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Account Manager - Singapore

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Date: 12-Jul-2021

Location: Singapore, SG, 118222

Company: Lloyds Register

We are currently seeking an Account Manager to join the Commercial team based in Singapore.

 

Reporting to the Account Team Manager, the Account Manager will be playing a critical role in the team to achieve the margin and market share growth of the M&O business, in line with the area Long Range Plan (LRP). This role will personally act as the main point of contact for the assigned group of accounts, focussing on the customer experience to enhance loyalty and build long-term relationships.

 

Key Responsibilities

  • Support the account team manager to routinely review and identify the clients within the territory that represent the greatest opportunities. 
  • Develop a thorough understanding of the assigned accounts clients’ business to articulate a clear ‘why LR’ value proposition that will resonate with the client and the challenges of their key stakeholders.
  • Maintain a thorough understanding of LR’s main competitors in the area and share this understanding as necessary with the area, global and central commercial teams.
  • Develop and maintain account plans for the assigned accounts, that optimise the margin performance for the segment, area, and the global LR business.
  • Provide input and insight into the Sales and Marketing plan (SMP) with the actions necessary to deliver the area Long Range Plan (LRP).   
  • Regularly analyse and expected sales performance based on sales pipeline, individual win rates, market trends, forecasts and competitor activity.
  • Act as the main point of contact for the assigned accounts and work closely with the area client care team and key stakeholders to ensure the client relationship is always managed effectively.
  • Deliver financial and operational performance against agreed budget targets, in line with the expected area contribution to the Marine & Offshore financial plans.
  • 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. 
  • Collaborate extensively and actively engage with the growth product specialists and account managers in different teams or areas to support opportunities and projects as required.
  • Organise frequent executive level engagement with specified clients and ensure strategic relationships are maintained between LR’s senior management and the clients’ senior management.
  • Take accountability for the accuracy and quality of the opportunity and account data input into Salesforce to ensure confidence in the performance reporting and sales forecasts.
  • Report on client meetings and all aspects of competitor activity for each client. Disseminate this information to relevant internal stakeholders and share updates during relevant meetings.
  • Seek and review client feedback, facilitate resolution of complaints promptly, and disseminate lessons learned to service delivery and client care teams as appropriate, in line with GMS and SLAs.
  • Ensure high quality proposals and competitive quotes are produced for the assigned accounts, to expand LR’s existing revenue, market share and relationship with the clients. 
  • Apply commercial acumen in the review of commercial contracts, safeguarding and maximising LR’s position.  Liaise with relevant colleagues as required in the preparation/review stage.
  • Support the Account Team Manager as required and actively participate in events, conferences, and workshops to network and promote LR.

 

Key Requirements

  • A degree from a recognized institution within a relevant field of study.
  • Experience in Account Management in a Marine & Offshore environment with an in depth understanding of sales and client care principles.
  • Strong commercial awareness including the ability to develop strategic action plans based on input from key persons.
  • 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.
  • 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.
  • Enjoyment of building relationships, with the ability to pro-actively drive development of a network of key relationships internally and externally.
  • Flexible approach to adjust role as the position develops.

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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