Strategic Business Partner

Strategic Business Partner

Lloyd’s Register

Location: Shanghai, China

What we’re looking for

A Strategic Business Partner to guide the development and implementation of long-term account strategies for our Strategic Key Accounts in Greater China. Your role will involve creating executive partnerships, identifying growth paths, and partnering across Lloyd's Register to bring together the right resources and solutions to address customer needs, increase retention, and support lasting commercial growth.

What we offer you

The chance to join an organization with a clear sense of purpose, a values-based culture, and programs that support colleagues’ professional and personal growth

Full-time

The role

• Develop a deep understanding of each client's business model, strategy, market positioning, and competitive landscape.
• Develop and implement a One LR strategic account plan for assigned clients, with clear objectives, governance, and defined team roles.
• Create and execute a 3–5-year Strategic Account Plan with a clear vision, measurable KPIs, and short- and medium-term priorities aligned to LR's global strategy.
• Develop client-centric strategies that create measurable value for customers while delivering sustainable, profitable growth for LR.
• Identify, develop, and convert new business opportunities, collaborating across LR to support cross-portfolio growth.
• Position integrated, solution-based offerings that address both current and emerging client needs.
• Develop and execute commercial strategies that deepen long-term partnerships, increase share of wallet, and deliver mutual value.
• Build and maintain close relationships across client organizations, from operational teams to C-suite executives.
• Develop stakeholder engagement strategies that persuade decision-makers, develop advocates, and manage risks.
• Partner with Executive Sponsors and senior LR stakeholders to ensure alignment and delivery against strategic objectives.
• Lead a virtual, cross-functional Strategic Account Team, ensuring alignment, accountability, and delivery.
• Mobilise the right skills and capabilities across LR to meet evolving client needs, encouraging collaboration across functions to deliver a seamless and consistent customer experience.
• Handle complex commercial discussions and negotiations, balancing short-term opportunities with long-term partnership value.
• Use solution-selling approaches to deliver meaningful commercial results for customers and LR, managing conflict constructively to deliver positive outcomes.
• Promote LR's full portfolio of products and services by coordinating skills across the Key Account Management team.
• Plan and deliver strategic client engagement activities, including executive meetings, technical presentations, and customer events.
• Partner with the Marketing function to develop and deliver targeted engagement plans for key accounts.
• Maintain accurate account plans, pipelines, opportunities, and activities in Salesforce.
• Monitor customer feedback, competitor activity, and market trends to identify opportunities and inform account strategies, using insights from the Insight and Segment teams to continuously refine account strategies.

What you bring

• Experience in Key Account Management, Strategic Sales, or Business Development, managing large, complex, and high-value accounts in an international environment.
• Experience generating sustainable revenue growth, building lasting customer relationships, and deepening wallet share across major accounts.
• Thorough knowledge of the maritime, shipping, offshore, or related industrial sectors.
• Experience working in or with the China market, including familiarity with SOEs, shipyards, shipowners, and local business practices.
• Demonstrated ability to develop and execute long-term strategic account plans aligned to customer priorities and business objectives.
• Demonstrated business insight, with experience designing and negotiating complex, high-value commercial agreements.
• Ability to develop solution-based proposals by bringing together multiple service lines to meet customer needs.
• Experience identifying and converting cross-selling opportunities across a diverse portfolio of products and services.
• Well-developed relationship-building skills, with the ability to communicate with C-suite executives and senior stakeholders both internally and externally.
• Effective stakeholder engagement skills, including aligning cross-functional groups within a global matrix organization.
• Experience managing complex stakeholder environments, balancing the needs of decision-makers, influencers, and other key stakeholders.
• Experience leading and coordinating virtual, cross-functional teams to deliver strategic outcomes without direct line management responsibility.
• Effective collaboration skills, with the ability to bring together commercial, operational, technical, and marketing teams to deliver customer value.
• Solid analytical skills, with the ability to interpret market trends, customer insights, and competitive intelligence to inform strategic decisions.
• Experience using CRM systems, such as Salesforce, to manage pipelines, account plans, and reporting.
• Highly organized, able to balance several priorities at once, monitor results, and deliver on shared objectives.
• Skilled in communication, presentations, and negotiation, with the capability to present complex information clearly to senior decision-makers.
• Confidence working across cultures, with highly developed interpersonal skills and the ability to build relationships in a China and Asia-Pacific context.
• Ability to translate strategic objectives into compelling customer and internal engagement plans.

You are someone who

• Is keen to take accountability and ownership for delivering customer needs
• Is able to self-manage and prioritize tasks towards reaching goals
• Is effective at solving problems, trouble-shooting and making timely decisions
• Is ready and eager to take initiatives
• Communicates in a structured way and has ability to present technical ideas in user-friendly language
• Displays a team spirit, particularly in a multicultural environment
• Responds positively to learning opportunities and is comfortable stepping out of own comfort zone

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