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Account Manager
1 month ago
What we’re looking for
Account Manager to cover ship owners/ship managers accounts, developing new building business involving interaction with Ship builders and Ship owners.
As part of this commercial role you will manage a group of assigned and targeted accounts to achieve the margin and market share growth of the LR Maritime business, in line with the Maritime Sales Long Range Plan (LRP) .
You will act as the main point of contact for clients in the assigned territory, group of existing accounts, and targeted new accounts, focusing on ensuring a positive customer experience, enhancing loyalty and building long-term relationships.
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 programs.
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. 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 and you need to drive account profitability. 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 Support the line manager to routinely review and identify the clients within the sales territory that represents the greatest opportunity relative to cost to serve. Achieve 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. 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 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
A degree or equivalent in a relevant field of study, preferably with good understanding of Ship Owner’s business and experience on New Building projects. 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. Good understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities. Strong commercial awareness with ability to develop action plans based on input from key persons. Experience in the Sales or Account management fields, preferably in Marine & Offshore environment with an in depth understanding of sales and client care principles. Be that Trusted Advisor who can help the customer to solve business problems through our services and products. Effective negotiating skills and knowledge of negotiation techniques and tactics to influence and persuade where necessary. Strong ability to forecast and develop account plan, and communicate effectively with others across the organization with great commercial acumen Drive customer retention through researched and known strategies as well as new and innovative strategies Exposure to financial, budgetary planning, business planning, reporting and management. Good 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. Good collaboration skills to work with teams across the organization, with cross-functional teams as well as internal teams of departments Very good proficiency in the English language with ability to use the relevant terminology in the area of expertise. Ability to enabling the team to perform effectively and developing others. Ability to embrace diversity and delegate supporting a culture of learning and development Knowledge of standard MS Office software packages Flexible approach 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 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.
