JobID : 24602
Location : Prague : Taborska 31 : 140 00 Pr (LR L000058)
Position Category : Business Development
Department : CZ180200 : PRA-MGMT SYSTEMS (CZ180200)
Position Type : Employee Regular
Education Required : See Job Description
Experience Required : See Job Description
Relocation Provided : No
Are you the bridge between client and company? Are you looking for a challenging position in an international work environment with highly educated colleagues?
Seeking for a company where you can continuously keep developing yourself? Searching for an ambitious role that combines commercial and technical normative solutions?
And is cooperation with colleagues and clients the obvious choice for you? Then applying for a role as Business Development Manager at Lloyd’s Register might be a good idea!
With your commercial drive you will grasp every lead to expand current business or develop new business opportunities within defined areas, sectors and services.
In a dynamic working environment where many leads are coming your way, you are able to prioritize them and keep a structured overview and planning.
Working with sales targets is something that gives you the energy and challenge you desire to function at you best. With your knowledge and experience you will contribute to writing tenders for important projects.
You know it’s important to use a substantial amount of your time to visit customers to discuss projects or requests and build on relationships.
This suits you well. With your natural social way of interacting you are able to build and maintain relationships with key customers to the organization.
Our strategy in BA&IS is to help clients manage risk and compliance through technology enabled professional services. We will achieve this by :
Focusing on our different customer needs to accelerate growth
Using technology as a key enabler of our value proposition both from a service capability and customer experience perspective, and to drive operational excellence
Building a flexible resourcing model to support the growth and drive profitability to our target levels
Increasing the pace of Acquisitions to accelerate growth and re-balance the business towards faster growing sectors, particularly Food and Cyber Security.
This role will be responsible for generating sales within the Business Assurance Customised Assurance business.
Role purpose :
To deliver profitable sales within the food sector that meet or exceed agreed targets for the area of responsibility and specifically :
Identify and develop opportunities for business with new and existing food clients
Prepare quotes and follow up in line with LR procedures
Close sales contracts to protect and grow LR’s revenue and profit in the food sector
Support the Area sales team’s success in developing successful outcomes across the Area
Key Responsibilities :
Develop and manage relationships with targeted accounts and their business leaders
Create Sales Ready Leads and follow up on the Sales Ready Leads provided through the Marketing activities
Maintain a sales forecasting capability which will in the short-term make possible efficient scheduling, provide superior customer service, and controlling costs and in the long-
term, provide information for business planning, resource planning and budgeting
Based on Company expectations, and the direction of the Areas Sales Leader focus on delivery of the Area sales strategy, and achieve or exceed the minimum annual sales targets by category for the area of responsibility.
To ensure all sales activities from Sales Ready Leads (SRL’s) are properly recorded on Salesforce, all records are fully accurate and all company rules around pricing are adhered to.
Responsible for the consistency and quality of all quotes for the required standard / service and the timeliness of response at each stage of the sales process.
Responsible for developing leads and contracts for 2nd party prospective clients, as agreed with the corporate account manager, to assist in the delivery and development of CA strategic growth targets and objectives.
To promote and communicate CA products and services to clients directly, and arrange appropriate visits, presentations and proposals
To provide regular reports and feedback on sales performance against targets
Have an in-depth understanding of customers, competitors and product performance to improve sales performance
To identify and build excellent client relationships through proactive communication and action to fulfil client expectations and ensure customer retention and renewal targets (where required for Major Accounts) are met.
To ensure seamless communication with all stakeholders impacted by the sales activity, including service delivery support and service delivery teams, so that specific areas of focus are expected and planned for in time.
Key Health & Safety Responsibilities :
Manage your compliance with health and safety rules, instructions, systems and legal requirements, ensuring you are suitably trained and adequate resources are available to work safely.
Observe safety behaviours in the workplace, making appropriate observations as necessary and suggesting and implementing improvement activities.
Technical / Professional Qualifications / Requirements :
Degree or professional qualification with commercial experience is preferred
Minimum 3 years experience in sales and / or business development within the Food & Beverage and Hospitality industry; experience working at a certified body preferred
Consultative selling, quotation and lead generation skills, engaging and negotiating with prospective clients, experienced in pricing, margin and pipeline management
An understanding of the food sector and the relevant certification products is desirable, including 2nd party schemes and training solutions
Knowledge of standard IT programmes, Salesforce and comfortable in using proprietory software for business processes is preferred
An assertive approach to problem solving with strong communication and diplomacy skills to guide, negotiate, influence and persuade at all levels
Experienced in working proactively with other areas of the operation including marketing to work toward the common growth strategies and targets.
About Loyd's Register
Lloyd’s Register (LR) is a leading global provider of engineering and technology-centric professional services, whose profits support the Lloyd’s Register Foundation, a charity dedicated to research and education in science and safety, which has awarded £96m in grants since 2013.
Founded in 1760 as a marine classification society, LR now operates across three business streams Marine and Offshore, Energy and Business Assurance and Inspection Services who provide services across many industry sectors, with over 7,000 employees based in 78 countries.
We have a long-standing reputation for integrity, impartiality and technical excellence. Our compliance, risk and technical consultancy services give clients confidence that their assets and businesses are safe, sustainable and dependable.
Through our global technology centres and research network, we are at the forefront of understanding the application of new science and technology to future-
proof our clients’ businesses.
Our Values : We care
We care about the safety of everyone.
We respect each other and the wider communities we work in.
We’re passionate about giving back to society, leaving the world a better place than we found it.
We care about each other, our clients and the environment.
We share our expertise
We strive to be the leaders in our profession with unparalleled expertise.
We’re committed to quality and work together to find the best solution.
We’re inquisitive and curious and never stop learning to further our knowledge.
We share our expertise with each other, with our clients and with all of our stakeholders.
We do the right thing
We’re independent and impartial.
We show integrity in everything we do.
We’re brave and courageous and we never compromise on standards or safety.
We do the right thing in every situation.
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)