Business Development Area Manager

Job ID:41887
Location:Rotterdam : George Hintzenweg 77, Hamburg : Willy-Brandt-Straße 59 
Position Category:Business Development
Position Type:Employee Regular

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

#LI-KC1 #LI-Hybrid

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 [email protected] 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).