Account Manager-Cruise

Lloyd's Register; Southampton; Hybrid; GBP 40,000 - 60,000; Full time

Job summary

Lloyd's Register is seeking an Account Manager-Cruise to manage and grow targeted Cruise accounts in Southampton. The role requires strong technical knowledge in marine engineering and proven experience in sales and client management to enhance customer loyalty and drive revenue growth in the maritime sector.

Benefits

Flexible working options

Commitment to Diversity and Inclusion

Mission-driven team focused on sustainability

Qualifications

• Demonstrated experience in Sales or Account management.
• Strong practical technical knowledge relating to Cruise Ships.
• Comprehensive knowledge of marine regulatory frameworks.

Responsibilities

• Act as main point of contact for assigned accounts.
• Support the development and maintenance of Strategic Key Account plans.
• Achieve growth and hit sales targets.

Skills

Sales Management

Client Care

Technical Knowledge of Cruise Ships

Negotiation Skills

Analytical Skills

Education

Degree or diploma in Naval Architecture or Marine/Mechanical Engineering

Tools

Salesforce

Job description

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Job ID:40874
Location:Southampton : Hampshire House
Position Category:Business Development
Position Type:Employee Regular

Account Manager-Cruise

Lloyd's Register

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 related surveyor 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.

About us

We are a leading international technical professional service provider and a leader in classification, compliance, and consultancy services to the marine and offshore industry, a trusted advisor to our customers helping to design, construct and operate their assets to the highest levels of safety and performance. We are shaping the industry's future through the development of novel and innovative technology for the next generation of assets, while continuing to deliver solutions for our customers every day.

Be a part of

Lloyd's Register is wholly owned by the Lloyd's Register Foundation, a politically and financially independent global charity that aims to engineer a safer world through promoting safety and education. For a thriving ocean economy, Lloyd's Register colleagues and Lloyd's Register Foundation work together to fund research, foster industry collaboration and develop action-oriented solutions to make the world a safer place.

Want to apply.

Here at Lloyd's Register, we care, we share and we do the right thing in every situation. It's ingrained in our culture and everything we do. We are committed, and continually strive, to lead with our values that empower and enable an inclusive environment conducive to your growth, development and engagement. It doesn't matter who you are, what you have experienced, how you identify, how old you are, where you are from, what your beliefs are or how your brain or body works - the diversity of our colleagues is fundamental to our futures and the changes we can make together. Our inclusive culture allows us to connect together authentically and to be courageous and bold. We don't just talk about our differences, we celebrate them!

We are committed to making all stages of our recruitment process accessible to all candidates. Please let us know if you need any assistance or reasonable adjustments throughout your application and we will do everything we possibly can to support you.

If you don't tick every box in these ads, please don't rule yourself out. We focus on hiring people who share our goal of working together for a safer, sustainable, thriving ocean economy.

We care, we share, we do the right thing.

If you have further questions about this role, please contact us at [e-mail] and we will respond to you as soon as possible.

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.

As a Disability Confident Committed Employer, we have committed to:

• ensure our recruitment process is inclusive and accessible.
• communicating and promoting vacancies offering an interview to disabled people who meet the minimum criteria for the job.
• anticipating and providing reasonable adjustments as required
• supporting any existing employee who acquires a disability or long-term health condition, enabling them to stay in work.
• at least one activity that will make a difference for disabled people.

Find out more about Disability Confident at: www.gov.uk/disability-confident

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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).