Maritime Commercial Manager

What we're looking for

We are looking for a results-driven professional to 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.

Key Responsibilities

• 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.

Account Manager

Lloyd's Register

Location: Seattle/ West Coast, United States

What we're looking for

As part of this role, you will manage a set of well established long-term 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 territory analysis
• 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.
• Passenger ship experience along with maritime knowledge

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

#LI-SC1

#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.

Be a part of

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

Want to apply.

Here at Lloyd's Register, we care, we share and we do the right thing in every situation. It's ingrained in our culture and everything we do. We are committed, and continually strive, to lead with our values that empower and enable an inclusive environment conducive to your growth, development and engagement. It doesn't matter who you are, what you have experienced, how you identify, how old you are, where you are from, what your beliefs are or how your brain or body works - the diversity of our colleagues is fundamental to our futures and the changes we can make together. Our inclusive culture allows us to connect together authentically and to be courageous and bold. We don't just talk about our differences, we celebrate them

We are committed to making all stages of our recruitment process accessible to all candidates. Please let us know if you need any assistance or reasonable adjustments throughout your application and we will do everything we possibly can to support you.

If you don't tick every box in these ads, please don't rule yourself out. We focus on hiring people who share our goal of working together for a safer, sustainable, thriving ocean economy.

We care, we share, we do the right thing.

If you have further questions about this role, please contact us at careers@lr.org and we will respond to you as soon as possible.

Diversity and Inclusion at Lloyd's Register:

Together we are one Lloyd's Register, committed to developing an inclusive and safe workplace that embraces and celebrates diversity. We strive to ensure that all applicants to LR experience equality of opportunity and fair treatment, because we believe it is the right thing to do. We hope you do too.

As a Disability Confident Committed Employer, we have committed to:

• ensure our recruitment process is inclusive and accessible.
• communicating and promoting vacancies offering an interview to disabled people who meet the minimum criteria for the job.
• anticipating and providing reasonable adjustments as required
• supporting any existing employee who acquires a disability or long-term health condition, enabling them to stay in work.
• at least one activity that will make a difference for disabled people.

Find out more about Disability Confident at: www.gov.uk/disability-confident

Copyright Lloyd's Register 2024. All rights reserved. Terms of use. Privacy policy.

The Lloyd's Register Group comprises charities and non-charitable companies, with the latter supporting the charities in their main goal of enhancing the safety of life and property, at sea, on land and in the air - for the benefit of the public and the environment. (Group entities).

---