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Sales Manager, Maritime Client Training

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Date: 04-Aug-2022

Location: Rotterdam, NL, 3068 AX

Company: Lloyds Register

Job ID:36804
Location:Rotterdam : George Hintzenweg 77  
Position Category:Business Development
Position Type:Employee Regular

Sales Manager Maritime Client Training

Rotterdam (Netherlands) or North Europe

 

Are you a Sales Manager with a passion for client training delivery?

Then working as a Sales Manager for Lloyd’s Register is something for you!

We will offer you a challenging job opportunity and the possibility to develop yourself and realise your ambitions.

 

Bring your excellent sales and commercial skills to our European Sales Teams, working to maintain our global reputation for excellence, by driving sales growth of Maritime Client Training Services.

We are a complex global business that's continually evolving our practices and infrastructure, and we need to add a Sales Manager to the growing Sales team. Our future growth depends on your ability to win new business from clients seeking our training services. Using your proven sales skills with potential clients, you will be required to develop sales enquiries through proactive calling and account management, lead creation and appointment setting to generate new, profitable business for Lloyds Register in new and existing accounts.

Role Summary:

As part of your role, you will achieve set sales targets on a given geographic territory by developing new business from potential sales enquiries and account management. You will also proactively lead generation and client engagement to maximise growth of clients for Lloyds Register in existing or new customers.

Your client-driven outlook combined with your commercial and communication skills will continually drive the growth of sales. You will be part of a busy, professional and highly motivated Sales team.

Main Responsibilities:

  • Generate sales in a field-based role to effectively interface with potential new customers in order to identify and generate new and profitable business for LR to meet its growth strategies and targets.
  • Identify and build excellent client relationships through proactive communication and action to fulfil client expectations and meet personal annual sales target.
  • Identify direct sales of Training services from existing clients. 
  • Identify and issue quality proposals in line with regional and global sales strategy and targets and adhering to Training Services agreed contractual conditions and processes.
  • Qualify and respond to all leads and opportunities for new clients provided in line with timescales and processes.
  • Provide regular reports, KPI’s and data to assist with the forecasting and reporting of Sales and Training Services performance against targets to support in the initiation and delivery of appropriate actions.
  • Provide information, feedback and sales support to assist with the efficient and effective coordination of Sales across all departments to ensure own and others’ compliance to policies and processes.
  • To manage projects within a discipline and ensure they are in accordance with quality system requirements, cost structures and budgetary/contractual requirements.
  • To assess/ recommend the time/value of the work to be undertaken for an internal/external client within an agreed fee/cost structure.
  • Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards.
  • Pursue continuous professional development and maintain a high degree of discipline knowledge and awareness.
  • Mentor/coach other employees, as appropriate, to achieve effective knowledge transfer and application.
  • Make recommendations based on internal/external client feedback to assist in service delivery improvement and to help build the business.
  • Provide specialist support/advice within a discipline to internal/external clients.
  • Produce the deliverable within the agreed broad parameters in an appropriate format and take responsibility to review other employee’s work as appropriate.
  • Discuss/ present the deliverable with the internal/external client up to senior level and be able to suggest alternative solutions where appropriate.
  • Undertake administration as required in line with current processes and procedures.
  • Territory Review:
    • Support the area commercial manager to routinely review and identify the clients within the territory that represent the target clients for growth of data and digital products.
  • Client Awareness:
    • Develop a thorough understanding of the targeted clients’ business as relates to MPS Training
  • Sales & Marketing:
    • Under the guidance of the area commercial manager, provide input and insight into the Sales and Marketing plan (SMP) with the actions necessary to deliver the area Long Range Plan.
    • Achieve the sales (annual and total contract value), margin and market share growth of the MPS Training business, in line with the area Long Range Plan (LRP).
    • Support all Training related activities in the area.
    • Drive a commercial intensity culture within the team, focussing on the growth of Training Solutions  to increase LR’s value added solutions.
    • Actively contribute to innovation ideas pipeline with new concepts that can be put forward for New Product Development (NPD), in line with the NPD process.
  • Sales Forecasting:
    • Regularly analyse and report to the area commercial manager the expected sales within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity.
  • Sales Collaboration:
    • Collaborate extensively and actively engage with the growth product sales specialists in different areas to learn and support opportunities and projects as required.
    • Collaborate extensively with the central Growth Initiatives Leader, M&O Innovation Team, Training to drive product and system sales through either co-creation activities or direct business to business selling.
  • 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.
    • Manage the bid and personally undertake specific sales activity for large target opportunities. 
  • Service Delivery:
    • Ensure operational management, coordination of service delivery of contracted Training Services within the Area by MPS Training Services Coordinator(s).

