Account Manager-Cruise

Lloyd's Register Applied Technology Group; Southampton; Hybrid; GBP 45,000 - 70,000; Full time

Job summary

A leading maritime organization is seeking an Account Manager to manage Cruise accounts, aiming to enhance client relationships and achieve sales targets. The role involves technical support, collaboration with service teams, and requires a degree in Naval Architecture or Marine Engineering, alongside strong sales and account management experience.

Qualifications

• Degree or diploma in Naval Architecture or Marine/Mechanical Engineering from a recognized tertiary institution.
• Demonstrated experience in Sales or Account management, preferably in Marine & Offshore.
• Strong practical technical knowledge related to Cruise Ships.

Responsibilities

• Manage assigned Cruise accounts and enhance customer relationships.
• Achieve sales, revenue, and margin targets.
• Provide technical advice and operational support to clients.

Skills

Technical knowledge

Sales experience

Account management

Negotiation skills

Collaboration skills

Analytical skills

Communication skills

Education

Degree in Naval Architecture or Marine/Mechanical Engineering

Tools

Salesforce

Job description

Location: UK (Southampton, hybrid model)

What we’re looking for

We are looking for an individual who will bring practical and operational (Cruise) specialist knowledge to assigned and targeted Cruise accounts, providing support and service delivery to both internal and external clients.

The person will manage a group of assigned and targeted Cruise accounts to achieve the margin and market share growth of the LR Maritime business, in line with the Maritime Sales Long Range Plan (LRP). The role requires acting as the main point of contact for the assigned clients, and targeted new accounts, focussing on the customer experience to enhance loyalty and building long-term relationships. The candidate will deliver the assigned sales, revenue, margin and cash targets.

What we offer you

The opportunity to work for an organization that has a strong sense of purpose with a mission to engineer a safer and sustainable world.

You will be part of a mission-driven team working at the forefront of maritime decarbonisation. Your work will directly contribute to addressing some of the most critical market failures blocking the adoption of sustainable fuels, helping catalyse a safer, cleaner, and more inclusive global energy transition.

The role

Key responsibilities:

• 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.
• Support the Development and maintenance account of Strategic Key Account plans for the assigned accounts, that optimise the margin performance & growth potential for the segment, sales territory, and the global LR business across different LR product and service solutions
• Support line manager to routinely review and identify non-Key Account Cruise Clients that represent the greatest opportunity relative to cost to serve.
• Contribute to the development and implementation of passenger ship segment business strategies
• Achieving growth and hitting sales targets.
• Recommend improvements to service delivery based on client feedback and contribute to business development efforts.
• Provide sound technical advice and operational support to assigned and targets Cruise accounts, collaboration with wider commercial team
• Present deliverables to internal and external clients, including senior-level stakeholders, and suggest alternative solutions when appropriate.
• 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 through both introducing new products and services and focusing on closing the sale and you need to drive account profitability.
• Initiate quarterly review meetings to analysis LR performance – using key metrics, as agreed with the Strategic Business Parter.
• Collaborate extensively and actively engage with the Strategic Account managers (as applicable and relevant), subject matter experts, advisory sales and account managers in different teams to support opportunities and projects as required.
• Regularly analyse and report to line manager the expected sales performance within a period, based on sales pipeline, individual win rates, market trends, forecasts and competitor activity captured in Salesforce.
• This role profile is not intended to be an exhaustive list of duties and responsibilities. You will be expected to perform different tasks as necessitated by your line manager and the overall business objectives of LR.

You are someone who has:

• A degree or diploma in Naval Architecture or Marine/Mechanical Engineering from a tertiary institution recognized by Lloyd’s Register, with a minimum two-year program.
• Demonstrated 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 practical technical knowledge & operational experience relating to Cruise Ships
• Significant experience in shipyards, marine consultancy, or a Classification Society, specializing in naval architecture or marine/mechanical engineering design. Maintaining cruise ship relatedsurveyor authorizations is essential.
• Comprehensive knowledge of the marine regulatory framework, including classification processes, IMO conventions and codes, and Flag Administration regulations.
• Familiarity with Lloyd’s Register Group Business Assurance/Quality Management System is a plus.
• In-depth understanding of challenges encountered on passenger ships during new construction and in-service operations.
• Strong ability to forecast and develop account plan, and communicate effectively with others across the organisation with great commercial acumen
• Be that Trusted Advisor who can help the customer to solve business problems through our services and products
• Strong negotiating skills and knowledge of negotiation techniques and tactics to influence and persuade where necessary
• Strong collaboration skills to work with teams across the organisation, with cross-functional teams as well as internal teams of departments
• Strong solution selling skills.
• 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.
• Uses Salesforce or other software to manage accounts 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 develops.
• Proficiency in English appropriate for the role.

If you share our vision for safety and sustainability, we want to hear from you.