Sales Manager, Maritime Solutions

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.

The Role

• To achieve the sales, margin and market share growth targets for the Maritime Performance Services (MPS) portfolio of solutions, in line with the LR long range plan.
• To deliver the assigned sales targets from existing and new customers, across the Maritime sector.
• To drive a commercial intensity culture within the local Commercial Team, focussing on the sales growth of the MPS portfolio to increase LR’s market share of value-added solutions.
• To manage the sales process and personally undertake sales activities to win large target opportunities, cooperating with marketing colleagues, local account managers, market segment managers and other product sales colleagues.
• Collaborate extensively with the MPS Sales Team, marketing colleagues, and the local Commercial Team members to drive MPS product/solution sales across the Maritime market.
• Identify and pursue digital transformation market opportunities and then develop competitive solutions using the growing portfolio of MPS digital capability.
• Actively contribute to the innovation ideas pipeline with new concepts derived from customer interactions which can be put forward for New Product Development (NPD), in line with the NPD process.

You will:

• Business Planning
• Territory Review: Support the MPS Sales and Area Commercial Manager to routinely review and identify the clients within the territory that represent good targets for growth of MPS solutions.
• Account Segmentation: Support the local Area Commercial Manager during account segmentation exercises, to identify the growth opportunities in existing/new accounts related to MPS solutions.
• Client Awareness: Develop a thorough understanding of the targeted clients’ business including their existing use of consultancy services and their digital transformation strategy
• Competitor Awareness: Maintain a thorough understanding of LR MPS’s main competitors in the Area and share this understanding as necessary with the Area Commercial and central MPS sales teams.
• Sales & Marketing Plan: Under the guidance of the MPS Sales Management Team, provide input and insight into the Area sales and marketing plan with the actions necessary to deliver the Area long range plan.
• Sales Forecasting: Regularly analyse and report to the MPS Sales Management Team the expected sales within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity.
• Technology Sessions: Engage strategic customers in technology roadmap sharing sessions to get feedback and direction on 3-5 years’ technology or product development to ensure alignment of the MPS portfolio strategy.
• Account, Opportunity and Relationship Management
• Commercial Intensity: Work closely with the MPS Sales Management Team and Area Commercial Team for all MPS portfolio related opportunities to ensure that sales activities are always managed effectively.
• Financial Delivery: Deliver financial and operational performance against agreed budget targets, in line with the expected Area contribution to LR Maritime financial plans
• Opportunity Management: Input and regularly update all sales opportunities in Salesforce.com, demonstrating model behaviours to promote the effective use of Salesforce.com to manage the sales pipeline.
• Bid Leader: 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.
• Sales Collaboration: Collaborate extensively and actively engage across the MPS Sales Team and the Commercial Teams in different locations to learn about and support cross-Area opportunities and projects as required.
• Stakeholder Mapping: Ensure a customer stakeholder engagement plan has been created for each targeted sale, with clear accountability for all internal stakeholders linked to the specific sales opportunity.
• Co-Creation Focus: Lead advisory/consultancy/digitalisation workshops with selected key customers ensuring the right collaboration from LR account management, innovation and product teams as necessary.
• Data Quality: Take accountability for the accuracy and quality of the sales opportunity and account data input into Salesforce.com to ensure confidence in the performance reporting and sales forecasts.
• Activity Reporting: Report on client meetings, lead creation and all aspects of competitor activity for each client interaction. Disseminate this information to relevant internal stakeholders and share updates during relevant sales team meetings.
• Feedback Handling: Seek and review client feedback, facilitate resolution of complaints promptly, and disseminate lessons learned to relevant teams as appropriate, in line with LR Business Management System (BMS) and Service Level Agreements (SLA) where in place.
• Proposal Development: Ensure high quality proposals and competitive quotes are produced by the MPS Sales Team to expand LR’s existing revenue, market share and relationship with the clients in the Area.
• 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: Actively identify and participate in Maritime events, conferences, and workshops to network and promote LR, co-ordinating the event with the Area and central marketing team as required.
• Process Adherence: Ensure that the LR Sales, Marketing and Salesforce.com processes are followed and that all other business development activities remain in compliance with LR procedures and processes set out in the LR Business Management System (BMS)
• Professional Integrity: Conduct activities in line with internal procedures, legislation and accreditation schemes, and pursue Continuous Professional Development to maintain a high level of discipline knowledge and awareness.

You will need:

• A degree or equivalent from a tertiary organisation recognised by Lloyd’s Register within the relevant field of engineering or computer sciences.
• Significant experience in Consultancy sales in the Maritime business environment with an in depth understanding of customer buying behaviours.
• Significant experience in leading complex Sales Opportunities in a virtual/international context.
• Strong commercial awareness. Ability to develop successful sales proposals 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 markets and Maritime business environment to identify and pursue 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 Maritime business.
• Ability and understanding to participate, communicate, positively contribute and add value in the Maritime supply chain and technical discussions with clients and LR colleagues alike.
• 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.
• Demonstrate motivational skills in directing colleagues to achieve business objectives.
• Flexible approach to adjust role as the position develops.

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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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