Sales Manager for IS GC

Job ID:43108
Location:Shanghai : 288 Nanjing West Road 
Position Category:Business Development
Position Type:Employee Fixed Term

Who are LRQA

LRQA stands for dedication to clients, market firsts, and deep expertise in risk management. We’ve grown to become a leading global assurance provider, bringing together outstanding expertise in certification, customised assurance, cybersecurity, inspection and training.

While we’re proud of our heritage, it’s who we are today that really matters, because that’s what shapes who we and our clients can become tomorrow. By staying true to our shared values and combining decades of collective experience, we support our clients in building a safer and more sustainable future.

What do we do

We help our clients negotiate a rapidly changing world, by working with them to manage and mitigate the risks they face. We serve a wide variety of industries, from food, beverage and hospitality to automotive, aerospace and transportation.

From independent third-party auditing, certification and training; to consultancy services; to real- time assurance technology; to data-driven supply chain transformation, our innovative end-to- end solutions help our clients shape their own future, rather than letting it shape them.

LRQA currently operates across 51 countries, has more than 2,500 colleagues, generates £315m in revenue, and supports more than 60,000 clients across a diverse range of sectors and markets.

The next chapter for LRQA

The future of business assurance is exciting and rapidly changing. New challenges and opportunities are arising all the time. We’re adapting to these challenges by expanding our portfolio of services and aiming to become the leading digitally enabled assurance provider.

In November 2021, Goldman Sachs Asset Management acquired the LRQA business from Lloyd’s Register Group, of which it had previously been a part. Becoming an independent business accelerates our ambition to realise this vision. We will now be able to:

• Invest in customer excellence.
• Build on strong foundations to lead the digital transformation of assurance.
• Invest to enhance our products and services.
• Accelerate the growth of the business and deliver on our sustainability strategy.

With solid expertise and heritage in our sector, coupled with well-timed accelerated investment and a leadership team that is fully committed to delivering our vision, LRQA’s next chapter is set to be an exciting, transformational period of growth. We’re well placed to build on everything we’ve done and further our ambitions for the future. At such an exciting time key talent is critical, and this role is a great opportunity to be part of our next chapter. 

Role purpose

To manage an array of existing accounts and build the client base in order to achieve high sales targets.

• Meet KPIs from line manager and 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

• Lead sales team to develop profitable and sustainable sales growth at assigned or new accounts to achieve/exceed agreed sales targets.
• Liaise with service delivery teams to ensure their involvement in defining resource capacity/capability and providing proposal/bid preparation support.
• Work together with sales team to 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.
• Lead sales team to 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.
• Lead sales team to 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.
• Lead sales team to 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 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.
• Lead sale team to 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 sales CRM, including relevant competitor activity. Disseminate this information to line manager.
• Support and represent LRQA at industry events, local seminars and presentations as required.
• Lead and monitor sales team to 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 supporting the implementation of change to meet the future needs of the business.
• Lead team always to assess the risks and work in a safe manner, 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.
• Lead and monitor the team to strictly follow internal bid procedures (commercial bid notice) and relevant instructions by line managers

Technical / Professional Qualifications / Requirements

• Ideally a degree in Engineering or equivalent, with strong practical experience in manufacturing/ power/downstream/upstream Energy sectors.
• At least 10 years relevant working experience in a sales/marketing and client facing role with proven track record of winning new business.
• Experience of winning new clients from EPCs, Manufacturing sectors, asset owners, etc.
• Familiar with high value project bidding, tendering process, and able to identify key stakeholders from clients and secure trust and support smoothly.
• 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
• Excellent IT skills and Experienced user of sales CRM systems
• 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.
• Good people manager skill and 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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