Client Relationship Director

4 days ago

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

About Lloyd's Register

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Lloyd's Register is a leading international technical professional service provider, delivering classification, compliance, and consultancy services to the marine and offshore industry.

Our mission is to shape the future of maritime safety and performance, helping to design, construct, and operate assets to the highest levels of safety and performance.

Lloyd's Register is committed to developing an inclusive and safe workplace that embraces and celebrates diversity, striving to ensure that all applicants experience equality of opportunity and fair treatment.

Job Description

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This role is accountable for maximising retention and building and delivering tailored strategies for growth from assigned Strategic Key Accounts.

The successful candidate will be responsible for identifying new business opportunities and leading the collaboration effort with internal stakeholders to identify and realise cross-stream business opportunities.

Key responsibilities include:

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  • Developing a deep understanding of the client's business, strategies, markets, competitive landscape, and developing a One-LR key account strategy for the nominated client(s).
  • Crafting client-focused strategies that deliver positive impact for the client, leading to sustainable and profitable growth for LR.
  • Maintaining a close relationship with the key account Executive Sponsor and senior commercial leaders across LR to maximise benefits and deliver on jointly agreed objectives.
  • Managing and coordinating the building of multi-level relationships between LR and the client organisation.
  • Developing and implementing a relationship management strategy for each strategic account to ensure that relationships are developed and strengthened across all functions and executive levels.
  • Building, maintaining, and communicating a Strategic Key Account plan, including a strategic vision (3-5 years) and short and medium delivery objectives aligned with global strategy.
  • Leading promotion and communication of LR products and services to the client directly via the KAM team, and arranging appropriate visits, presentations, and local/global seminars as required.
  • Monitoring, reporting on, uploading to SFL, and disseminating as appropriate all client meetings and visits, as well as all aspects of competitor activity for the client and general client activity.
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Requirements

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The successful candidate will possess significant knowledge and understanding of business strategy and goal setting and implementation.

Previous experience in a Classification Society on a Commercial Role is considered an advantage.

Fluency in Cantonese is preferred.

Key qualifications include:

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  • 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 to 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.
  • Ability to develop strategic action plans based on input from key persons.
  • Strong team spirit.
  • Strong sense of purpose, direction, and leadership.
  • Demonstrate motivational skills in directing colleagues to achieve business objectives.
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Benefits

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Lloyd's Register offers a permanent contract, full-time employment, and a range of people development programs to support your career growth and personal development.

We also offer a thriving ocean economy, working with a diverse team of professionals who share our goal of making the world a safer place.

About Us

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Lloyd's Register is wholly owned by the Lloyd's Register Foundation, a politically and financially independent global charity that aims to engineer a safer world through promoting safety and education.

Lloyd's Register colleagues and the Lloyd's Register Foundation work together to fund research, foster industry collaboration, and develop action-oriented solutions to make the world a safer place.

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