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Senior Sales Manager

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Date: 21-Nov-2021

Location: Shanghai, SH, CN, 200001

Company: Lloyds Register

Job ID: 33813
Location: China 
Position Category: BD
Position Type: Employee Regular

We have recently announced that Business Assurance and Inspection Services + Nettitude will be leaving the LR Group and will become a standalone business (LRQA) under the ownership of Goldman Sachs Asset Management.  It’s an exciting time to join our business as we have ambitious growth plans.  We are looking for talented people to join our business to help build on our strengths and transform our business to be the best partner for our customers.


Key Responsibilities:

  1. Develop profitable and sustainable sales growth at assigned or new accounts in order to achieve/exceed agreed sales targets.
  2. Liaise with technical delivery teams to ensure their involvement in defining resource capacity/capability and providing proposal/bid preparation support.
  3. Develop a thorough understanding of our clients’ business to create a clear value proposition for customers. And implement appropriate account management strategies for designated Accounts, to proactively create cross-selling of our full range of TIC services with viable solutions, to meet clients' needs.
  4. 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 and operations teams.
  5. Establish and maintain strong working relationships with customer services and technical delivery teams to ensure effective quoting and successful delivery of services to your clients.
  6. 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.
  7. Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.
  8. Keep strong communication lines open with other sales colleagues, account managers and business development community across TIC industry and the wider LR Group.
  9. Determine clients’ future needs and provide detailed client feedback to relevant departments with regards to product requirements and enhancements. And ensure internally that adequate follow up to client takes place.
  10. Manage the CRM plan for designated accounts including overall customer satisfaction and profitability, to retain and grow the lifetime value of clients including meeting or exceeding sales targets.
  11. Monitor and report on all client meetings and visits for each client in SalesForce, including relevant competitor activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.
  12. Support and represent Lloyd’s Register at industry events, local seminars and presentations as required.
  13. Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as entering all leads/opportunities in Salesforce.
  14. To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.
  15. As appropriate, coach technical delivery and customer service teams towards a more client focused and commercial approach.
  16. Contribute to protecting and enhancing the reputation of Lloyd's Register and to improving the business, by putting forward new ideas and, when requested to do so, supporting the implementation of change to meet the future needs of the business.
  17. 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 or sell work that compromises your or your colleague's safety or health.
  18. 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.


Technical/Professional Qualifications/Requirements:

  1. Ideally a degree in engineering/business/marketing or equivalent strong practical experience in manufacturing/ power/downstream/upstream.
  2. At least 5 years relevant working experience in a sales and client facing role with proven track record, chemical and renewable sector preferred.
  3. Experience of identifying client and business opportunities, including cold calling.
  4. Experience of preparing and submitting bids and tenders to meet client proposals
  5. Excellent interpersonal and communication skills with the ability to influence clients and colleagues to deliver excellence
  6. Strong commercial awareness - in particular, analysis and interpretation of financial and non-financial information
  7. In depth understanding of sales and marketing principles
  8. Self-motivated with “can do” attitude and ability to work in a highly technical environment.
  9. Experienced user of sales CRM systems like Salesforce
  10. Committed to continuous personal development through continually looking for opportunities to improve sales skills
  11. Ability to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.
  12. Good team player with the skills to work effectively in a global environment with colleagues of different cultures.
  13. Ability to coach/mentor colleagues to improve team and organizational performance
  14. Excellent IT skills - Word, Excel, Internet, PowerPoint, databases and email- software.
  15. Formal sales training like Spin Selling, TACK, Xerox or Miller Heiman a distinct advantage

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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