What are the responsibilities and job description for the Maritime Commercial Manager position at Lloyd's Register?
What we’re looking for
As part of this role, you will manage a set a Strategic Key Accounts along with a portfolio of assigned and targeted accounts, driving margin and market share growth for Lloyd’s Register’s Maritime business. This role will focus on developing new business opportunities, strengthening relationships with existing clients, and serving as the primary point of contact within the assigned territory. The ideal candidate will have a strong sales and business development background, a proven ability to meet revenue and margin targets, and excellent relationship management skills to enhance customer loyalty and long-term engagement. Success in this role will require strategic thinking, collaboration across internal teams, and a deep understanding of the maritime industry to deliver tailored solutions that create value for our clients.
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
Support line manager to routinely review and identify the clients within the sales territory that represent the greatest opportunity relative to cost to serve.
Achieving growth and hitting sales targets
Support the account segmentation analysis with the line manager, categorizing the accounts within the area into Growth, Strategic, or Nurture accounts.
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 through both introducing new products and services and focusing on closing the sale with the goal of driving account profitability.
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 and maintain account plans for the assigned accounts, that optimize the margin performance & growth potential for the segment, sales territory, and the global LR business across different LR product and service solutions.
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, segment teams, and account managers in different teams to support opportunities and projects as required. Collaboration and teamwork is key.
Regularly analyze 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.
Track account revenue, margin and sales performance and oversee contract management for assigned accounts, including securing contract renewals.
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 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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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 industry’s 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.
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