Account Manager

Job ID:40241
 

Location:  Shanghai 

What we’re looking for 

Account Manager to cover ship owners/ship managers accounts, developing new building business involving interaction with Ship builders and Ship owners.

As part of this commercial role you will manage a group of assigned and targeted accounts to achieve the margin and market share growth of the LR Maritime business, in line with the Maritime Sales Long Range Plan (LRP) .

You will act as the main point of contact for clients in the assigned territory, group of existing accounts, and targeted new accounts, focusing on ensuring a positive customer experience, enhancing loyalty and building long-term relationships.

What we offer you 

The opportunity to work for an organization that has a strong sense of purpose, is values driven and helps colleagues to develop professionally and personally through our range of people development programs. 

The role 

• Act as the main point of contact for the assigned accounts and work closely with the relevant service delivery teams and key stakeholders to ensure the client relationship is always managed effectively.
• Be accountable for the accuracy and quality of the opportunity and account data input into Salesforce as the single source of sales truth to ensure confidence in the performance reporting and sales forecasts.
• Identify opportunities to grow through both introducing new products and services and focusing on closing the sale and you need to drive account profitability.
• Develop and maintain account plans for the assigned accounts, that optimize the margin performance & growth potential for the segment, sales territory, and the global LR business across different LR product and service solutions. 
• Develop a thorough understanding of products and service offerings to better upsell and cross-sell to customers
• Support the line manager to routinely review and identify the clients within the sales territory that represents the greatest opportunity relative to cost to serve. 
• Achieve growth and hitting sales targets
• Support the account segmentation analysis with the line manager, categorizing the accounts within the area into Growth, Strategic, or Nurture accounts.
• Collaborate extensively and actively engage with the Strategic Account managers (as applicable and relevant), subject matter experts, advisory sales and account managers in different teams to support opportunities and projects as required.
• Regularly analyze and report to line manager the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity captured in Salesforce.
• Track account revenue, margin and sales performance and oversee contract management for assigned accounts, including securing contract renewals.

   What you bring 

• A degree or equivalent in a relevant field of study, preferably with good understanding of Ship Owner’s business and experience on New Building projects.
• 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.
• Good understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.
• Strong commercial awareness with ability to develop action plans based on input from key persons.
• Experience in the Sales or Account management fields, preferably
•  in Marine & Offshore environment with an in depth understanding of sales and client care principles.
• Be that Trusted Advisor who can help the customer to solve business problems through our services and products.
• Effective negotiating skills and knowledge of negotiation techniques and tactics to influence and persuade where necessary.
• Strong ability to forecast and develop account plan, and communicate effectively with others across the organization with great commercial acumen
• Drive customer retention through researched and known strategies as well as new and innovative strategies
• Exposure to financial, budgetary planning, business planning, reporting and management.
• Good analytical and quantitative skills that can turn data into insights that power sales.
• Ability to utilize available technologies to maintain, analyze, and track this data. The data can then be used to predict sales trends and customer behaviors, to boost performance and increase sales.
• Good collaboration skills to work with teams across the organization, with cross-functional teams as well as internal teams of departments
• Very good proficiency in the English language with ability to use the relevant terminology in the area of expertise.
• Ability to enabling the team to perform effectively and developing others.
• Ability to embrace diversity and delegate supporting a culture of learning and development
• Knowledge of standard MS Office software packages
• Flexible approach to adjust role as the position develops.

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About us 

We are a leading international technical professional service provider and a leader in classification, compliance, and consultancy services to the marine and offshore industry, a trusted advisor to our customers helping to 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.

Be a part of 

Lloyd’s Register is wholly owned by the Lloyd’s Register Foundation, a politically and financially independent global charity that aims to engineer a safer world through promoting safety and education. For a thriving ocean economy, Lloyd’s Register colleagues and Lloyd’s Register Foundation work together to fund research, foster industry collaboration and develop action-oriented solutions to make the world a safer place. 

Want to apply. 

Here at Lloyd’s Register, we care, we share and we do the right thing in every situation. It’s ingrained in our culture and everything we do. We are committed, and continually strive, to lead with our values that empower and enable an inclusive environment conducive to your growth, development and engagement. It doesn’t matter who you are, what you have experienced, how you identify, how old you are, where you are from, what your beliefs are or how your brain or body works – the diversity of our colleagues is fundamental to our futures and the changes we can make together. Our inclusive culture allows us to connect together authentically and to be courageous and bold. We don’t just talk about our differences, we celebrate them! 

We are committed to making all stages of our recruitment process accessible to all candidates. Please let us know if you need any assistance or reasonable adjustments throughout your application and we will do everything we possibly can to support you. 

 If you don't tick every box in these ads, please don't rule yourself out. We focus on hiring people who share our goal of working together for a safer, sustainable, thriving ocean economy. 

We care, we share, we do the right thing.

If you have further questions about this role, please contact us at careers@lr.org and we will respond to you as soon as possible.

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.

   As a Disability Confident Committed Employer, we have committed to:

• ensure our recruitment process is inclusive and accessible.
• communicating and promoting vacancies offering an interview to disabled people who meet the minimum criteria for the job.
• anticipating and providing reasonable adjustments as required
• supporting any existing employee who acquires a disability or long-term health condition, enabling them to stay in work.
• at least one activity that will make a difference for disabled people.

Find out more about Disability Confident at: www.gov.uk/disability-confident

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