Business Development Area Manager - FOBAS

The role
Business Development Manager - FOBAS

Lloyd’s Register

We are looking for an experienced Business Development Manager to sell LR Fuel Oil Bunkering Analysis and Advisory Service (FOBAS) solutions to Maritime clients, including fuel testing, bunker quantity survey, and other fuels advisory services.

To carry out target market analysis, and to agree on and set sales targets, together with the FOBAS leadership.

The focus of this role is primarily on own sales activities, but will also involve working with Regional Commercial Teams to develop specific existing LR accounts.

What we offer you

The opportunity to work for an organization that has a clear sense of purpose, is guided by values and helps colleagues to develop professionally and personally through our range of people development programmes

Full-time, permanent position.

The role

To sell professional technical services supporting the quality and quantity management of maritime fuels helping our ship owner/operator clients operate their assets effectively.

Prepare and maintain a FOBAS Sales Plan for the defined sales territory, identifying key target accounts, both to gain new accounts and upsell to existing LR relationships.

Promote and communicate LR FOBAS products and services (e.g. Fuel Testing and Bunker Quantity Survey) to target clients directly and through the wider commercial teams of account managers as required. Plan and arrange appropriate client visits, presentations and local seminars, conferences, exhibitions and client training.

To understand and build relationships with the network of other specialist employees to support effective specialist knowledge transfer and application.

Ensure strategic relations are developed and maintained between the LR leadership team and client senior management.

Manage queries and problems for the client relating to all areas of the business and support Service delivery (SD) team in whatever out of routine enquires that are received as directed by the FOBAS leadership team, ultimately being responsible for general client account.

Lead your own and others’ sales activities with the purpose of meeting sales targets, which are set and measured every 6 months.

Plan and record all sales activities on  including meetings with client contacts, knowledge of competitors and win/loss reasons.

Conduct activities in line with internal commercial procedures, FOBAS accreditation schemes and the Lloyd’s Register BMS.

To pursue Continuous Professional Development and maintain a high degree of product and industry 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).

Demonstrated ability to generate sales, able to demonstrate a sophisticated understanding about how to sell professional services.

Ability to communicate effectively at different levels within organisations and to work successfully and openly at all levels – both inside our organisation and outside in the business.

Ability and understanding to participate, 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 strategically grow a network of key relationships internally and externally.

Solid commercial awareness.

Demonstrates a collaborative mindset and a commitment to supporting shared goals. Proving to be a collaborative contributor and promoting a team-working environment across the area of business.

Thorough understanding of the

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