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Area Commercial Manager SAMEA

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Date: 25-Nov-2022

Location: Singapore, SG, 138588

Company: Lloyds Register

 

Role purpose:

To effectively lead the Sales & Marketing function across South Asia, Middle East & Africa in order to grow the area Marine & Offshore commercial business through the development of market-based growth strategies supporting the maintenance of core, existing services and clients as well as the identification and definition of the area growth strategy portfolio.

 

Key Responsibilities:

  1. To monitor developments in the industry and Lloyd’s Register’s competitive positioning within SAMEA’s M&O internal/external markets to support the formulation of business/commercial strategies
  2. Lead, manage and develop the sales, client care, marketing, digital data and innovation team which includes recruitment, performance management and training/development of the team
  3. Responsible for ensuring business development targets for both core and new services are set and achieved in line with annual Area and long-range business plans to support the business to meet or exceed its budgeted margin and revenue targets for the core and strategic growth areas
  4. Responsible for implementing change and developments within the SAMEA Area to meet the future business demands to improve Lloyd’s Register’s competitive position and develop selling point capabilities. Includes managing teams to develop and grow a successful pipeline of new products & services while growing new markets & segments that translate into sales at target margins
  5. Evaluate business performance, market positioning, customer feedback and competitor activity, sharing knowledge with internal stakeholders to assist in the achievement of business and resource strategies
  6. Ensure strategic relations are developed and maintained between LR senior management and client senior management
  7. Conduct activities relations are developed and maintained between LR senior management and client senior management
  8. Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards

 

Job Requirements:

  • A degree or equivalent from a tertiary organisation recognised by Lloyd's Register within the relevant field of engineering or physical science or qualifications from a marine or nautical institution and relevant sea-going experience as a certificated ship's officer.
  • Ability to understand and assess complex and sometimes unfamiliar situations, visualise solutions and see through to resolution.
  • Strong commercial awareness. Ability to develop strategic action plans based on input from key persons.
  • Ability and understanding to participate, communicate, positively contribute, and add value in marine technical discussions with clients and LR colleagues alike.
  • Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.
  • Enjoyment of building relationships, with the ability to pro-actively drive development of a network of key relationships internally and externally.
  • A proven ability to work effectively and professionally across different cultural environments
  • 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.
  • Strong team spirit. Demonstrate professional people skills and promote a team working environment across the area of business.
  • Significant experience of successfully managing a team (preferable a large or matrix reporting group) including motivational skills in directing colleagues to achieve business objectives
  • Demonstrated experience of business planning and influencing future business strategies
  • Strong knowledge of financial and budgetary planning
     


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