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  • Job reference: RMS0125808

Client Relationship Manager

  • Sector: Commercial
  • Location: Dubai
  • Job type: Permanent
  • Date posted: 16/05/2013
  • Time left:
    d h m s
    (23/05/13)
This vacancy has now expired.
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The Role:
Based in Dubai, operating within the Business Development Team and reporting to the UAE Business development manager, this role is the single point contact for assigned key accounts. You will become fully aware of clients’ needs and feedback and so coordinate the clients with our service delivery team.

Apart from managing assigned key accounts, you will also be involved in the promoting our environmental products and services to mainly tanker owners in the region. Together with other business development staff you will work on getting ship owner support for the comapny new building and TOC opportunities so helping to ensure all our key stakeholders are fully aware of our abilities and the benefits of classing with the company.


Building Business Relationships
• Responsible for general client care and ensuring high levels of service provision. Is the main point of contact for the client as well as establishing personal contact with key clients’ staff
• Manages the client relationship for assigned clients in its entirety and act as the interface between all levels both internally and externally
• Effectively builds and maintains relationships with the compnay's clients to allow a comprehensive understanding of their organisation structure, business and business plans so to
i) accurate client profile can be constructed and kept up-to-date
ii) understand fully and promote the compnay’s products and services using technical expertise allied to commercial awareness
• Responsible for managing the company’s environmental services portfolio management and our marine environmental strategy in the MEA region
• Responsible for developing new services and strategies for owners expanding into chemical tanker operations

Results Focus
• Achieve agreed sales targets to protect and grow business with specified clients
• Effectively monitors progress of identified sales leads and helping to drive it forward and/or taking remedial actions as needed.

Communication
• Effective communication with the clients and liaise between clients and company operations on issues and disagreement, whilst maintaining relationship of trust and professionalism.
• Distribute relevant up to date technical and environmental information to the clients

Creating Value for Clients
• Promote and communicate company products and services to clients directly, and arrange appropriate visits, presentations and local seminars as required. This includes proposal preparation and presentation.
• Manage queries and problems for the client relating to all areas of the business
• Effectively communicates with company departments/internal clients so the service delivery teams’ concerns and issues are understood, taken into account, and escalated as appropriate; service delivery teams’ technical, logistical and administrative issues and dealt with efficiently

Commercial Awareness
• Prepare and maintain an Account Plan for each client as assigned which will involve how to effectively manage the relationship and research to establish knowledge of a client such as business strategy, company structure, hierarchy and identity of decision makers and influencers.
• Coordination of relationship enhancing activities, e.g. Seminars, presentations, social events etc.
• Identify new business opportunities with specified clients

Knowledge Management
• Effectively shares knowledge internally on sales leads including client meetings, visits, all aspects of competitor activity and general client activity

Essential Skills / Qualifications:
A degree or equivalent from a tertiary organisation recognised by the company within the relevant field of engineering or physical science or business studies (min of two years programme) or Qualifications from a marine or nautical institution and relevant sea-going experience as a certified ship’s officer or equivalent business industry experience.
• Membership of an appropriate professional institution
• Excellent communication skills and proficiency in the English language commensurate with the work. Proficiency in Arabic is an advantage.
• Demonstrate understanding of Account Management, gained through experience & training
• Experience in target and goal setting to achieve positive results by influence rather than direct control
• Commercial awareness & strategic policy input to account management project plans
• Understanding of the project management and sales process
• General experience in the key ship segments and the products and services offered by Lloyd’s Reg
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