Client Relationship Manager

Lloyd's Register

Location: Dubai

What We're Looking For

We are looking for an individual who 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)

The candidate will act as the main point of contact for the assigned territory, group of existing accounts, and targeted new accounts, focussing on the customer experience to enhance loyalty and build long-term relationships and deliver the assigned sales, revenue, margin and cash targets.

What We Offer You

The opportunity to work for an organization that has a strong sense of purpose with a mission to engineer a safer and sustainable world.

You will be part of a mission-driven team working at the forefront of maritime decarbonisation. Your work will directly contribute to addressing some of the most critical market failures blocking the adoption of sustainable fuels, helping catalyse a safer, cleaner, and more inclusive global energy transition.

The role

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, categorising 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 And you need to drive 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 optimise 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 and account managers in different teams to support opportunities and projects as required.
• Regularly analyse 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

• 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 organisation 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 organisation, with cross-functional teams as well as internal teams of departments
• Strong team spirit.
• Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.
• 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.
• 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 utilise available technologies to maintain, analyse, and track this data. The data can then be used to predict sales trends and customer behaviours, to boost performance and increase sales.
• Flexible approach to adjust role as the position develops.