Strategic Key Account Manager

Role purpose:

This role is accountable for maximising retention and building and delivering tailored strategy for growth from assigned Strategic Key Accounts. Maintaining and growing the business with assigned Strategic Key Account(s) though aligning understanding and delivery of customer requirements across all Lloyd’s Register’s (LR) functions ensuring each role contributes to creating customer value: embed ‘client centricity’.

Whilst also optimising profitability, reducing cost to serve, focussing on increased penetration through value creation and solutions-based selling, and developing multi- level multi-functional contacts between the client and their LR counterparts. Acting as the Voice of the Customer within Lloyd’s Register, building cross functional teams and leveraging internal relationships to help our key clients meet their strategic objectives, and deliver increased value for the client and LR.

Building and delivering tailored strategies for LR’s largest clients with the biggest market influence and largest future potential to develop and grow LR’s business through bespoke and strategic alignment. Leading the business in developing solutions based on client needs, creating lifetime value as a trusted advisor to LR’s key clients. Working closely with teams and individuals across LR to provide an  exceptional customer experience, KAM builds close relationships with key accounts, thorough account planning and specialised service

Key Responsibilities:

1. Develop a deep understanding of the client’s business, strategies, markets, competitive landscape and develop a One-LR key account strategy for the nominate client(s), including a named account team with clear delivery objectives and accountabilities.
2. Craft client-focused strategies that deliver positive impact for the client, which will lead to sustainable and profitable growth for LR.
3. Create bundled solutions to meet express and tacit client needs for key accounts, engaging cross- company as required, to deliver real business value propositions
4. Maintain a close relationship with the key account Executive Sponsor and senior commercial leaders across LR to maximise benefits and deliver on jointly agreed objectives.   
5. To manage and co-ordinate the building of multi-level relationships between LR and the client organisation.
6. Develop and implement a relationship management strategy for each strategic account to ensure that relationships are developed and strengthened across all functions and executive levels, to manage and mitigate supporters, blockers, decision makers and gatekeepers., to remove single points of failure, build contingency, and to ensure the right level contact is taking place in a managed and proactive way.
7. Build, maintain and communicate a Strategic Key Account plan, including a strategic vision (3-5 years) and short and medium delivery objectives aligned with global strategy, anchored with a cross functional delivery team and clear KPIs and metrics.
8. Identify new business opportunities and lead the collaboration effort with internal stakeholders to identify and realise cross-stream business opportunities ensuring LR is best placed to win.
9. Develop clear commercial strategies that create true ‘win- win’ for all parties and lead to profitable growth in the account(s)
10. Manage conflict at all levels, driving through acceptable outcomes for all parties.
11. To effectively manage a dynamic virtual Strategic Account Team, and bring in skills and competences as required by the changing needs of the client
12. Deploy effective negotiating and selling strategies in the key account and internally, using other resources as required to achieve outcomes
13. Lead promotion and communication of LR products and services to client directly via KAM team, and arrange appropriate visits, presentations and local /global seminars as required.  Working with the Marketing team to develop marketing strategy for key account(s).
14. Monitor, report on, upload to system and disseminate as appropriate all client meetings and visits as well as all aspects of competitor activity for client and general client activity. Understand the analysed patterns of client meetings and develop strategies to act on them.
15. Leverage and incorporate the insights provided by the Insight and Segment teams to improve understanding of the market context, the strategic context and the changing landscape which may affect key account objectives positively or negatively.

Technical Requirements:

• Significant knowledge and understanding of business strategy and goal setting and implementation
• Demonstrable experience of leading Key Accounts; development of Key Account plans and strategies, building and maintaining client relationships, customer focussed mindset
• Ability to research and analyse market dynamics, interpretation of data and determination of likely outcomes and associated actions required
• 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.
• Understanding of and capability to lead Creation of business and financial value propositions
• Ability to understand and assess complex and sometimes unfamiliar situations, visualise solutions and see through to resolution.
• High-level cross-company and partner engagement skills
• 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 all areas of LR
• Strong sense of purpose, direction and leadership
• Demonstrate motivational skills in directing colleagues to achieve business objectives.
• Flexible approach to adjust role as the position develops and grows
• Crucial relationship leader and manager with the client, a high calibre individual, capable of complex engagement at C suite level and through the myriad operational levels of the Global account.
• Evidence of being the Voice of the Customer; interpreting and delivering to client needs

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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