Business Development Area Manager - FOBAS

Lloyd's Register; Rotterdam; On-site; EUR 90,000 - 120,000; Full time

Benefits offered by this job

Full-time, permanent position

Job summary

Lloyd’s Register is seeking an experienced Business Development Manager to sell FOBAS solutions to maritime clients, including fuel testing and bunker surveys. You will develop a FOBAS Sales Plan for your defined territory and drive new business while strengthening LR relationships.

You will work with regional teams to win new FOBAS business, coordinate client visits and presentations, and maintain up-to-date knowledge of market trends and LR offerings.

Qualifications

• Degree in engineering or physical science, or marine qualifications with sea-going experience.
• Membership of an appropriate professional institution (I. Eng or equivalent).
• Proven ability to generate sales for professional services.
• Strong communication across organisational levels and with clients.
• Ability to build and manage networks in the marine industry.
• Solid commercial awareness and collaborative mindset.

Responsibilities

• Sell FOBAS services to maritime clients, including testing and surveys.
• Prepare and maintain a FOBAS Sales Plan for the defined territory.
• Promote LR FOBAS products directly and via account managers.
• Plan client visits, presentations, seminars, conferences and training.
• Build relationships with specialist teams for knowledge transfer.
• Maintain strategic relations between LR leadership and client senior management.
• Manage client queries and support service delivery teams.
• Lead sales activities to meet targets every 6 months.
• Record sales activities in Salesforce with notes and win/loss reasons.
• Follow internal procedures and FOBAS accreditation schemes.
• Pursue continuous professional development and product knowledge.

Skills

Sales experience

Marine knowledge

Relationship building

Communication

Strategic networking

Commercial awareness

Education

Engineering degree

Marine qualifications / sea-going experience

Professional institution membership (I.Eng)

Job description

What We’re Looking For

We are looking for an experienced Business Development Manager to sell LR Fuel Oil Bunkering Analysis and Advisory Service (FOBAS) solutions to Maritime clients, including fuel testing, bunker quantity survey, and other fuels advisory services.

Business Development Manager - FOBAS

Lloyd’s Register

Location: Rotterdam, The Netherlands.

What We’re Looking For

We are looking for an experienced Business Development Manager to sell LR Fuel Oil Bunkering Analysis and Advisory Service (FOBAS) solutions to Maritime clients, including fuel testing, bunker quantity survey, and other fuels advisory services.

To carry out target market analysis, and to agree on and set sales targets, together with the FOBAS leadership.

The focus of this role is primarily on own sales activities, but will also involve working with Regional Commercial Teams to acquire new FOBAS business and to develop specific existing LR accounts.

What We Offer You

• The opportunity to work for an organization that has a clear sense of purpose, is guided by values and helps colleagues to develop professionally and personally through our range of people development programmes
• Full-time, permanent position.

The role

• To sell professional technical services supporting the quality and quantity management of maritime fuels helping our ship owner/operator clients operate their assets effectively.
• Prepare and maintain a FOBAS Sales Plan for the defined sales territory, identifying key target accounts, both to gain new accounts and upsell to existing LR relationships.
• Promote and communicate LR FOBAS products and services (e.g. Fuel Testing and Bunker Quantity Survey) to target clients directly and through the wider commercial teams of account managers as required. Plan and arrange appropriate client visits, presentations and local seminars, conferences, exhibitions and client training.
• To understand and build relationships with the network of other specialist employees to support effective specialist knowledge transfer and application.
• Ensure strategic relations are developed and maintained between the LR leadership team and client senior management.
• Manage queries and problems for the client relating to all areas of the business and support Service delivery (SD) team in whatever out of routine enquires that are received as directed by the FOBAS leadership team, ultimately being responsible for general client account.
• Lead your own and others’ sales activities with the purpose of meeting sales targets, which are set and measured every 6 months.
• Plan and record all sales activities on Salesforce.com including meetings with client contacts, knowledge of competitors and win/loss reasons.
• Conduct activities in line with internal commercial procedures, FOBAS accreditation schemes and the Lloyd’s Register BMS.
• To pursue Continuous Professional Development and maintain a high degree of product and industry knowledge and awareness.

What You Bring

• 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.
• Membership of an appropriate professional institution (I. Eng or equivalent).
• Demonstrated ability to generate sales, able to demonstrate a sophisticated understanding about how to sell professional services.
• Ability to communicate effectively at different levels within organisations and to work successfully and openly at all levels – both inside our organisation and outside in the business.
• Ability and understanding to participate, 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.
• Enjoyment of building relationships, with the ability to strategically grow a network of key relationships internally and externally.
• Solid commercial awareness.
• Demonstrates a collaborative mindset and a commitment to supporting shared goals. Proving to be a collaborative contributor and promoting 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.

You Are Someone Who

• Is keen to take accountability and ownership for delivering customer needs
• Can balance responsibilities effectively while working toward goals
• Is effective at solving problems, trouble-shooting and making timely decisions
• Shows motivation and takes initiative when needed
• Communicates in a structured way and has ability to present technical ideas in user-friendly language
• Displays a team spirit, particularly in a multicultural environment
• Responds positively to learning opportunities and is comfortable stepping out of own comfort zone