LRIS - Sales Manager for North Asia
劳氏工业技术服务有限公司ShanghaiUpdate time: September 3,2019
Job Description
Role purpose:
To lead, inspire and motivate the Sales teams within North Asia to proactively manage their whole client portfolio and to generate new business through the promotion of LR’s products and services. Countries of responsibility are China, Korea and Japan, with a team size of four FTEs.
This role is required to: ·
- Lead, motivate and inspire teams to perform at their best, in service of building and sustaining a high performance culture. ·
- Lead Business Development within North Asia, in cooperation with other relevant functions. ·
- Support, coach and mentor (junior) sales staff in the area, helping them in client meetings, tenders and providing commercial support to them. ·
- Ensure that the local Sales teams develop and execute ISL’s account strategies and action plans so that we achieve our objectives to grow the income, margin and market share of inspection services, in line with agreed business plans, strategies and budgets. ·
- Provide guidance, direction and support to the sales support function (Customer Service) in accordance with Step Up principles. ·
- Ensure collaboration between local Sales and service delivery teams to ensure effective sales and successful bidding of tenders and that delivery of secured work achieves desired client satisfaction levels and retention. ·
- Drive the development and execution of the CRM plans to retain and grow the lifetime value of both existing and new clients so that the teams meet or exceed sales targets. ·
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Act as a role model/ambassador for both the LR values and leadership behaviours.
Key Responsibilities:
1. Develop and lead the execution of a Sales and CRM plan in the designated geography of responsibility, to meet or exceed Inspection’s business strategy.
2. Assist and contribute to the development and achievement of operational targets that support the growth and development of the business.
3. Ensure relevant business intelligence is available to develop the operational plans, which grow both existing and new key customers, to achieve revenue and margin targets.
4. Using market analysis, identify new business opportunities and ensure that all new services which are brought to the market are technically and commercially sound.
5. Provide input into and lead, together with the Hub manager, the strategy development, marketing and business development plans for the area.
6. Ensure the sales teams develop a thorough understanding of our clients’ business so that they create a clear value proposition for assigned accounts. And ensure that they implement appropriate account management strategies for designated Accounts, to proactively create cross-selling of our full range of Energy services with viable solutions, to meet clients' needs.
7. Ensure Customer Service teams in area take a client focussed commercial and proactive approach to sale and provide direct commercial management to the CS function.
8. Maintain a thorough understanding of the clients’ end use markets, their important customers, and their main competitors and share this understanding with the wider sales and customer service and operations teams.
9. To lead or support large opportunities for end-users clients in the area, e.g. WWI services, against defined business plans, strategies and budgetary objectives.
10. Deliver/exceed agreed individual and team targets for Sales. Measure, analyse and report on sales performance through forecasts, pipeline, market trends, competitors' analysis and customer satisfaction reports with support from the wider Inspection and Energy Marketing team.
11. Implement a CRM programme plan for existing clients, including overall client satisfaction and profitability. The objective is to retain and grow the lifetime value of clients and to improve client profitability, including meeting or exceeding sales targets.
12. To lead, motivate and develop successful sales teams; to ensure capacity and capability are built through recruitment; to ensure the use of performance management, talent/succession planning, training and development to effectively build and sustain a high performance culture.
13. Drive employee engagement and align employees towards Inspections’ business goals and objectives to ensure that all employees are motivated and engaged to deliver a high quality service to clients.
14. Liaise with technical delivery teams to ensure their involvement in defining resource capacity/capability and providing proposal/bid preparation support.
15. Establish and maintain strong working relationships with and provide commercial guidance and direction to Customer Service and technical delivery teams.
16. Develop and enhance the profile of LR through participation and communication with regulatory, technical and industry organisations within the area, promoting Energy products and services.
17. Directly contacting clients regularly, arranging/securing promotional marketing activities, sales visits, presentations, quotations and contracts.
18. Keep strong communication lines open with other account managers and business development community across Energy.
19. Determine clients’ future needs and provide detailed client feedback to relevant departments with regards to product requirements and enhancements. Follow-up internally to assure adequate follow up towards client.
20. Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as ensuring all leads/opportunities are entered in SalesForce.
21. To pursue Continuous Professional Development and maintain a high degree of sales discipline knowledge and awareness.
22. Lead to enhance and protect the reputation of the Lloyd's Register and to improve the business by putting forward new ideas and, when requested to do so, to lead and implement change to meet the future needs of the business.
Technical/Professional Qualifications/Requirements:
1. A degree or equivalent in Engineering from a tertiary organisation recognised by Lloyd's Register, such as in Mechanical, Chemical, Naval or equivalent.
2. A post-graduate diploma or certificate in Marketing and/or Sales, or proven experience at post-grad level.
3. Track record in Business Development preferably in an Energy and/ or Testing, Inspection or Compliance environment with experience in leading, managing and motivating a team of senior business development staff
4. Significant experience in leading Sales, CRM and Marketing teams preferably in a B-to-B environment with an in-depth understanding of sales and marketing principles.
5. Experience in building market intelligence, analysing and segmenting markets and formulating business development and market penetration strategies and managing international Key Accounts. At least 3 years of experience in a commercial position with proven track record.
6. Excellent management and interpersonal skills ability to lead, motivate, coach team members to improve individual, team and organisational performance.
7. A leader with charisma and positive attitude who can drive and motivate his teams to go the extra mile and work to reach excellence.
8. Business and Technical skills and experience (experience in at least one of the below sectors): General Manufacturing and Engineering of industrial products Process industry Power industry Oil & Gas At least 10 years of experience in one of these industries, ideally in two.
9. In-depth commercial awareness - in particular, analysis and interpretation of financial and non-financial information
10. An assertive approach to problem solving with strong communication and diplomacy skills to guide, negotiate, influence and persuade at all levels.
11. Strategic thinking abilities with analytical skills. Able to articulate and communicate clear strategy, plans and performance reporting.
12. Excellent interpersonal and communication skills and proven track record to build strategic client relationships and alliances and communicate engage and influence with multiple stakeholders within and outside the organisation.
13. Result oriented, assertive, flexible and enthusiastic, self-motivated individual with a “can do” attitude and the ability to work under pressure.
14. Ability to understand and assess complex and sometimes unfamiliar situations, visualise solutions and see through to resolution and to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.
15. Outstanding team player with skills to work effectively in a global environment with colleagues of different cultures
职能类别：销售总监销售经理
关键字：工业化工销售大客户电力
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上班地址：海洋大厦
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