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Business Development Manager

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Date: 20-Jun-2021

Location: Beijing, BJ, CN, 100013 Guangzhou, GD, CN, 510060 Shanghai, SH, CN, 200001

Company: Lloyds Register

Job ID: 32813
Location: China
Position Category: Businesss Development
Position Type: Full Time

Role purpose:

To develop and win business opportunities with target major accounts, build and maintain relationships with existing customers to increase revenue on an annual basis and contribute fully to global business opportunities as part of the bid team.

 

Key Responsibilities:

Develop and implement clear business development strategies for target major accounts to ensure achievement of annual sales targets, building relationships with key individuals and senior decision makers as required

Manage and nurture key relationships with existing customers, to ensure LR is well positioned to grow revenue with them year on year, through the introduction of new products and services

Develop strategies to introduce new products and services into existing customers and new prospects, as part of the business development strategies

Understand complex client problems and develop client solutions for them, underpinned by insights

Work closely with marketing colleagues on the account-based marketing strategies for each account, ensuring all sales follow ups and actions are completed in a timely manner

Contribute to the overall sector growth strategy discussions in LR, ensuring customer requirements and market conditions are considered fully when setting priorities and targets

Contribute fully to any sector specific global opportunities as required, by being an active member of the bid team and managing the input of your area/team as needed

Provide accurate and timely sales and business report forecasts and action plans as required

Maintain comprehensive, up to date records on the company’s CRM system, including records of all calls, emails, meetings, proposals, etc. and the use of task management to set appropriate follow up actions and next steps

 

Key Health & Safety Responsibilities:

Eliminate or minimise employee's exposure to risks by reviewing, regularly, the health and safety risk register, applying appropriate controls, communicating results of risk assessment and ensuring health and safety is considered in the planning and execution of all LR activities.

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.

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.

 

Role Dimensions:

Number of direct reports:

N/A

Geographic area of impact:

National (Country)

Size of budget responsible for:

N/A

Key stakeholders:

Area Sales Manager

Marketing Team

Sales Director

Head of Key Accounts

Service Delivery and Service Delivery Support colleagues

 

Technical / Professional Qualifications / Requirements:

Essential – Demonstrable food sector experience of selling products and services in a comparable role in a B2B environment  

Essential – proven experience of working with national organisations to develop sales solutions underpinned by insights

Essential – experience of managing contracts with annual revenue values of £100k+ with multiple customers

Desirable – knowledge of the business assurance sector

Essential – Demonstrable experience in managing quotations, bids and proposals, including knowledge of pricing strategies to achieve required margin

Essential - Demonstrable experience in working proactively and collaboratively across teams including marketing to achieve growth strategies and targets.

Essential - Knowledge of standard IT programmes, Salesforce and comfortable in using proprietory software for business processes

Essential – experience in preparing and delivering proposal presentations to C Suite audience

 

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):

All 8 Core BCs are applicable to all but managers and colleagues can reposition BCs below to indicate which ones are more critical than others

Customer Focus

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

    • Takes action and ownership to resolve operational and technical 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
       

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

 

Communicating & Influencing

G4 – Demonstrates a range of influencing techniques for positive impact

 

    • Communicates functional/team vision, plans and decisions in a way that engages team members, gaining buy-in and support
    • Sells ideas by linking benefits to needs, i.e. ‘what’s in it for them’, identifying key stakeholders, and building strategies to influence them
    • Identifies and uses the tone, method, channel and content that will have the greatest impact, adapting style and delivery to suit audience
    • Negotiates confidently in difficult situations, maintaining good relationships, and actively applying LR values
    • Communicates credibly in all situations, and is aware of personal impact

 

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 geographic boundaries to share technical expertise and best practice
    • Proactively addresses cross-functional conflicts to find win-win solutions
    • Credits individual contributions and celebrates team accomplishments

 

Professional Expertise

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

    • Is a 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

 

 

 

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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