Offshore & Marine Business Development Manager

**Offshore & Marine Business Development Manager**

**Lloyd’s Register**

**Location: Malaysia, Kuala Lumpur**

**What we’re looking for**

As part of this role you will create and manage a pipeline of Offshore sales opportunities, including account management where applicable, to achieve market share growth in line with the LR Offshore segment strategy.

You will also act as Marine Account Manager for specified ship owner/operator accounts in Malaysia, having ownership in delivering the assigned sales target and you will be main point of contact for the assigned Offshore sales territory, opportunities and group of accounts, focusing on the customer experience to enhance loyalty and build long-term relationships.

**What we offer you**
- Competitive Salary
- The opportunity to work for an organization that has a strong sense of purpose, is values driven and helps colleagues to develop professionally and personally through our range of people development programmes.

**The role**:

- Support line manager to routinely review and identify the Offshore projects/clients within the sales territory that represent the greatest opportunity relative to cost to serve.
- Achieve sales targets for new business growth across the LR portfolio of solutions serving the Offshore and Marine markets
- Develop and maintain sales plans for the assigned territories/markets that will optimise the margin performance & growth potential for the LR Offshore segment and the global LR business across different LR solutions.
- Be accountable for developing effective sales strategies for each opportunity, incorporating win/loss learning and client stakeholder management best practise to optimise the chances of success.
- Develop and execute successful contract renewal strategies for assigned projects/contracts/clients.
- Support the Offshore Sales Team Manager as directed to actively participate in marketing events, conferences, and workshops to develop sales networks and promote LR.
- Act as the main point of contact for the assigned Marine accounts in Kuala Lumpur and aligning activities closely with the LR Strategic Business Partner to ensure that account objectives are achieved.
- 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 sales through introducing new products and services to existing clients and identifying new projects/clients to pursue in the assigned sales territory.
- 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 a thorough understanding of LR’s solution portfolio, to better upsell and cross-sell to customers.
- Support the identification of possible partners, subcontractors and professionals for the purpose of increasing the value of the integrated LR technical and commercial offering to our clients.
- Regularly analyse and report the expected sales performance within a period, based on sales pipeline data, individual win rates, Offshore market trends, forecasts and competitor activity, all captured in Salesforce.
- Periodically track project revenue and margin and oversee contract management for assigned projects.

**What you bring**
- 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 sales plans 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 practised in negotiation techniques/tactics to influence and persuade, as necessary.
- Strong collaboration skills to work with teams across the organisation, with cross-functional teams as well as internal teams of departments.
- Thorough understanding of the Offshore Markets and Energy Transition developments to create commercial focus and find the best 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 and report sales activities 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 d