, focussing on the customer experience to enhance loyalty and build long-term relationships.
  • To deliver the assigned sales, revenue, margin and cash targets.

 

Key Responsibilities:

Business Planning

Territory Review: Support the account team manager to routinely review and identify the clients within the territory that represent the greatest opportunity relative to cost to serve.  

Account Segmentation: Support the account segmentation analysis with the account team manager, categorising the accounts within the area into Growth, Strategic, Streamline or Status accounts.

Client Awareness: Develop a thorough understanding of the assigned accounts clients’ business to articulate a clear ‘why LR’ value proposition that will resonate with the client and the challenges of their key stakeholders.

Competitor Awareness: Maintain a thorough understanding of LR’s main competitors in the area and share this understanding as necessary with the area, global and central commercial teams.

Account Planning: Develop and maintain account plans for the assigned accounts, that optimise the margin performance for the segment, area, and the global LR business across the areas and different business streams.  

Sales & Marketing Plan: Under the guidance of the account team manager, provide input and insight into the Sales and Marketing plan (SMP) with the actions necessary to deliver the area Long Range Plan (LRP).   

Sales Forecasting: Regularly analyse and report to the account team manager the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity.

Account, Opportunity and Relationship Management

Customer Centricity: Act as the main point of contact for the assigned accounts and work closely with the area client care team and key stakeholders to ensure the client relationship is managed effectively at all times.

Financial Delivery: Deliver financial and operational performance against agreed budget targets, in line with the expected area contribution to the Marine & Offshore financial plans.

Opportunity Management: Input and regularly update all opportunities in Salesforce, demonstrating model behaviours to promote the effective use of Salesforce.

Bid Leader: Ensure that for all large bids involving multiple internal stakeholders, a bid leader is agreed from the outset, with defined roles and responsibilities understood by the opportunity capture team.  

Sales Collaboration: Collaborate extensively and actively engage with the growth product specialists and account managers in different teams or areas to support opportunities and projects as required.

Stakeholder Mapping: Develop and regularly maintain a stakeholder engagement plan for each assigned account and establish clear metrics and accountability for all internal stakeholders linked to the account plan.

Executive Engagement: Organise frequent executive level engagement with specified clients and ensure strategic relationships are maintained between LR’s senior management and the clients’ senior management.

Data Quality: Take accountability for the accuracy and quality of the opportunity and account data input into Salesforce to ensure confidence in the performance reporting and sales forecasts.

Activity Reporting: Report on client meetings and all aspects of competitor activity for each client. Disseminate this information to relevant internal stakeholders and share updates during relevant sales team meetings.

Feedback Handling: Seek and review client feedback, facilitate resolution of complaints promptly, and disseminate lessons learned to service delivery and client care teams as appropriate, in line with GMS and SLAs.

Account Performance: Track account revenue, margin and sales performance and oversee contract management for assigned accounts, including securing contract renewals.

Debt Control: Manage debt recovery and work with the area accounts payable team to support as required, the collection of payments that are overdue (as applicable) for the assigned accounts.

Proposal Development: Ensure high quality proposals and competitive quotes are produced for the assigned accounts, to expand LR’s existing revenue, market share and relationship with the clients.  

Commercial Contracts: Apply commercial acumen in the review of commercial contracts, safeguarding and maximising LR’s position.  Liaise with relevant colleagues as required in the preparation/review stage.

Industry Presence: Support the Account Team Manager as required and actively participate in events, conferences, and workshops to network and promote LR.

Process Adherence: Ensure the ByD processes are followed as per the GMS. Ensure full adherence to the Commercial Bid Matrix and relevant implementation. .

Professional Integrity: Conduct activities in line with internal procedures, legislation and accreditation schemes, and pursue Continuous Professional Development to maintain a high level of discipline knowledge and awareness.

 

Key Health & Safety Responsibilities:

Assess the risks and work in a safe manner at all times, robustly implementing health and safety rules, instructions and systems and refuse to undertake work that compromises your safety or health.

Report in a timely manner all incidents including near miss and safety observations (NMSO), accidents and injuries and raise any health and safety concerns with your line manager.

 

Role Dimensions:

Number of direct reports:

0

Geographic area of impact:

Specific business area

Size of budget responsible for:

As assigned

Key stakeholders:

Area Commercial Teams, Central Commercial Team, Client Care, Service Delivery and Service Delivery Support

 

Technical / Professional Qualifications / Requirements:

A degree or equivalent from a tertiary organisation recognised by Lloyd's Register within the relevant field of engineering or physical science or qualifications from a marine or nautical institution and relevant sea-going experience as a certificated ship's officer.

Significant experience in Account management field, preferably in Marine & Offshore environment with an in depth understanding of sales and client care principles.

