Account Manager

Account Manager

Lloyd’s Register

Location: Seattle, US preferred (multiple locations considered)

What we’re looking for

As part of this role, you will oversee a portfolio of key and targeted Cruise accounts, driving growth in margin and market share for Lloyd’s Register’s Maritime business. This role is crucial to delivering our Long-Range Plan (LRP) and requires a strategic approach to managing client relationships and fostering new business opportunities. In this position, you will act as the primary point of contact for assigned clients and prospective accounts, ensuring an exceptional customer experience to strengthen loyalty and build long-lasting partnerships. Your ability to understand client needs and offer tailored solutions will be essential in delivering both value to our customers and sustained growth for our business. A core focus of the role will be achieving ambitious sales, revenue, margin, and cash targets. This will involve identifying and pursuing new opportunities within the Cruise sector, while also managing and expanding relationships with existing clients. Collaboration across internal teams will be key to ensuring the delivery of high-quality services and innovative solutions that align with Lloyd’s Register’s strategic goals. The ideal candidate will bring a strong sales and business development background, a strategic mindset, and excellent relationship management skills. If you thrive in a dynamic, client-facing environment and are passionate about delivering impactful solutions.

What we offer you

• 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
• A Full-time permanent role

The role

• 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.
• Support the account segmentation analysis with the line manager, categorising the accounts within the area into Growth, Strategic, or Nurture accounts.
• Support the Development and maintenance account of Strategic Key Account plans for the assigned accounts, that optimise the margin performance & growth potential for the segment, sales territory, and the global LR business across different LR product and service solutions.
• Be accountable for theaccuracy 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 through both introducing new products and services and focusing on closing the sale and you need to drive account profitability.
• Support line manager to routinely review and identify non-Key Account Cruise Clients that represent the greatest opportunity relative to cost to serve.
• Initiate quarter review meetings to analysis LR performance – using key metrics, as agreed with the Strategic Business Parter.
• Develop a thorough understanding of products and service offerings to better upsell and cross-sell to customers
• Collaborate extensively and actively engage with the Strategic Account managers (as applicable and relevant), subject matter experts, advisory sales and account managers in different teams to support opportunities and projects as required.
• Regularly analyse and report to line manager the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity captured in Salesforce.
• Achieving growth and hitting sales targets

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.
• Good Technical knowledge & experience relating to Cruise Ships
• Proven track record for building and developing relationships
• Strong ability to forecast and develop account plan and communicate effectively with others across the organization 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 knowledge of negotiation techniques and tactics to influence and persuade where necessary.
• Strong collaboration skills to work with teams across the organization, with cross-functional teams as well as internal teams of departments.
• Strong and competitive team spirit.
• Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.
• Ability to communicate effectively with at different levels within organizations and to influence successfully and openly at all levels – both inside our organization and outside in the business.
• Be able to use Salesforce or other software to manage accounts confidently.
• Strong analytical and quantitative skills that can turn data into insights that power sales.
• Ability to utilize available technologies to maintain, analyze, and track this data. The data can then be used to predict sales trends and customer behaviors, to boost performance and increase sales.
• Flexible approach to adjust role as the position develops.
• Ability to accommodate overnight travel as required.

You are someone who:

• Is keen to take accountability and ownership for delivering customer needs
• Is able to self-manage and prioritize tasks towards achieving goals
• Is effective at solving problems, trouble-shooting and making timely decisions
• Is flexible and eager to take initiatives
• Communicates in a structured way and has ability to present technical ideas in user-friendly language
• Displays a team spirit, particularly in a multicultural environment
• Responds positively to learning opportunities and is comfortable stepping out of own comfort zone

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