Date: 23 Jul 2024
Location: Kuala Lumpur, MY, 50250
Company: Lloyds Register
Job ID:39529
Offshore & Marine Business Development Manager
Lloyds Register
Location: Malaysia, Kuala Lumpur
What were looking for
As part of this role you will create and manage a pipeline of Offshore sales opportunities, including account management where applicable, to achieve market share growth in line with the LR Offshore segment strategy.
You will also act as Marine Account Manager for specified ship owner/operator accounts in Malaysia, having ownership in delivering the assigned sales target and you will be main point of contact for the assigned Offshore sales territory, opportunities and group of accounts, focusing on the customer experience to enhance loyalty and build long-term relationships.
What we offer you
Competitive Salary
The opportunity to work for an organization that has a strong sense of purpose, is values driven and helps colleagues to develop professionally and personally through our range of people development programmes.
The role:
Support line manager to routinely review and identify the Offshore projects/clients within the sales territory that represent the greatest opportunity relative to cost to serve.
Achieve sales targets for new business growth across the LR portfolio of solutions serving the Offshore and Marine markets
Develop and maintain sales plans for the assigned territories/markets that will optimise the margin performance & growth potential for the LR Offshore segment and the global LR business across different LR solutions.
Be accountable for developing effective sales strategies for each opportunity, incorporating win/loss learning and client stakeholder management best practise to optimise the chances of success.
Develop and execute successful contract renewal strategies for assigned projects/contracts/clients.
Support the Offshore Sales Team Manager as directed to actively participate in marketing events, conferences, and workshops to develop sales networks and promote LR.
Act as the main point of contact for the assigned Marine accounts in Kuala Lumpur and aligning activities closely with the LR Strategic Business Partner to ensure that account objectives are achieved.
Be accountable for the accuracy and quality of the opportunity and account data input into Salesforce as the single source of sales truth to ensure confidence in the performance reporting and sales forecasts.
Identify opportunities to grow sales through introducing new products and services to existing clients and identifying new projects/clients to pursue in the assigned sales territory.
Act as the main point of contact for the assigned accounts and work closely with the relevant service delivery teams and key stakeholders to ensure the client relationship is always managed effectively.
Develop a thorough understanding of LRs solution portfolio, to better upsell and cross-sell to customers.
Collaborate extensively with other commercial colleagues, subject matter experts, project managers and service delivery managers in different teams to win sales opportunities and help deliver commercial value, as required.
Support the identification of possible partners, subcontractors and professionals for the purpose of increasing the value of the integrated LR technical and commercial offering to our clients.
Regularly analyse and report the expected sales performance within a period, based on sales pipeline data, individual win rates, Offshore market trends, forecasts and competitor activity, all captured in Salesforce.
Periodically track project revenue and margin and oversee contract management for assigned projects.
What you bring
Significant experience in the Sales or Account management fields, preferably in Marine & Offshore environment with an in depth understanding of sales and client care principles.
Strong ability to forecast and develop sales plans and communicate effectively with others across the organisation with great commercial acumen.
Strong commercial awareness.
Strong solution selling skills.
Be that Trusted Advisor who can help the customer to solve business problems through our services and products.
Strong negotiating skills and practised in negotiation techniques/tactics to influence and persuade, as necessary.
Strong collaboration skills to work with teams across the organisation, with cross-functional teams as well as internal teams of departments.
Thorough understanding of the Offshore Markets and Energy Transition developments to create commercial focus and find the best 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 business.
Be able to use Salesforce or other software to manage and report sales activities confidently.
Strong analytical and quantitative skills that can turn data into insights that power sales.
Ability to utilise available technologies to maintain, analyse, and track this data. The data can then be used to predict sales trends and customer behaviours, to boost performance and increase sales.
Flexible approach to adjust role as the position develops.
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 don't tick every box in these ads, please don't 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 at [Confidential Information] and we will respond to you as soon as possible.
Diversity and Inclusion at Lloyd's 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 vacancies offering an interview to disabled people who meet the minimum criteria for the job.
anticipating and providing reasonable adjustments as required
supporting any existing employee who acquires a disability or long-term health 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: www.gov.uk/disability-confident
The Lloyd's 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).
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