Regional FOBAS & BQS Business Development Manager - Asia

Perform appropriate targeting analysis to agree and set targets with sales leadership. Direct selling of marine fuel testing services; lead the region in performing Sales Management against targets to attain new business and retain and develop specified clients in accordance with the Operating Principles for Sales. Promote LR, its products and services as directed.

Key Responsibilities:

• Responsible for general client care and ensuring high levels of service provision. To be the main point of contact for the client as well as establishing personal contact with key influencing personnel.
• Ensure strategic relations are developed and maintained between LR senior management and client senior management
• Prepare and maintain an Account Plan for each client which will involve how to effectively manage the relationship and research to establish knowledge of a client such as business strategy, company structure, hierarchy and identity of decision makers and influencers.
• Achieve agreed BD targets to protect and grow business with specified clients.
• Undertake necessary documentation, data, administration and communication activities needed to successfully support LR country client managers in own area, and support with visits/training as required.
• Identify new business opportunities with specified clients and update Salesforce accordingly.
• Manage queries and problems for the client relating to all areas of the business and support Service delivery (SD) team in whatever out of routine enquires that are received.
• Disseminate relevant up to date technical information and feedback from clients
• Promote and communicate LR GMT products and services (eg FOBAS, BQS) to clients directly and through account managers as required, and arrange appropriate visits, presentations and local seminars.  This includes proposal preparation and presentation, conferences, exhibitions and client training.

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
• Membership of an appropriate professional institution (I. Eng or equivalent)
• Chartered or incorporated engineer status preferred
• Fluent in English and any appreciation of Chinese (Mandarin).would be an advantage but not essential
• 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 technical discussions with clients and LR colleagues alike. It will be expected that the successful candidate will be sufficiently confident in all basic technical matters of fuel quality and testing within 6 months. This will be supported by intensive training in laboratory environment and with technical support staff
• Ability to understand and assess complex and sometimes unfamiliar situations, visualise solutions and see through to resolution
• Enjoyment of building relationships, with the ability to pro-actively drive development of a network of key relationships internally and externally
• Strong commercial awareness. Ability to develop strategic action plans based on input from key persons
• Strong team spirit. Demonstrate professional people skills and promote a team working environment across the area of business
• Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities