Maritime Strategic Business Development Specialist

5 days ago

Hong Kong, Central and Western District, Hong Kong SAR China Lloyd's Register Full time

About the Role

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Lloyd's Register is a leading international technical professional service provider and a leader in classification, compliance, and consultancy services to the marine and offshore industry. We are seeking an experienced Key Account Manager to join our team as a Strategic Commercial Relationship Lead.

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Responsibilities

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  • Develop deep understanding of client's business strategies, markets, competitive landscape, and develop One-LR key account strategy for assigned clients.\
  • Craft client-focused strategies that deliver positive impact for clients, leading to sustainable and profitable growth for LR.\
  • Create bundled solutions to meet express and tacit client needs for key accounts, engaging cross-company teams as required.\
  • Maintain close relationship with key account Executive Sponsor and senior commercial leaders across LR to maximise benefits and deliver on jointly agreed objectives.\
  • Manage and co-ordinate building of multi-level relationships between LR and client organisation.\
  • Develop and implement relationship management strategy for each strategic account to ensure relationships are developed and strengthened across all functions and executive levels.\
  • Build, maintain, and communicate Strategic Key Account plan, including strategic vision (3-5 years) and short and medium delivery objectives aligned with global strategy.\
  • Identify new business opportunities and lead collaboration effort with internal stakeholders to identify and realise cross-stream business opportunities ensuring LR is best placed to win.\
  • Develop clear commercial strategies that create true 'win-win' for all parties and lead to profitable growth in accounts.\
  • Manage conflict at all levels, driving through acceptable outcomes for all parties.\
  • Effectively manage dynamic virtual Strategic Account Team and bring in skills and competences as required by changing needs of client.\
  • Deploy effective negotiating and selling strategies in key account and internally, using other resources as required to achieve outcomes.\
  • Lead promotion and communication of LR products and services to client directly via KAM team, and arrange appropriate visits, presentations, and local/global seminars as required.\
  • Monitor, report on, upload to SFL, and disseminate as appropriate all client meetings and visits as well as all aspects of competitor activity for client and general client activity.\
  • Leverage insights provided by Insight and Segment teams to improve understanding of market context, strategic context, and changing landscape affecting key account objectives positively or negatively.\
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Requirements

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  • Significant knowledge and understanding of business strategy and goal setting and implementation.\
  • Experience on LNG and/or containerships highly preferred.\
  • Previous experience in Classification Society on Commercial Role considered an advantage.\
  • Fluency in Cantonese preferred.\
  • Demonstrable experience of leading Key Accounts; development of Key Account plans and strategies, building and maintaining client relationships, customer-focused mindset.\
  • Ability to research and analyse market dynamics, interpretation of data, and determination of likely outcomes and associated actions required.\
  • Ability to communicate effectively at different levels within organisations and influence successfully and openly at all levels – both inside our organisation and outside in the business.\
  • Understanding of and capability to lead Creation of business and financial value propositions.\
  • Ability to understand and assess complex and sometimes unfamiliar situations, visualise solutions, and see through to resolution.\
  • High-level cross-company and partner engagement skills.\
  • Strong commercial awareness.\
  • Strong team spirit.\
  • Strong sense of purpose, direction, and leadership.\
  • Demonstrate motivational skills in directing colleagues to achieve business objectives.\
  • Flexible approach to adjust role as position develops and grows.\
  • Crucial relationship leader and manager with client, high-calibre individual capable of complex engagement at C-suite level and through myriad operational levels of Global account.\
  • Evidence of being Voice of the Customer; interpreting and delivering to client needs.\

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