 

Key Health & Safety Responsibilities:

  • 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.
  • 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.
  • Manage your own and your team's 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 behaviours in the workplace, taking appropriate corrective and preventative action as necessary and suggesting and implementing improvement activities.

 

Required Qualifications:

  • A degree or equivalent from a tertiary organisation recognised by Lloyd's Register within the relevant field or Marine Engineer.
  • Significant experience in product sales, preferably in Marine & Offshore environment with an in depth understanding of sales.
  • Experience in face-to-face sales, delivering presentations to clients and leading client meetings.
  • Experience of communicating and collaborating with stakeholders in preparation of client proposals working with Sales teams in a virtual/international context.
  • Strong commercial awareness. Ability to develop sales plans based on input from key persons.
  • Knowledge of financial, budgetary planning, business planning, reporting and management.
  • Proven previous leadership experience in directing colleagues to achieve business objectives.
  • 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.
  • Selling, account management and negotiation skills, including upselling into existing accounts.
  • The ability to multitask, organise work effectively, manage pipeline effectively and meet deadlines
  • 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.
  • Ability to build relationships and pro-actively drive development of a network of key relationships internally and externally.
  • Excellent command (written and oral) in English language using relevant professional terminology.
  • Computer literacy with Microsoft products including excel, word and power point and the use of CRM systems.
  • European Driving License.

 

Preferred but not required:

  • Previous experience in a classification society is highly preferred.

 

You are someone who:

  • Communicates in a structured way and has ability to present technical ideas in simple way
  • Has ability to communicate effectively across levels both internally and externally.
  • Has drive for results, solution focused thinking and is keen to take accountability and ownership for delivering customer needs.
  • Can self-manage and prioritize tasks towards achieving goals
  • Demonstrates initiative and proactiveness and has flexibility adjusting your approach when necessary.
  • Has good planning and process management skills (scopes the length and difficulty of tasks; sets objectives and goals; breaks down work into process steps)
  • Has perseverance in the face of obstacles
  • Displays a team spirit, particularly in a multicultural environment and ability to work both independently and as part of a team with colleagues in person and around the world.
  • Is customer focused and driven to achieve excellent customer service.

 

What we offer
We offer you an exciting working environment with intellectual challenges, responsibility and high-level client interaction. An attractive remuneration package will be negotiated with the right candidate.
You will be working in a friendly work environment which is highly productive, collaborative and innovative -- where your voice is heard.

About Lloyd's Register
The Lloyd's Register Group (LR) is an independent risk management organisation that helps to improve our clients' quality, safety, environmental and business performance throughout the world. This is mirrored in our mission statement "working together for a safer world".

LR is a global engineering, technical and business services organisation and a maritime classification society, wholly owned by the Lloyd's Register Foundation, a UK charity dedicated to research and education in science and engineering for the benefit of the community at large.
Our expertise and activities cover Marine & offshore Classification and Marine Performance Services.

Interested?

Are you interested in this job? Apply now via the ‘apply’ button and upload your C.V. and cover letter.

 

If you have any questions regarding this vacancy, you can contact Kalliopi Christopoulou (Corporate Recruiter – South Europe / kalliopi.christopoulou@lr.org).

 

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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The Lloyd's Register Group comprises charities and non-charitable companies, with the latter supporting the charities in their main goal of enhancing the safety of life and property, at sea, on land and in the air - for the benefit of the public and the environment. (Group entities).    

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