Job Description

Date: 27-Jun-2022

Location: Jakarta, ID, 12190

Company: Lloyds Register

Job ID:36837
Location:Jakarta : The Executive Center
Position Category:Business Development
Position Type:Employee Regular

Background:

The Sales team is responsible for the management of sales and the creation of strong and trusted relationships with clients so that we can understand:

• their needs;
• we can use this information to plan how we will meet those needs; and
• generate sales as a result.
• The Sales and Marketing team serve as the interface between external clients, customer service and service delivery teams to ensure we develop services, marketing and sales strategies which are relevant to each specific client group so that we can grow the life time value of our existing clients and maintain our high end brand positioning.

Role Purpose

• To manage an array of existing accounts and build the client base in order to achieve high sales targets.
• Generate new business and proactively manage specified accounts to promote LRQA’s products and services.
• To build key customer relationships, identify business opportunities, negotiate and close business deals within defined geographical locations, sectors and services.
• Leverage relationship with operations teams to ensure excellent service delivery, leading to client satisfaction and retention.
• To work with Operations and Customer Service to retain current client base and to sustain current relationships and improve share of wallet and profitability of existing client portfolio.
• Work closely with other sales and marketing teams (and other relevant internal departments) to present solutions and services to clients to increase sales opportunities and thereby maximise the ability to achieve agreed business plans, strategies and budgets.

Key Responsibilities:

• Develop profitable and sustainable sales growth at assigned or new accounts in order to achieve/exceed agreed sales targets.
• Liaise with technical delivery teams to ensure their involvement in defining resource capacity/capability and providing proposal/bid preparation support.
• Develop a thorough understanding of our clients’ business to create a clear value proposition for customers. And 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.
• Maintain 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.
• Establish and maintain strong working relationships with customer services and technical delivery teams to ensure effective quoting and successful delivery of services to your clients.
• Follow up leads received from technical delivery/customer service teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.
• Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.
• Keep strong communication lines open with other sales colleagues, account managers and business development community across Energy and the wider LRQA Group.
• Determine clients’ future needs and provide detailed client feedback to relevant departments with regards to product requirements and enhancements. And ensure internally that adequate follow up to client takes place.
• Manage the CRM plan for designated accounts including overall customer satisfaction and profitability, to retain and grow the lifetime value of clients including meeting or exceeding sales targets.
• Monitor and report on all client meetings and visits for each client in SalesForce, including relevant competitor activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.
• Support and represent LRQA at industry events, local seminars and presentations as required.
• Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as entering all leads/opportunities in Salesforce.
• To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.
• As appropriate, coach technical delivery and customer service teams towards a more client focused and commercial approach.
• Contribute to protecting and enhancing the reputation of LRQA and to improving the business, by putting forward new ideas and, when requested to do so, supporting the implementation of change to meet the future needs of the business.
• Assess the risks and work in a safe manner at all times, robustly implementing health and safety rules, instructions and systems and refuse to undertake or sell work that compromises your or your colleague's safety or health.
• Report in a timely manner all incidents including near miss and safety observations (NMSO), accidents and injuries and raise any health and safety concerns with your line manager.

Technical/Professional Qualifications/Requirements:

• A bachelor’s degree in commerce, with experience in manufacturing/power/downstream/upstream Energy sectors.
• At least 5-10 years relevant (solution selling) experience in a sales/marketing and client facing role with proven track record of winning new business.
• Experience of identifying client and business opportunities, including cold calling.
• Experience of preparing and submitting bids and tenders to meet client proposals
• Excellent interpersonal and communication skills with the ability to influence clients and colleagues to deliver excellence.
• Good commercial awareness - in particular, analysis and interpretation of financial and non-financial information.
• Strong understanding of sales and marketing principles
• Excellent negotiation skills
• Self-motivated with “can do” attitude and ability to work in a highly technical environment.
• Committed to continuous personal development through continually looking for opportunities to improve sales skills
• Experienced user of sales CRM systems like Salesforce.
• Ability to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.
• Good team player with skills to work effectively in a global environment with colleagues of different cultures.
• Ability to coach/mentor colleagues to improve team and organisational performance.

Diversity and Inclusion at LRQA:

We are on a mission to be the place where we all want to work and we are passionate about embracing different perspectives because we understand the value this brings to our business, our clients and each other. We are all about creating a safer and more sustainable future and our inclusive culture is right at the heart of our business.

Together our employees make our communities better and we want you to be part of our diverse team!

LRQA is a leading global assurance provider. The integrity and expertise we bring to our partnership with clients support their journey to a safer, more secure and more sustainable future. (Group entities).

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