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Key Account Manager

2 weeks ago

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

About Lloyd's Register

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We are a leading international technical professional service provider and a leader in classification, compliance, and consultancy services to the marine and offshore industry. Our mission is to help our customers design, construct, and operate their assets to the highest levels of safety and performance.

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Job Description

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We are seeking an experienced Key Account Manager to join our team as a Strategic Commercial Relationship Lead. The successful candidate will be responsible for developing deep understanding of client's business strategies, markets, competitive landscape, and develop One-LR key account strategy for assigned clients.

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The ideal candidate will have significant knowledge and understanding of business strategy and goal setting and implementation, with experience on LNG and/or containerships highly preferred. Previous experience in Classification Society on Commercial Role is considered an advantage.

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As a Strategic Commercial Relationship Lead, you will be responsible for crafting client-focused strategies that deliver positive impact for clients, leading to sustainable and profitable growth for LR. You will also create bundled solutions to meet express and tacit client needs for key accounts, engaging cross-company teams as required.

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The successful candidate will have strong commercial awareness, ability to research and analyse market dynamics, and interpretation of data. They will also have 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.

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We offer a permanent contract, full-time employment, and 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.

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If you are a commercially savvy, naturally gifted relationship builder who thrives on delivering impactful results, join us to shape the future of maritime safety and performance.

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What We're Looking For

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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.\