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Business Development Manager

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Date: 28-May-2021

Location: US US

Company: Lloyds Register

Job ID:33096
Location:[[location]] 
Position Category:Business Development
Position Type:Employee Regular

 

We are currently searching for a Business Development Manager (remote), ideally based in California, Arizona, or Nevada to support our Americas Inspection Services Team. This is a highly visible, client-facing role which will manage an array of existing accounts and attain new business in order to grow our client base and achieve high sales targets.

 

The successful candidate will actively promote LR’s products and services to generate new business and leverage existing client relationships by ensuring excellent service delivery, client satisfaction, and retention. You should be able to provide examples of sales achievements and successful collaboration with internal and external stakeholders.

 

You will:

  • Develop profitable and sustainable sales growth plan for assigned and new accounts in order to achieve/exceed agreed sales targets. Lead sales efforts for Inspection services in the Texas and Louisiana Gulf Coast; this would include customer identification, stakeholder management, proposal creation, and closing the deal.
  • Liaise with technical delivery teams to ensure their involvement in defining resource capacity/capability and proposal/bid preparation.
  • Develop a thorough understanding of your clients’ business to create a clear value proposition for assigned accounts.  Implement an appropriate account management strategy to ensure proactive action through the cross-selling of our full range of professional services with viable solutions to meet their needs.
  • Maintain thorough understanding of the clients’ end use markets, their important customers, and their main competitors and share this understanding with the wider sales and customer service team.
  • Establish and maintain strong working relationships with customer services and technical delivery teams, agree and review service level agreements and KPI’s to ensure the successful delivery of services to your clients.
  • Follow up leads received from technical delivery/customer service teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.
  • Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.
  • Keep strong communication lines open with other sales colleagues, account managers and business development community across Energy and the wider LR Group.
  • Determine clients’ future needs and provide detailed client feedback to relevant departments with regard to product requirements and enhancements internally for adequate follow up
  • Manage the CRM plan for managed accounts including overall client satisfaction and profitability so that you can retain and grow the lifetime value of clients including meeting or exceeding sales targets.
  • Monitor and report on all client meetings and visits for each client, including relevant competitor activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.
  • 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.
  • To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.
  • As appropriate, coach technical delivery and customer service teams towards a more client and commercial focus.
  • Contribute to improving the business, protecting and enhancing the reputation of the company, by putting forward new ideas and, when requested to do so, implementing change to meet the future needs of the business.
  • 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 or your team’s 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.

 

You will need:

  • Ideally a degree in engineering/business/marketing or equivalent strong practical experience in manufacturing/ power/downstream/upstream.
  • At least 3-5 years relevant working experience in a sales and client facing role with proven track record of winning new business with OEM’s, EPC’s and Operators.
  • Experience of identifying client and business opportunities, including cold calling.
  • Experience of preparing and submitting bids and tenders to meet client proposals
  • Excellent interpersonal and communication skills with the ability to influence clients and colleagues to deliver excellence
  • Able to work from home and remotely from client locations.
  • Strong commercial awareness - in particular, analysis and interpretation of financial and non-financial information
  • Self-motivated with “can do” attitude and ability to work in a highly technical environment.
  • Experienced user of sales CRM systems like Salesforce
  • Committed to continuous personal development through continually looking for opportunities to improve sales skills
  • Ability to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.
  • Good team player with this skills to work effectively in a global environment with colleagues of different cultures.
  • Ability to coach/mentor colleagues to improve team and organisational performance
  • Excellent IT skills - Word, Excel, Internet, PowerPoint, databases and email- software.
  • Formal sales training like Spin Selling, TACK, Xerox or Miller Heiman a distinct advantage

 

At Lloyd's Register, we're proud of the work we do and the difference we make. Right now, we're looking for talented and ambitious people to help us in continuing to make that difference. Join us in working together for a safer world.

We offer a full benefits package, including Health insurance, 401K with company matching, vacation/sick time/paid holidays, and a unique corporate culture where doing the right thing is highly valued and work-life balance is real.

 

 

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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