Strategic Account Manager at LRQA · Shenzhen

Job ID:43825 Location:LRQA - Shenzhen - Guomao Commerc Position Category:Business Development Position Type:Employee Regular

Role Purpose

• Our team conducts a thorough supply chain risk analysis and due diligence that considers country, region, commodity, and other factors to identify high-risk items. We implement responsible sourcing practices, ensure traceability throughout the supply chain, and apply hierarchical management to address these risks effectively.
• We offer a comprehensive range of services, including supply chain risk analysis and investigations, supply chain assessments through risk segmentation, supply chain traceability. Additionally, we provide training and support for implementing best practices in supply chain management.

The purpose of the Strategic Account Manager is to:

• Develop and win new business opportunities with existing and target strategic accounts
• Build and maintain strong strategic relationships with key individuals in client accounts
• Lead the strategic sales priorities and implementation for accounts, based on opportunities, framework and service agreements, to maximize revenue delivery and growth
• Introduce new products and services which are added to the LRQA portfolio through acquisitions and new product development
• Support strategic bids and be a major contributor to the bid process and team
• Be the local lead and representative for driving local brand sale, where geographical strategic support is needed, including liaison with Global Account Managers (GAM’s) to drive sales and pipeline opportunities for global accounts

Key Responsibilities:

Results driven delivery

• You will manage a selection of strategic accounts and be responsible for winning business from a target group of logos, with an annual combined revenue value of £0.5-3m initially, depending on mixture of existing and new client priorities, working on growing this significantly year on year. You will be responsible for creating the implementation strategy for new sales in your accounts and working with LRQA teams as needed to achieve success. Retention, revenue growth and new logo wins will be the key performance indicators use to measure success.

Account Management skills

• You will be responsible for the development and delivery of strategic account plans, which maximize the LRQA opportunity for revenue, in line with group growth objectives and priorities. You will ensure continual development of each client’s business focus and strategy, you will grow the network of influencers in each client organization and will maintain an active pipeline of opportunities, prioritizing workload to ensure client satisfaction and maximum revenue growth. This will involve proactive engagement with other LRQA teams, including marketing, Service Delivery (SD) and Service Delivery Support (SDS) as needed to put your account and targets into the best shape possible for success.

Pipeline management skills

• You will need to manage your client pipelines to ensure that they are sufficient to meet the relevant targets, engaging with GAM colleagues and other local SAM’s to maximize the opportunities you develop, through local relationships and contracts. This will include ensuring the accuracy of values, sales stages, dates of actions and likely closure timelines. Where your overall pipeline is not in the right shape, you will take action to correct this and ensure it gets back on track in a timely manner. Your pipeline will be an accurate reflection of your sales forecast at any given time.

Preparation and delivery of account plans

• You will ensure that any strategic account under the management of your team, has an up to date, viable account plan, which is driving the strategic growth initiatives for the account and which can be clearly articulated by the relevant salesperson, at any time. You will use account plans to prioritize opportunities, marketing support and team efforts to drive the growth you are tasked with delivering each financial period.

Contract renewals and RFP’s

• You are responsible for managing the retention of all business with your named accounts, minimizing the risk of loss to the LRQA business, through timely intervention in any process, preventing the re-tendering of business where possible and re-securing the contract where needed. You will play an active role in new business opportunities, either in a lead or supporting sales position, depending on the winning strategy and relevant skills needed to maximize the opportunity of winning.

Problem solving

• You will be accountable for working with your clients and targets on identifying problems that LRQA can solve via a customized solution of its products and services, underpinned by strong market knowledge and experience.

Market knowledge and strategic prioritization

• You will maintain a strong strategic knowledge of the market(s) you operate in, ensuring you are able to maintain a strong level of communication with client personnel, using this to open doors for new products and services, and to contribute to strategic discussions around LRQA business plans and growth objectives.

Contribution to Sales Meetings and Performance summaries

• From sales management meetings to RS leadership team meetings, you will be responsible to produce sales and pipeline reports, performance summaries and updates on specific project actions, ensuring they are accurate and delivered in a timely manner.

What You’ll Bring:

• Essential – Demonstrable experience of achieving annual sales targets, selling products and services in a comparable role in a B2B environment, with at least 2 years’ experience
• Essential – proven experience of working with large strategic organizations to develop sales solutions underpinned by insights, to solve particular business problems
• Essential – demonstrable experience of developing contract values with large accounts through year-on-year double digit growth
• Essential – ability to communicate fluently in English and a minimum of one other language widely used in businesses in your base region
• Essential – experience in preparing and delivering proposal presentations to senior level audience
• Essential – Demonstrable experience in managing quotations, bids and proposals, including knowledge of pricing strategies to achieve required margin
• Essential - Demonstrable experience in working proactively and collaboratively across teams including marketing to achieve growth strategies and targets.
• Essential - Knowledge of standard IT programmers, Salesforce and comfortable in using proprietary software for business processes
• Desirable – knowledge of the responsible sourcing sector
• Desirable – a degree or commensurate education qualification, which you have used in your career to succeed in a role

Who are LRQA?

LRQA is a leading global assurance partner, combining deep industry expertise with innovative solutions to help organizations manage risk, improve performance, and drive sustainable growth.

Operating in over 50 countries with a team of 2,500+ professionals, we support more than 60,000 clients worldwide through assurance, certification, cybersecurity, inspection, and training services. Our purpose is simple: to help businesses build a safer, more secure, and more sustainable future.

What We Offer:

Join a global team where your expertise is valued and your development is supported. We offer a collaborative work environment, opportunities for professional growth, flexible working arrangements where applicable, a competitive salary aligned with the market, and a comprehensive benefits package.

Pre-Employment Checks

If you are successful in securing a role with us, we may carry out pre-employment checks, as permitted by local law, including verification of identity, right to work, employment history, education, and criminal records where applicable.

These checks are conducted by our trusted screening partner, Cfirst, in compliance with applicable data protection laws. Any personal data collected will be used solely for recruitment purposes, stored securely, and retained only as required.

For questions about the screening process, contact Onboarding@lrqa.com , For queries regarding your personal data, contact dataprotection@lrqa.com

At LRQA, we belive that as a leading Global Leading Assurance and Risk Management Service provider, our talented people are our risk management advantage.

We belive the best outcomes come from diverse perspectives, shared ambition and working together with integrity. That's how we buid a workplace where everyone can contribute, grow and thrive.

Guided by Vision and powered by Expertise, we're united by a shared purpose. If you're driven to make a difference, you'll belong here.

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