LRQA

Strategic Account Manager

LRQA

full-time

Posted on:

Location Type: Office

Location: Shanghai • 🇨🇳 China

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Job Level

Mid-LevelSenior

About the role

  • Develop profitable and sustainable sales growth at assigned or new accounts in order to achieve/exceed agreed sales targets.
  • Liaise with service delivery teams to ensure their involvement in defining resource capacity/capability and providing proposal/bid preparation support.
  • Develop a thorough understanding of our clients’ business to create a clear value proposition for customers.
  • Implement appropriate account management strategies for designated Accounts to proactively create cross-selling of our full range of Energy services with viable solutions, to meet clients' needs.
  • Maintain thorough understanding of the clients’ end use markets, their important customers, and their main competitors and share this understanding with the wider sales and customer service and operations teams.
  • Establish and maintain strong working relationships with customer services and technical delivery teams to ensure effective quoting and successful delivery of services to your clients.
  • Follow up leads received from technical delivery/customer service teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.
  • Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.
  • Keep strong communication lines open with other sales colleagues, account managers and business development community across Energy and the wider LR Group.
  • Determine clients’ future needs and provide detailed client feedback to relevant departments with regards to product requirements and enhancements.
  • Ensure adequate follow up to client takes place.
  • Manage the CRM plan for designated accounts including overall customer satisfaction and profitability, to retain and grow the lifetime value of clients including meeting or exceeding sales targets.
  • Monitor and report on all client meetings and visits for each client in SalesForce, including relevant competitor activity.
  • Disseminate this information to line manager.
  • Contribute to appropriate sales review meetings.
  • Support and represent Lloyd’s Register at industry events, local seminars and presentations as required.
  • Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as entering all leads/opportunities in Salesforce.
  • Pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.
  • As appropriate, coach technical delivery and customer service teams towards a more client focused and commercial approach.
  • Contribute to protecting and enhancing the reputation of Lloyd's Register and to improving the business, by putting forward new ideas and, when requested to do so, supporting the implementation of change to meet the future needs of the business.
  • Assess the risks and work in a safe manner at all times, robustly implementing health and safety rules, instructions and systems and refuse to undertake or sell work that compromises your or your colleague's safety or health.
  • Report in a timely manner all incidents including near miss and safety observations (NMSO), accidents and injuries and raise any health and safety concerns with your line manager.
  • Strictly follow internal bid procedures (commercial bid notice) and relevant instructions by line managers.

Requirements

  • Ideally a degree in Engineering or equivalent, with strong practical experience in manufacturing/ Automotive power/downstream/upstream Energy sectors.
  • At least 3-5 years relevant working experience in a sales/marketing and client facing role with proven track record of winning new business.
  • Experience of identifying client and business opportunities, including cold calling.
  • Experience of preparing and submitting bids and tenders to meet client proposals.
  • Excellent interpersonal and communication skills with the ability to influence clients and colleagues to deliver excellence.
  • Good commercial awareness - in particular, analysis and interpretation of financial and non-financial information.
  • Strong understanding of sales and marketing principles.
  • Excellent negotiation skills.
  • Self-motivated with “can do” attitude and ability to work in a highly technical environment.
  • Committed to continuous personal development through continually looking for opportunities to improve sales skills.
  • Excellent IT skills - Word, Excel, Internet, Powerpoint, databases and email- software.
  • Experienced user of sales CRM systems like Salesforce.
  • Ability to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.
  • Good team player with skills to work effectively in a global environment with colleagues of different cultures.
  • Ability to coach/mentor colleagues to improve team and organisational performance.
Benefits
  • None stated 📊 Resume Score Upload your resume to see if it passes auto-rejection tools used by recruiters Check Resume Score

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
sales growthaccount managementbids and tenders preparationclient feedback analysismarket intelligence assimilationcommercial awarenessnegotiationsales and marketing principlescontinuous professional developmentrisk assessment
Soft skills
interpersonal skillscommunication skillsinfluenceself-motivatedteam playercoachingproblem-solvingclient-focusedadaptabilitycollaboration
Certifications
degree in Engineeringrelevant industry certifications