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Regional Business Development Manager - Fuel Testing

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Date: 16-Nov-2021

Location: ROTTERDAM, NL, 3062 MB Hamburg, DE, 20457

Company: Lloyds Register

Job ID:34384
Location:Rotterdam : KP van der Mandelela, Hamburg : Überseeallee 10  
Position Category:Business Development
Position Type:Employee Regular


Regional Business Development Manager - Fuel Testing

Rotterdam or Hamburg (other European locations can be considered)


We are a leading international provider of classification, compliance & consultancy services to the marine & offshore industry, helping our customers design, construct & operate their assets to the highest levels of safety & performance. We are shaping the industry’s future through the development of novel & innovative technology for the next generation of assets, while continuing to deliver solutions for our customers every day.


The Role

Perform appropriate targeting analysis to agree and set targets with sales leadership. Direct selling of marine fuel testing services; lead the region in performing Sales Management against targets to attain new business and retain and develop specified clients in accordance with the Operating Principles for Sales. Promote LR, its products and services as directed.


You will:

  • Responsible for general client care and ensuring high levels of service provision. To be the main point of contact for the client as well as establishing personal contact with key influencing personnel.
  • To understand and build relationships with the network of other specialist employees to achieve effective specialist knowledge transfer and application.
  • Ensure strategic relations are developed and maintained between LR senior management and client senior management.
  • Prepare and maintain an Account Plan for each client which will involve how to effectively manage the relationship and research to establish knowledge of a client such as business strategy, company structure, hierarchy and identity of decision makers and influencers.
  • Achieve agreed BD targets to protect and grow business with specified clients for North Europe region sales value of £3.6mill
  • Where directed, to manage assigned accounts to ensure that commercial and performance levels are being achieved.
  • Undertake necessary documentation, data, administration and communication activities needed to successfully support LR country client managers in own area, and support with visits/training as required.
  • Identify new business opportunities with specified clients and update Salesforce accordingly.
  • Manage queries and problems for the client relating to all areas of the business and support Service delivery (SD) team in whatever out of routine enquires that are received.
  • Disseminate relevant up to date technical information.
  • Promote and communicate LR GMT products and services (eg FOBAS, BQS) to clients directly and through account managers as required, and arrange appropriate visits, presentations and local seminars. This includes proposal preparation and presentation, conferences, exhibitions and client training.
  • Monitor, report on, upload to SF and disseminate as appropriate all client meetings and visits as well as all aspects of competitor activity for each client and general client activity. Ensure meetings are well managed and that actions are correct
  • Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards.
  • To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.


You will need:

  • 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.
  • Membership of an appropriate professional institution (I. Eng or equivalent).
  • 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, 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, 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.
  • Strong commercial awareness.
  • Strong team spirit. Proving strong team player and promote a team working environment across the area of business.
  • Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.
  • Build and maintain strong working relationship with service delivery colleagues to achieve business objectives.
  • Flexible approach to adjust role as the position develops.




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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