Lloyd's Register
Regional Advisory Lead - Greece, Israel & Cyprus

Location: preferable Athens, Greece

What we’re looking for 

As part of this role, you will drive the strategic direction of territory sales across the discretionary advisory business to support LR’s growth aspirations. You will develop and implement a comprehensive territory discretionary advisory sales strategy and go to market towards achieving business objectives and revenue targets, driving profitable growth in the market for both existing as well as new accounts within a respective territory. Additionally, you will manage the non-chargeable hours of Advisory colleagues within the region to develop business through client engagement, tailoring of value propositions and project proposals, dissemination of thought leadership and activities to raise LR Advisory’s profile such as conferences etc.

What we offer you 

  • The opportunity to work for an organization that has a strong sense of purpose, is values driven and helps colleagues to develop professionally and personally through our range of people development programmes
  • A culture that develops its colleagues and promotes from within and many other additional benefits. 

The role

  • Develop and execute territory discretionary advisory sales strategies to drive revenue and market share across the discretionary advisory business.
  • Accountable to bring customer and market insights to shape territory go-to-market strategy
  • Manage non-chargeable time of advisory colleagues to deliver the go-to market strategy
  • Driving revenue growth through leveraging existing LR client relationships. Working closely with the Regional Commercial Lead, Strategic Business Partners and the Maritime Sales community to deliver the go-to-market strategy.
  • Agree sales targets for specific practice areas/disciplines with the practice/discipline lead, and develop the go-to-market strategy at a regional level for each discipline. Co-hold these sales targets with the Regional Commercial Leads and relevant SBPs
  • Develop non-traditional LR clients across the ports, charterer, energy and government sectors to drive further revenue growth
  • Accountable for developing, coaching and leading the Advisory team within the region to cultivate a high-performance culture aligned with LR value and growth plans. Responsible for pastoral care of the LR Advisory team in the region
  • Driving a culture of collaboration, team working, building knowledge sharing and improving the business development capability of the Advisory team in the region
  • Responsible for adding value to our growth activities by identifying new commercial opportunities so that we can promote and expand our commercial activity that will generate revenues and lead to sustainable growth.
  • Lead on all commercial activity in developing and executing against discretionary advisory sales plans in order to maximise value for the business.
  • Contribute to the creation and development of the overall business strategy, driving growth and innovation.
  • In collaboration with the Marketing, conduct market research and analysis to create detailed business plans on commercial opportunities and take the lead on strategic growth initiatives in target markets to achieve sales targets
  • Develop and grow a successful pipeline of products and services by keeping current with changing trends while growing new markets and segments so that these are translated into sales at target margins
  • Manage and implement the sales forecasting, planning and buyer driven sales and marketing processes, establishing high levels of quality, accuracy and process consistency for the sales and marketing organisation
  • Analyse pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights: typical reporting relates to demand generation, pipeline forecast trends, conversion rates, target account, market segmentation, Win/Loss etc.

What you bring 

  • Educated to degree level or an equivalent qualification
  • Strategic thinker with a proven track record in leadership and a deep understanding of the maritime industry
  • Demonstrable experience of developing and implementing sales strategies to achieve business goals, driving new business opportunities and defend and nurture existing accounts. Strong experience of consultative selling of advisory services is vital
  • Have a working knowledge of the territory the role is responsible for, and particularly the advisory market and competitors (not confined to other classification societies)
  • Proven ability in identifying market opportunities and design plans to capitalise them
  • Track record of successful sales of advisory services to the maritime industry. A detailed knowledge of the LR portfolio is preferred
  • Demonstrated experience of analysing market trends and customer feedback to make informed business decisions
  • Experience in leading a high performing teams, role modelling leadership behaviours, creating an inclusive culture and driving delivery through the teams
  • Strong analytical mindset and skills to evaluate market trends and growth opportunities 
  • Strong ability to build and maintain relationships with clients, particularly at the C level, demonstrating outstanding communication and interpersonal skills
  • Able to influence multiple stakeholders, at all levels, both internally and externally and function within a matrixed organisation. 
  • Excellent command (written and oral) in English language using relevant professional terminology.
  • Computer literacy with Microsoft products including excel, word and power point.
  • Ability to plan, handle effectively multiple priorities and drive high quality results
  • Communicate in a structured way and ability to present ideas and concepts effectively to internal and external stakeholders across levels
  • Flexibility, adaptability and willingness to take on new challenges
  • Drive for results, solution focused thinking and is keen to take accountability and ownership for delivering customer needs.
  • Have perseverance in the face of obstacles and demonstrates attention to detail.
  • Display a team spirit, particularly in a multicultural environment and ability to work both independently and as part of a team with colleagues in person and around the world.
  • Customer focus and drive to achieve excellent customer service.
     

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