Job Description

Job Title Sales Manager

Description

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Job ID: 37234
Location: Dubai : Festival Office Tower
Position Category: Business Development
Position Type: Employee Regular
Role Purpose:
Maritime Performance Services (MPS), is a Lloyd's Register (LR) business stream which is critical to delivering on our growth strategy and ambition of being a trusted advisor to clients within the ocean economy. The MPS portfolio encompasses a suite of tools and capability which enables our clients to improve the performance and sustainability of their business, and also works to shape the industry's future through the development of novel andinnovative technology for the next generation of assets, while continuing to deliver solutions for our customers every day.
This role sits in the MPS Commercial Team, and the primary focus is to drive strategic growth through delivering sales targets, increasing market share, and portfolio solution sales across a diverse range of maritime sector clients . In addition, this role is focused on nurturing existing client relationships, and also supporting colleagues to break into new sales territories.
Can you bring a proven sales track record and unparalleled commercial skills to the LR MPS Commercial Team, joining an energetic and driven team who are motivated by helping their clients achieve their performance and sustainability goals?
Key Responsibilities:
To achieve sales of LR MPS portfolio of solutions across the assigned Market territory, delivering business targets through both your individual sales activities and from influencing the established Commercial Team; and
Developing senior level relationships with target clients across the Maritime sector, positioning LR's Maritime Performance Services (LR MPS) portfolio to serve their business needs.
Engaging with prospective clients to diagnose their challenges and shape a variety of solutions across Technical Advisory, In-service Support, Hazard Risk & Reliability, Energy Transition Strategy and Business Consultancy.
Creating and managing a pipeline of profitable new business to achieve the sales, margin and market share growth targets, in line with the LR MPS long range plan.
Delivering the assigned sales targets from both new and existing customers of Lloyd's Register, across the Maritime sector.
Driving a commercial intensity culture within the territory Commercial Teams, focussing on the sales growth of the LR MPS portfolio to increase market share of value-added solutions.
Managing the sales process and personally undertaking sales activities to create and win large target opportunities across all sectors in the Maritime market.
Collaborating extensively with the global LR MPS Sales Team, Marketing colleagues, and the territory Commercial Teams to drive solution sales across the Maritime market.
Identifying and pursuing market opportunities in both digital transformation and energy transition strategy themes and then develop competitive solutions using the growing portfolio of LR MPS capabilities.
Developing a network of partners and alliances to support the growth of LR MPS across the Maritime sector.
Leading LR MPS sales performance for the Area, cooperating across leadership, line management and functional boundaries in order to create innovative and commercially competitive solutions.
Actively contribute to the global innovation ideas pipeline with new concepts derived from customer interactions which can be put forward for New Product Development.
Experience and Technical Requirements:
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. Lack of a relevant degree can be compensated for by appropriate experience.
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.
Demonstrable experience of building relationships with clients and key stakeholders. Able to engage and influence at all levels, ability to understand client needs, interpreting these into opportunities. Ability to pro-actively drive development of a network of key relationships internally and externally.
Ability and understanding to participate, communicate, positively contribute and add value in marine 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.
Demonstrable experience of the sales lifecycle with evidence of successful sales deliverables to targets
Strong commercial awareness. Ability to develop strategic action plans based on input from key persons.
Strong team spirit. Demonstrate professional people skills and promote a team working environment across the area of business.
Thorough understanding of the shipping market and marine environment to manage commercial focus and find new business opportunities.
Demonstrate motivational skills in directing colleagues to achieve business objectives.
Flexible approach to adjust role as the position develops.
Diversity and Inclusion at Lloyd's Register:
Together we are one Lloyd's Register, committed to developing an inclusive and safe workplace that embraces and celebrates diversity. We strive to ensure that all applicants to LR experience equality of opportunity and fair treatment, because we believe it is the right thing to do. We hope you do too.
The Lloyd's Register Group comprises charities and non-charitable companies, with the latter supporting the charities in their main goal of enhancing the safety of life and property, at sea, on land and in the air - for the benefit of the public and the environment. ( Group entities )

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