Job ID:41824
Account Manager
Lloyds Register
Location: Singapore
What were looking for
As the main point of contact for the assigned group of accounts you will manage a group of accounts to support the margin and market share growth of the M&O business in line with the area Long Range Plan (LRP). You will focus on the customer experience to enhance loyalty and build long-term relationships while delivering the assigned sales revenue margin and cash targets.
What we offer you
A full-time permanent role
The role
- Territory Review: Support the account team manager to routinely review and identify the clients within the territory that represent the greatest opportunity relative to cost to serve.
- Account Segmentation: Support the account segmentation analysis with the account team manager categorising the accounts within the area into Growth Strategic Streamline or Status accounts.
- 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 LRs 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 & Marketing Plan: Under the guidance of the account team manager provide input and insight into the Sales and Marketing plan (SMP) with the actions necessary to deliver the area Long Range Plan (LRP).
- Sales Forecasting: Regularly analyse and report to the account team 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 managed effectively 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.
- 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 work closely with the growth product specialists and account managers in different teams or areas to support opportunities and projects as required
- Stakeholder Mapping: Develop and regularly maintain a stakeholder engagement plan for each assigned account and establish clear metrics and accountability for all internal stakeholders linked to the account plan.
- Executive Engagement: Organise frequent executive level engagement with specified clients and ensure strategic relationships are maintained between LRs senior management and the clients senior management.
- Data Quality: Take accountability for the accuracy and quality of the opportunity and account data input into Salesforce to ensure confidence in the performance reporting and sales forecasts.
- 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.
- Feedback Handling: Seek and review client feedback facilitate resolution of complaints promptly and disseminate lessons learned to service delivery and client care teams as appropriate in line with GMS and SLAs.
- Account Performance: Track account revenue margin and sales performance and oversee contract management for assigned accounts including securing contract renewals.
- Debt Control: Manage debt recovery and work with the area accounts payable team to support as required the collection of payments that are overdue (as applicable) for the assigned accounts.
- Proposal Development: Ensure high quality proposals and competitive quotes are produced for the assigned accounts to expand LRs existing revenue market share and relationship with the clients.
- Commercial Contracts: Apply commercial acumen in the review of commercial contracts safeguarding and improving LRs position. Liaise with relevant colleagues as required in the preparation/review stage.
- Industry Presence: Support the Account Team Manager as required and take part in events conferences and workshops to network and promote LR
- Process Adherence: Ensure the ByD processes are followed as per the GMS. Ensure full adherence to the Commercial Bid Matrix and relevant implementation. .
- 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.
What you bring
- A degree or equivalent from a tertiary organisation recognised by Lloyds 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 ships officer.
- Experience in Account management field in Marine & Offshore environment with an in depth understanding of sales and client care principles
- Well-developed commercial awareness. Ability to develop strategic action plans based on input from key persons.
- Advanced understanding of financial management budgeting business planning reporting and operations
- Collaborative team spirit. Highly developed people skills that support better results throughout the business unit
- Thorough understanding of maritime regulations role of classification societies the shipping market and marine environment to manage commercial focus and find new business opportunities.
- Ability to communicate clearly across all levels of an organization and to build trust openly and effectively both within our organization and with external business partners
- 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.
- 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 develop a network of key relationships internally and externally with initiative
- Ability to adjust role as the position develops
#LI-KC1
#LI-Hybrid
About us
We are a leading international technical professional service provider and a leader in classification compliance and consultancy services to the marine and offshore industry a trusted advisor to our customers helping to design construct and operate their assets to the highest levels of safety and performance. We are shaping the industrys future through the development of novel and innovative technology for the next generation of assets while continuing to deliver solutions for our customers every day.
Be a part of
Lloyds Register is wholly owned by the Lloyds Register Foundation a politically and financially independent global charity that aims to engineer a safer world through promoting safety and education. For a thriving ocean economy Lloyds Register colleagues and Lloyds Register Foundation work together to fund research foster industry collaboration and develop action-oriented solutions to make the world a safer place.
Want to apply.
Here at Lloyds Register we care we share and we do the right thing in every situation. Its ingrained in our culture and everything we do. We are committed and continually strive to lead with our values that empower and enable an inclusive environment conducive to your growth development and engagement. It doesnt matter who you are what you have experienced how you identify how old you are where you are from what your beliefs are or how your brain or body works the diversity of our colleagues is fundamental to our futures and the changes we can make together. Our inclusive culture allows us to connect together authentically and to be courageous and bold. We dont just talk about our differences we celebrate them!
We are committed to making all stages of our recruitment process accessible to all candidates. Please let us know if you need any assistance or reasonable adjustments throughout your application and we will do everything we possibly can to support you.
If you dont tick every box in these ads please dont rule yourself out. We focus on hiring people who share our goal of working together for a safer sustainable thriving ocean economy.
We care we share we do the right thing.
If you have further questions about this role please contact us atand we will respond to you as soon as possible.
Diversity and Inclusion at Lloyds Register:
Together we are one Lloyds 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.
As a Disability Confident Committed Employer we have committed to:
- ensure our recruitment process is inclusive and accessible.
- communicating and promoting vacanciesoffering an interview to disabled people who meet the minimum criteriafor the job.
- anticipating and providing reasonable adjustments as required
- supporting any existing employee who acquires a disability or long-termhealth condition enabling them to stay in work.
- at least one activity that will make a difference for disabled people.
Find out more about Disability Confident at: Copyright Lloyds Register 2024. All rights reserved.Terms of use..
The Lloyds Register Group comprises charities and non-charitable companies with the latter supporting the charities in their main goal of enhancing the safety of life and property at sea on land and in the air - for the benefit of the public and the environment. (Group entities).
Required Experience:
IC
Employment Type : Full Time
Experience: years
Vacancy: 1
