Job ID:37199
Location:Milan : 259/265 Viale Monza
Position Category:Business Development
Position Type:Employee Regular
**Role purpose**:
Manage an array of existing accounts (large/strategic) and build the client base in order to achieve high sales targets.
Build key customer relationships, identify business opportunities, negotiate and close business deals within defined geographical locations, sector, service and to act as a role model/ambassador for both the LR values and leadership behaviours.
**Key Responsibilities**:
Work with the Service Delivery team management to develop and deliver the strategy and to achieve the objectives; to grow market share of Inspection services, in line with agreed business plans, strategies and budgets.
Develop international relations for several Key-Accounts, further enhancing collaboration.
Support, coach and mentor (junior) Sales and Service Delivery Support staff, helping them in client interactions, meetings/calls, tenders and providing commercial support to them
Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.
Develop, analyse and report on market intelligence and undertake horizon scanning to develop a thorough understanding of the business environment (Customer's strategy, competitors, product performance, geopolitical environment etc).
Provide recommendations to internal teams to enhance business performance.
Invite feedback and build plans based on feedback to improve LR performance to meet area business plans.
Follow up leads received from technical delivery/Service Delivery Support teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.
Determine clients' future needs and provide detailed client feedback to relevant departments with regards to product requirements and enhancements.
And ensure internally that adequate follow up to client takes place.
Develop and lead the execution of a Sales and CRM plan in country/area, to meet or exceed Inspection's business objectives (Budget Income and Margin).
Prepare, maintain and monitor account plans for major clients to maximise retention and renewals with support from internal teams such as marketing and service delivery.
Lead corporate and area level pitches and retendering for large global / area accounts.
Using market analysis, identify new business opportunities and ensure that all new services which are brought to the market are technically and commercially sound
Provide senior level input into and help to develop local strategies, marketing, business development and account management plans, providing recommendations and feedback to enhance business performance as trusted advisor.
Lead or support large opportunities for end-users clients in the designated geography of responsibility, e.g.
WWI services, in co-operation with and support of global BD Managers, against defined business plans, strategies and budgetary objectives
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.
Develop and enhance Lloyd's Register's profile within the target markets through the strategic relationships and alliances with the relevant regulatory, industry and technical organisations.
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.
**Key Health & Safety Responsibilities**:
Manage your own and your team's compliance with health and safety rules, instructions, systems and legal requirements, ensuring employees are suitably trained and adequate resources are available to work safely.
Monitor and review health and safety performance, observe safety behaviours in the workplace, taking appropriate corrective and preventative action as necessary and suggesting and implementing improvement activities.
**Technical / Professional Qualifications / Requirements**:
A degree or equivalent from a tertiary organisation recognised by Lloyd's Register within the relevant field of Engineering /Business/Marketing or qualifications from an institution.
10+ years relevant commercial work experience with a proven track record of winning business and achieving sales targets.
Significant experience in Sales, CRM and Marketing preferably in an Inspection or B-to-B environment with an in depth understanding of sales and marketing principles.
Significant experience in leading a Sales and Marketing teams in a virtual/international context.
Excellent management and interpersonal skills ability to lead, motivate, coach team members to improve team and organisational