Account Manager

We are a leading international provider of classification, compliance & consultancy services to the marine & offshore industry, helping our customers design, construct & operate their assets to the highest levels of safety &performance. We are shaping the industry’s future through the development of novel & innovative technology for the next generation of assets, while continuing to deliver solutions for our customers every day.

Role Purpose:

• To manage a group of accounts to achieve the margin and market share growth of the M&O business, in line with the area Long Range Plan (LRP)
• To 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.
• To deliver the assigned sales, revenue, margin and cash targets.

Key Responsibilities:

Territory Review: Support the commercial manager CEA to routinely review and identify the clients within the territory that represent the greatest opportunity relative to cost to serve.

Client Awareness: 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.

Competitor Awareness: 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.

Account Planning: Develop and maintain account plans for the assigned accounts, that optimise the margin performance for the segment, area, and the global LR business across the areas and different business streams.

Sales Forecasting: Regularly analyse and report to the CEA commercial manager the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity.

Account, Opportunity and Relationship Management:

Customer Centricity: 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 effectively managed at all times.

Financial Delivery: Deliver financial and operational performance against agreed budget targets, in line with the expected area contribution to the Marine & Offshore financial plans.

Opportunity Management: Input and regularly update all opportunities in Salesforce, demonstrating model behaviours to promote the effective use of Salesforce.

Sales Collaboration: 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.

Executive Engagement: Organise frequent executive level engagement with specified clients and ensure strategic relationships are maintained between LR’s senior management and the clients’ senior management.

Activity Reporting: 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 sales team meetings.

Account Performance: Track account revenue, margin and sales performance and oversee contract management for assigned accounts, including securing contract renewals.

Commercial Contracts: 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.

Industry Presence: Support the CEA commercial manager as required and actively participate in events, conferences, and workshops to network and promote LR.

Technical / Professional Qualifications / Requirements:

• A maritime related bachelor or master degree within the relevant field of engineering or physical science or qualifications from a marine or nautical institution
• Significant experience in Account management field, preferably in Marine & Offshore environment with an in depth understanding of sales and client care principles.
• Strong commercial awareness. Ability to develop strategic action plans based on input from key persons.
• Strong knowledge of financial, budgetary planning, business planning, reporting and management.
• 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 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.

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.

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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