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Global Account Manager

1 month ago

Singapore Lloyd's Register Full time

About the Role

We are seeking a highly skilled Global Account Manager to join our team at Lloyd's Register. In this role, you will be responsible for developing and maintaining strong relationships with our key clients, identifying new business opportunities, and driving revenue growth.

Key Responsibilities

  • Develop a deep understanding of the client's business, strategies, markets, competitive landscape, and develop a One-LR key account strategy for the nominate client(s), including a named account team with clear delivery objectives and accountabilities.
  • Craft client-focused strategies that deliver positive impact for the client, which will lead to sustainable and profitable growth for LR.
  • Create bundled solutions to meet express and tacit client needs for key accounts, engaging cross-company as required, to deliver real business value propositions.
  • Maintain a close relationship with the key account Executive Sponsor and senior commercial leaders across LR to maximize benefits and deliver on jointly agreed objectives.
  • Manage and coordinate the building of multi-level relationships between LR and the client organisation.
  • Develop and implement a relationship management strategy for each strategic account to ensure that relationships are developed and strengthened across all functions and executive levels, to manage and mitigate supporters, blockers, decision makers and gatekeepers, to remove single points of failure, build contingency, and to ensure the right level contact is taking place in a managed and proactive way.
  • Build, maintain and communicate a Strategic Key Account plan, including a strategic vision (3-5 years) and short and medium delivery objectives aligned with global strategy, anchored with a cross-functional delivery team and clear KPIs and metrics.
  • Identify new business opportunities and lead the collaboration effort with internal stakeholders to identify and realise cross-stream business opportunities ensuring LR is best placed to win.
  • Develop clear commercial strategies that create true 'win-win' for all parties and lead to profitable growth in the account(s).
  • Manage conflict at all levels, driving through acceptable outcomes for all parties.
  • Effectively manage a dynamic virtual Strategic Account Team, and bring in skills and competences as required by the changing needs of the client.
  • Deploy effective negotiating and selling strategies in the key account and internally, using other resources as required to achieve outcomes.
  • Lead promotion and communication of LR products and services to client directly via KAM team, and arrange appropriate visits, presentations and local/global seminars as required. Working with the CMO team to develop marketing strategy for key account(s).
  • Monitor, report on, upload to SFL and disseminate as appropriate all client meetings and visits as well as all aspects of competitor activity for client and general client activity. Understand the analyzed patterns of client meetings and develop strategies to act on them.
  • Leverage and incorporate the insights provided by the Insight and Segment teams to improve understanding of the market context, the strategic context and the changing landscape which may affect key account objectives positively or negatively.

About Us

Lloyd's Register is 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.