Strategic Account Manager

Job ID:40780
Location:Shanghai : 288 Nanjing West Road  
Position Category:Business Development
Position Type:Employee Regular

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.

LRQA currently operates across 150 countries, with 5000+ experts supporting more than 61,000 clients across a diverse range of sectors and markets.

Role Purpose  

Our Business Assurance Business Unit is a recognised, world-leading professional assurance services organisation. We specialise in management systems compliance & expert advice across a broad spectrum of standards, schemes & business improvement services, including customised training & assurance programs

Key responsibilities

• Results driven : Manage a selection of strategic accounts and be responsible for winning business from a target group. Retention, revenue growth and new logo wins will be the key performance indicators use to measure success.
• Account Management : Responsible for the development and delivery of strategic account plans, which maximise the LRQA opportunity for revenue, in line with group growth objectives and priorities. Ensure continual development of client’s business focus and strategy, grow the network of influencers and will maintain an active pipeline of opportunities, prioritising workload to ensure client satisfaction and maximum revenue growth.
• Pipeline management : Engaging with GAM colleagues and other local SAM’s to maximise the opportunities. Ensuring the accuracy of values, sales stages, dates of actions and likely closure timelines
• Preparation and delivery of account plans : Ensure that any strategic account under the management of your team, has an up to date, viable account plan, which is driving the strategic growth initiatives. Account plans to prioritise opportunities, marketing support and team efforts to drive the growth.
• Contract renewals and RFP’s : Play an active role in new business opportunities, either in a lead or supporting sales position, depending on the winning strategy and relevant skills needed to maximise the opportunity of winning.
• Problem solving : Working with your clients and targets on identifying problems that LRQA can solve via a customised solution of its products and services, underpinned by strong market knowledge and experience.
• Market knowledge and strategic prioritisation : Maintain a strong strategic knowledge of the market(s) you operate in, ensuring you are able to maintain a strong level of communication with client personnel, to contribute to strategic discussions around LRQA business plans and growth objectives.
• Contribution to Sales Meetings and Performance summaries : From sales management meetings to BA leadership team meetings, you will be responsible for the production of sales and pipeline reports, performance summaries and updates on specific project actions, ensuring they are accurate and delivered in a timely manner.

Technical / Professional Qualifications / Requirements

• A degree or commensurate education qualification, which you have used in your career to succeed in a role
• Experience of achieving annual sales targets, selling products and services in a comparable role in a B2B environment, with at least 2 years’ experience
• Experience of working with large strategic organisations to develop sales solutions underpinned by insights, to solve particular business problems
• Ability to communicate fluently in English and a minimum of one other language widely used in businesses in your base region
• Experience in preparing and delivering proposal presentations to senior level audience
• Experience in managing quotations, bids and proposals, including knowledge of pricing strategies to achieve required margin
• Knowledge of standard IT programmes, Salesforce and comfortable in using proprietary software for business processes
• Knowledge of the construction, engineering, manufacturing, ESG etc

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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