Strong commercial awareness. Ability to develop strategic action plans based on input from key persons.

Strong knowledge of financial, budgetary planning, business planning, reporting and management.

Strong team spirit. Excellent professional people skills to improve performance across the area of business.

Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.

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.

Ability and understanding to participate, communicate, positively contribute and add value in marine & offshore supply chain and technical discussions with clients and LR colleagues alike.

Ability to understand and assess complex and sometimes unfamiliar situations, visualise solutions and see through to resolution.

Enjoyment of building relationships, with the ability to pro-actively drive development of a network of key relationships internally and externally.

Flexible approach to adjust role as the position develops.

 

Our Values:

We care

• We care about the safety of everyone.

• We respect each other and the wider communities we work in.

• We’re passionate about giving back to society, leaving the world a better place than we found it.

We care about each other, our customers and the environment.

We share our expertise

• We strive to be the leaders in our profession with unparalleled expertise.

• We’re committed to quality and work together to find the best solution.

• We’re inquisitive and curious and never stop learning to further our knowledge.

We share our expertise with each other, with our customers and with all of our stakeholders.

We do the right thing

• We’re independent and impartial.

• We show integrity in everything we do.

• We’re brave and courageous and we never compromise on standards or safety.

We do the right thing in every situation.

 

 

Behavioural Competencies (BCs):

Customer Focus

G4 - Works across the business to deliver a seamless customer experience

    • Takes action and ownership to resolve challenges that impact the customer experience
    • Builds long term relationships with customers, internally and externally
    • Shares customer feedback and insights with colleagues to highlight issues, working across boundaries to improve customer experience
    •  Strives to understand the customer’s business, strategy, priorities and challenges
    • Monitors customer satisfaction and implements actions to improve service

Team work

G4 - A key player in building and maintaining a positive team culture

    • Sets a personal example through actively creating a positive, inclusive and safe working environment
    • Recognises and capitalises on team diversity to achieve the best possible results
    • Fosters relationships across functional and areas to share technical expertise and best practice
    • Proactively addresses cross-functional conflicts to find win-win solutions
    • Credits individual contributions and celebrates team accomplishments

Communicating & Influencing

G4 – Demonstrates a range of influencing techniques for positive impact

Professional Expertise

G4 - Actively drives own development to grow within profession, beyond immediate role requirements

    • Role model for professionalism and self-development, taking every opportunity to learn and share insights
    • Proactively seeks on-the-job development, training and feedback opportunities to enhance capabilities
    • Develops and actively manages own career plan with clear development goals
    • Stays up-to-date with new ideas and developments to deepen their knowledge and understanding
    • Supports others to develop their skills and expertise through feedback, delegation, stretch opportunities and self-development

Setting Direction

G4 - Thinks strategically and broadly

    • Champions organisational strategy decisions and sets aligned priorities and goals
    • Regularly reviews and updates goals in the light of changing industry, regulatory and technical priorities
    • Steps back from a situation to see the bigger picture beyond the short-term implications
    • Challenges and goes beyond traditional thinking to enhance strategy, business, performance or ideas
    • Stays curious about future possibilities and considers the impact of future risks and opportunities

Commercial Acumen

G4 - Anticipates and actively seeks to improve return on investment for LR

    • Identifies ways to improve efficiency/effectiveness to add value and reduce our cost base
    • Understands the wider business environment, competition, supply chain and market forces from a commercial perspective
    • Invests time in spotting and winning new opportunities to strengthen our business
    • Looks widely to adopt and adapt ideas from other areas, competitors or other sectors that will yield a return
    • Builds a strong business case behind proposals, weighing up costs, benefits, risks, issues, and return on investment without compromising on health & safety

Problem-Solving

G4 - Solves complex problems

    • Uses a range of tools and techniques to break down complex issues and evaluate potential solutions
    • Thinks inclusively, innovatively and commercially in generating a wide range of solutions and best courses of action
    • Makes sound decisions in the face of ambiguity
    • Shows integrity and accountability for outcomes for decisions made, communicating lessons learned
    • Coaches and empowers others to reach own decisions and solutions, without micro-managing

Delivering Results

G4 - Motivates self and others to achieve results

    • Ensures the team are clear about project goals and timelines, empowering and enabling others to perform at their best 
    • Tackles difficult problems, helping to remove obstacles to success, remaining committed and motivated in adversity
    • Is highly self-motivated and enthusiastic in driving goals forward, continually evaluating and seeking to improve overall performance
    • Takes personal responsibility for results, providing an appropriate balance of challenge and support, and providing timely feedback
    • Deals with underperformance by proactively identifying improvement measures and applying them

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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