Strategic Business Partner

Strategic Business Partner

Lloyd’s Register 

Location: - Shanghai, China

 

What we’re looking for 

 

The role 

Strategic Account Leadership 

• Develop a deep understanding of each client’s business model, strategy, market positioning, and competitive landscape. 
• Define and deliver a One-LR Strategic Account Strategy for assigned clients, including a clearly structured account team with defined roles, accountabilities, and delivery objectives. 
• Build and communicate a robust Strategic Account Plan (3–5 year horizon), with a clear vision, measurable KPIs, and short- and medium-term execution priorities aligned to LR’s global strategy. 

Client Value Creation & Growth 

• Craft client-centric strategies that deliver measurable impact for the customer while enabling sustainable, profitable growth for LR. 
• Identify, shape, and convert new business opportunities, leading cross-functional collaboration to unlock cross-portfolio growth (Class, Advisory, Digital). 
• Develop and position integrated, solution-based offerings, addressing both explicit and latent client needs to create differentiated, high-value propositions. 
• Define and execute commercial strategies that deliver mutual value creation (“win-win”), strengthening long-term partnerships and increasing share of wallet. 

Relationship Management & Stakeholder Engagement 

• Establish and manage multi-level, multi-functional relationships across the client organisation, from operational teams to C-suite stakeholders. 
• Design and implement structured relationship management strategies, effectively managing decision makers, influencers, supporters, and blockers while removing single points of failure. 
• Maintain strong alignment with the Executive Sponsor and senior LR stakeholders to ensure delivery against jointly agreed strategic objectives. 

Cross-Functional Leadership & Collaboration 

• Lead and manage a virtual, cross-functional Strategic Account Team, ensuring alignment, accountability, and effective delivery across all LR functions. 
• Mobilise internal expertise and capabilities as required, adapting team structure and skills to evolving client needs. 
• Foster strong internal collaboration to ensure a seamless, consistent, and high-quality client experience. 

Commercial Execution & Negotiation 

• Deploy effective negotiation and solution-selling strategies, both externally with clients and internally across LR, to achieve targeted outcomes. 
• Lead complex commercial discussions, balancing short-term results with long-term partnership value. 
• Manage conflict at all levels, driving constructive and commercially viable outcomes for all parties. 

Client Engagement & Market Positioning 

• Lead the promotion and positioning of LR’s full portfolio of products and services to the client, leveraging the broader KAM team. 
• Coordinate targeted client engagement activities, including executive visits, technical presentations, and global/local events. 
• Partner with the CMO function to develop and execute tailored marketing and engagement strategies for key accounts. 

Insight, Reporting & Continuous Improvement 

• Maintain disciplined account governance, ensuring accurate and timely reporting of opportunities, pipeline, and activities within Salesforce (SFL). 
• Monitor and analyse client interactions, competitor activity, and market developments, translating insights into actionable strategies. 
• Leverage insights from the Insight and Segment teams to continuously refine account strategy in line with evolving market dynamics.

 

What you bring  

Experience & Domain Expertise 

• Experience in Key Account Management, Strategic Sales, or Business Development, managing large, complex, and high-value accounts in an international environment. 
• Proven track record of delivering sustained revenue growth, client retention, and share of wallet expansion within strategic or enterprise-level accounts. 
• Strong understanding of the maritime, shipping, offshore, or related industrial sectors, with knowledge of regulatory frameworks, classification services, and lifecycle asset management (preferred). 
• Experience operating within or engaging with the China market, including familiarity with SOEs, shipyards, owners, and local business practices, is highly desirable. 

Strategic & Commercial Capability 

• Demonstrated ability to develop and execute long-term (3–5 year) strategic account plans aligned to client priorities and organisational growth objectives. 
• Strong commercial acumen, with the ability to structure and negotiate complex, high-value, multi-service agreements. 
• Proven capability in solution-based selling, integrating multiple service lines into compelling, client-centric value propositions. 
• Ability to identify, shape, and convert cross-functional growth opportunities across a diverse portfolio (e.g., Class, Advisory, Digital). 

Stakeholder & Relationship Management 

• Exceptional ability to build and influence C-suite and senior executive relationships, both externally with clients and internally across the organisation. 
• Strong stakeholder management skills, with the ability to mobilise and align cross-functional teams in a matrixed, global organisation. 
• Demonstrated experience in managing complex stakeholder landscapes, including decision-makers, influencers, and blockers, across multiple organisational levels. 

Leadership & Collaboration 

• Experience leading and coordinating virtual, cross-functional teams, often without direct authority, to deliver strategic outcomes. 
• Strong collaboration skills, with the ability to drive alignment across commercial, operational, technical, and marketing functions. 
• Ability to act as a connector and integrator, ensuring a One-LR approach to client engagement and delivery. 

Analytical & Execution Discipline 

• Strong analytical capability, with the ability to interpret market trends, client data, and competitive insights to inform strategic decisions. 
• Experience using CRM systems (e.g., Salesforce) for pipeline management, reporting, and account governance. 
• High level of execution discipline, with the ability to manage multiple complex workstreams, track performance, and deliver against clear KPIs. 

Communication & Influence 

• Excellent communication, presentation, and negotiation skills, with the ability to articulate complex value propositions clearly and persuasively. 
• Confidence in engaging across cultures, with strong interpersonal sensitivity and adaptability, particularly in a China/Asia context. 
• Ability to translate strategic intent into compelling narratives for both internal leadership and external clients. 

Education & Professional Credentials 

• Bachelor’s degree in a relevant discipline (e.g., Engineering, Maritime Studies, Business, or related field); advanced degree (MBA or equivalent) preferred. 
• Relevant industry or commercial certifications (e.g., sales, negotiation, or account management) are advantageous.