Senior Offshore Account Manager Rif. 34/2021 (MI)

We are a leading international provider of classification, compliance & consultancy services to the marine & offshore industry, helping our customers design, construct & operate their assets to the highest levels of safety & performance.

We are shaping the industry’s future through the development of novel & innovative technology for the next generation of assets, while continuing to deliver solutions for our customers every day.

You will: Our Marine & Offshore is a recognised, world-leading professional compliance and advisory services organisation in O&G market covering upstream, midstream and downstream sectors. We specialise in compliance services & expert advice across a broad spectrum of standards, schemes & business improvement services.

In Offshore Services, we certify the project compliance with applicable regulatory and statutory frameworks and with LR Rules for Offshore Units and recognised codes, standards & regulations. We also partner with companies to provide tailored high-quality 3rd part surveillance and risk & engineering advisory services to O&G operator, EPCs and vendors.

The aim of the job:

• to manage a group of accounts to achieve the margin and market share growth of the M&O business, in line with the area Long Range Plan (LRP);

• to act as the main point of contact for the assigned group of accounts, focusing on the customer experience to enhance loyalty and build long-term relationships;

• to deliver the assigned sales, revenue, margin and cash targets;

• to assist coordinate a group of account managers not fully dedicated to O&G market.

In details, you will:

• Support the Area Business Development Manager to routinely review and identify the clients within the territory that represent the greatest opportunity relative to cost to serve.

• Support the Area LR commercial and marketing teams (not fully dedicated to O&G sector) to develop strategies and initiatives that are aligned to and focus on driving growth.

• Support the account segmentation analysis with the account team manager, categorising the accounts within the area into Growth, Strategic, Streamline or Status accounts.

• Develop a thorough understanding of the assigned key accounts clients’ business to articulate a clear ‘why LR’ value proposition that will resonate with the client and the challenges of their key stakeholders.

• Maintain a thorough understanding of LR’s main competitors in the area and share this understanding as necessary with the area, global and central commercial teams.

• Develop and maintain account plans for the assigned accounts, that optimise the margin performance for the segment, area, and the global LR business across the areas and different business streams.

• Drive key client retention, renewals, upsells and client satisfaction.

• Under the guidance of the Area Business Development Manage, provide input and insight into the Sales and Marketing plan (SMP) with the actions necessary to deliver the area Long Range Plan (LRP).

• Regularly analyse and report to the account team manager the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity.

• Act as the main point of contact for the assigned accounts and work closely with the area client care team and key stakeholders to ensure the client relationship is managed effectively at all times.

• Deliver financial and operational performance against agreed budget targets, in line with the expected area contribution to the Marine & Offshore financial plans.

• Input and regularly update all opportunities in Salesforce, demonstrating model behaviors to promote the effective use of Salesforce.

• Ensure that for all large bids involving multiple internal stakeholders, a bid leader is agreed from the outset, with defined roles and responsibilities understood by the opportunity capture team.

• Collaborate extensively and actively engage with the growth product specialists and account managers in different teams or areas to support opportunities and projects as required.

• Stakeholder Mapping: Develop and regularly maintain a stakeholder engagement plan for each assigned account and establish clear metrics and accountability for all internal stakeholders linked to the account plan.

• Organise frequent executive level engagement with specified clients and ensure strategic relationships are maintained between LR’s senior management and the clients’ senior management.

• Take accountability for the accuracy and quality of the opportunity and account data input into Salesforce to ensure confidence in the performance reporting and sales forecasts.

• Report on client meetings and all aspects of competitor activity for each client. Disseminate this information to relevant internal stakeholders and share updates during relevant sales team meetings.

• Focus on ensuring we maintain superior customer service levels, operational excellence and strategic insight

• Feedback Handling: Seek and review client feedback, facilitate resolution of complaints promptly, and disseminate lessons learned to service delivery and client care teams as appropriate, in line with GMS and SLAs.

• Track account revenue, margin and sales performance and oversee contract management for assigned accounts, including securing contract renewals.

• Manage debt recovery and work with the area accounts payable team to support as required, the collection of payments that are overdue by 90 days or more for the assigned accounts.

• Proposal Development: Ensure high quality proposals and competitive quotes are produced for the assigned accounts, to expand LR’s existing revenue, market share and relationship with the clients. Support the account team manager as required and actively participate in events, conferences, and workshops to network and promote LR.

• Ensure the ByD processes are followed as per the GMS and the full service scope that has been contracted with the client is clearly documented and communicated to the service delivery teams.

• Conduct activities in line with internal procedures, legislation and accreditation schemes, and pursue Continuous Professional Development to maintain a high level of discipline knowledge and awareness.

• Represent LR in external events

You will need

• A degree or equivalent from a tertiary organisation recognised by Lloyd's Register within the relevant field of engineering or physical science or qualifications from a marine or nautical institution and relevant sea-going experience as a certificated ship's officer.

• Proficiency in the English Language commensurate with the work

• Significant experience in Key Account management field and relationship network, preferably in O&G environment with an in depth understanding of sales and client care principles.

• Significant experience in leading an Account management team or Sales team in a virtual/international context, preferably in O&G environment.

• Significant negotiation skills to secure accounts at a profit.

• Strong commercial awareness. Ability to develop strategic action plans based on input from key persons.

• Strong knowledge of financial, budgetary planning, business planning, reporting and management.

• Strong team spirit. Excellent professional people skills to improve performance across the area of business.

• Thorough understanding of the O&G 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.

• Ability and understanding to participate, communicate, positively contribute and add value in marine & offshore supply chain and technical discussions with clients and LR colleagues alike.

• Ability to understand and assess complex and sometimes unfamiliar situations, visualise solutions and see through to resolution.

• Enjoyment of building relationships, with the ability to pro- actively drive development of a network of key relationships internally and externally.

• High emotional intelligence with strong awareness of cultural differences within the countries; Demonstrate motivational skills in directing colleagues to achieve business objectives.

• Ability to embrace diversity and delegate and capitalise on the strengths of the team, proven track record of creating a culture of learning and development.

• Flexible approach to adjust role as the position develops.

• Knowledge of standard IT programmes, Salesforce and comfortable in using proprietary software for business processes

Who we are: LR is a professional services company specialising in engineering & technology solutions that improve the safety & performance of complex, critical infrastructure. Our technical expertise is supported by more than 258 years of heritage from our beginnings as a marine classification society. We now operate across multiple industry sectors in over 75 countries employing 6,745 employees supporting 60,000 customers.

Type of contract: Permanent Hour/week.: 37.5 Salary (currency): 90.000€ Further benefits. Car, Lunch Allowance, Travel expenses: Yes

Educational level: Engineering Degree in Science or Naval Engineering Professional experience: At least 10 years of significant experience in Key Account management field and relationship network, preferably in Oil&Gas environment with an in depth understanding of sales and client care principles

Language Skills: English C2 - Computer skills: Knowledge of standard IT programmes, Salesforce and comfortable in using proprietary software for business processes - Driving license: Yes

How to apply: make the application at this link

https://career5.successfactors.eu/sfcareer/jobreqcareer?jobId=33062&company=lloydsregiP

Send to: use the link above to apply and be reviewed by the Hiring Manager e-mail:

Guillaume.tertre@lr.org and CC to eures@afolmet.it