Business Development Manager- Foreign owners in Greater China
Location: Shanghai, China
The Role:

• Responsible for general client care and ensuring high levels of service provision. To be the main point of contact for the foreign clients operating in China as well as establishing personal contact with key influencing / decision makers. Manage the client relationship in its entirety and act as the interface between all levels both internally and externally.
• To mentor/coach other employees, as appropriate, to achieve effective knowledge transfer and application.
• Ensure strategic relations are developed and maintained between LR senior management and client senior management / strategic business partners / account managers
• Work closely with Greater China and global team to ensure projects are coordinated and updated regularly in Sales Force.
• Prepare and maintain an Account Plan for each client which will involve how to effectively manage the relationship and research to establish knowledge of a client such as business strategy, company structure, hierarchy and identity of decision makers and influencers. Conduct reviews of own account plans and mentor those of others in the team.
• Achieve agreed commercial targets to protect and grow business with foreign country clients.
• Take a lead for forming and/or change of strategy, as necessary
• Collect and validate market leads/intelligence and to update New Construction Guide for Greater China and set a winning strategy in collaboration with other LR offices
• Identify new business opportunities with specified clients and update Salesforce accordingly. Identify new clients with whom to conduct and develop business.
• Organize and take a lead for communication with CFO in order to best drive into business winning and trouble-shooting
• Transmit cascaded vision internally and externally
• Drive training, structure, recruitment and succession locally.
• Manage queries and problems for the client relating to all areas of the business.
• Disseminate relevant up to date technical information
• Participate on global roadshows and exhibitions and promote LR interests during these events as agreed with Line and Area Management
• Promote and communicate LR products and services to clients directly, and arrange appropriate visits, presentations and local seminars as required. This includes proposal preparation and presentation. Be involved in the development of products and understand different levels of marketing
• Monitor, report on, upload to SF and disseminate as appropriate all client meetings and visits as well as all aspects of competitor activity for each client and general client activity. Mentor colleagues on best practice for client interaction
• Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards.
• To pursue Continuous Professional Development and maintain a high degree of discipline 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).
• Chartered or incorporated engineer status preferred.
• 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.
• Ability and understanding to participate, communicate, 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 pro-actively drive development of a network of key relationships internally and externally.
• Strong commercial awareness. Ability to develop strategic action plans based on input from key persons.
• Strong team spirit. Demonstrate professional people skills and promote 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.
• Demonstrate motivational skills in directing colleagues to achieve business objectives.
• Flexible approach to adjust role as the position develops.