Strategic Business Partner

Strategic Business Partner – Lloyd’s Register

Location:

Antwerp, Belgium

What We’re Looking For This role is accountable for maximizing retention and building and delivering tailored strategies for growth from assigned Strategic Key Accounts.

Maintaining and growing the business with assigned Strategic Key Account(s) through aligning understanding and delivery of customer requirements across all Lloyd’s Register’s (LR) functions ensuring each role contributes to creating customer value: embed ‘client centricity’.

Whilst also optimizing profitability, reducing the cost to serve, focussing on increased penetration through value creation and solutions-based selling, and developing multi-level multi-functional contacts between the client and their LR counterparts.

Acting as the Voice of the Customer within Lloyd’s Register, building cross-functional teams, and leveraging internal relationships to help our key clients meet their strategic objectives, and deliver increased value for the client and LR.

Building and delivering tailored strategies for LR’s largest clients with the biggest market influence and largest future potential to develop and grow LR’s business through bespoke and strategic alignment. Leading the business in developing solutions based on client needs, creating lifetime value as a trusted advisor to LR’s key clients. Working closely with teams and individuals across LR to provide an exceptional customer experience, KAM builds close relationships with key accounts, thorough account planning, and specialized service.

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 programs.

The role

• Develop a deep understanding of the client’s business, strategies, markets, and competitive landscape and develop a One-LR key account strategy for the nominated client(s), including a named account team with clear delivery objectives and accountabilities.
• Craft client-focused strategies that deliver a positive impact for the client, which will lead to sustainable and profitable growth for LR.
• Create bundled solutions to meet express and tacit client needs for key accounts, engaging cross-company as required, to deliver real business value propositions
• Maintain a close relationship with the key account Executive Sponsor and senior commercial leaders across LR to maximize benefits and deliver on jointly agreed objectives.
• To manage and coordinate the building of multi-level relationships between LR and the client organization.
• Develop and implement a relationship management strategy for each strategic account to ensure that relationships are developed and strengthened across all functions and executive levels, to manage and mitigate supporters, blockers, decision-makers, and gatekeepers, to remove single points of failure, build contingency, and to ensure the right level contact is taking place in a managed and proactive way.
• Build, maintain, and communicate a Strategic Key Account plan, including a strategic vision (3-5 years) and short and medium-delivery objectives aligned with global strategy, anchored with a cross-functional delivery team and clear KPIs and metrics.
• Identify new business opportunities and lead the collaboration effort with internal stakeholders to identify and realize cross-stream business opportunities ensuring LR is best placed to win.
• Develop clear commercial strategies that create true ‘win-win’ for all parties and lead to profitable growth in the account(s)
• Manage conflict at all levels, driving through acceptable outcomes for all parties.
• To effectively manage a dynamic virtual Strategic Account Team, and bring in skills and competencies as required by the changing needs of the client
• Deploy effective negotiating and selling strategies in the key account and internally, using other resources as required to achieve outcomes
• Lead promotion and communication of LR products and services to clients directly via the KAM team, and arrange appropriate visits, presentations, and local /global seminars as required. Working with the CMO…