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Posted: Saturday, February 3, 2018 3:19 PM

Job ID:
Seattle : 1621 114th Avenue SE (LR_L000282)
Position Category:
Business Development
US910061 : Marine Sales (US910061)
Position Type:
Employee Regular
Education Required:See Job Description
Experience Required:See Job Description
Relocation Provided:
Role Overview:
To serve as a key contributor to Americas Marine and offshoreSales and Marketing team, focusing specifically on growing our business through acquisition of new clientsin the North America West geographic area. Conduct appropriate analysis to set sales targets. Successfully meet targets in order to grow our income and client base. Perform best practices in sales management to attain new business. Promote LR and its products and services as directed. Work closely with Service Delivery and Client Care teams to ensure that the client relationship is successful and managed effectively at all times.
Key Responsibilities:
Achieve agreed sales targets to protect and grow business within the assigned geographic area and assist with protecting existing business in collaboration with Client Care.
Identify new business opportunities and update Salesforce accordingly. Use strategic sales techniques to develop winning strategies for complex opportunities and identify new clients with whom to conduct and develop business.
Create an account profile to document client research as a first step in account management and use the account profile to create an amber sheet when the client relationship progresses.
Prepare and maintain an account plan for each new client, which will detail how to effectively manage the relationship and will include research such as client's business strategy, company structure, hierarchy, and identity of decision:makers and influencers.
Promote and communicate LR products and services to clients directly and arrange appropriate visits, presentations, and local seminars as required. This includes proposal preparation and presentation. Maintain involvement in the development of products and understand different levels of marketing.
Monitor, report on, upload to Salesforce, and disseminate as appropriate all client meetings and visits as well as all aspects of competitor activity for each client.
Ensure strategic relations are developed between LR senior management and client senior management. Ensure a successful handover of client management from the Sales team to the Client Care team.
Provide general client care and ensure high levels of service provision early in the client relationship and at other times when requested by the Client Care team.
Conduct analyses of market trends and competitor activity.
Continually analyse and seek to understand client needs and challenges.
Identify new market opportunities, products, and services.
Manage and support creation of proposals and bids and negotiate contracts, including negotiation of any subsequent out:of:contract changes in collaboration with Client Care and Service Delivery.
Mentor and coach other employees to achieve effective knowledge transfer and application.
Transmit cascaded vision internally and externally.
Drive training, structure, recruitment, and succession locally.
Conduct activities in line with internal procedures, accreditation schemes, legislation, and industry standards.
Pursue continuous professional development and maintain a high degree of discipline knowledge and awareness.
Technical/Professional Qualifications and Requirements:
A degree or equivalent from a tertiary organisation recognised by Lloyds Register within a relevant field of study; engineering degree is preferred
Thorough understanding of the shipping market and marine environment as needed to manage commercial focus and find new business opportunities.
Local client base knowledge : ideally local client network established.
Ability to communicate effectively at different levels within organisations and to influence s


• Location: Seattle

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