LRQA Role Profile

Role title Sales Manager

Grade
Reports to (title)
Version date

Business Background

Who are LRQA?

LRQA stands for dedication to clients, market firsts, and deep expertise in risk management. We’ve grown to
become a leading global assurance provider, bringing together outstanding expertise in certification, customised
assurance, cybersecurity, inspection and training.

While we’re proud of our heritage, it’s who we are today that really matters, because that’s what shapes who we
and our clients can become tomorrow. By staying true to our shared values and combining decades of collective
experience, we support our clients in building a safer and more sustainable future.

What do we do?
We help our clients negotiate a rapidly changing world, by working with them to manage and mitigate the risks
they face. We serve a wide variety of industries, from food, beverage and hospitality to automotive, aerospace and
transportation.

From independent third-party auditing, certification and training; to consultancy services; to real- time assurance
technology; to data-driven supply chain transformation, our innovative end-to- end solutions help our clients
shape their own future, rather than letting it shape them.

LRQA currently operates across 51 countries, has more than 2,500 colleagues, generates £315m in revenue, and
supports more than 60,000 clients across a diverse range of sectors and markets.

The next chapter for LRQA

The future of business assurance is exciting and rapidly changing. New challenges and opportunities are arising all
the time. We’re adapting to these challenges by expanding our portfolio of services and aiming to become the
leading digitally enabled assurance provider.

In November 2021, Goldman Sachs Asset Management acquired the LRQA business from Lloyd’s Register Group, of
which it had previously been a part. Becoming an independent business accelerates our ambition to realise this
vision. We will now be able to:
• Invest in customer excellence.
• Build on strong foundations to lead the digital transformation of assurance.
• Invest to enhance our products and services.
• Accelerate the growth of the business and deliver on our sustainability strategy.

With solid expertise and heritage in our sector, coupled with well-timed accelerated investment and a leadership
team that is fully committed to delivering our vision, LRQA’s next chapter is set to be an exciting, transformational
period of growth. We’re well placed to build on everything we’ve done and further our ambitions for the future. At
such an exciting time key talent is critical, and this role is a great opportunity to be part of our next chapter.

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 Role purpose:
The Sales team is responsible for the management of sales and the creation of strong and trusted relationships with
clients so that we can understand:
 their needs;
 we can use this information to plan how we will meet those needs; and
 generate sales as a result.
The Sales and Marketing team serve as the interface between external clients, customer service and service delivery
teams to ensure we develop services, marketing and sales strategies which are relevant to each specific client group
so that we can grow the life time value of our existing clients and maintain our high end brand positioning.

Background:
The Sales team is responsible for the management of sales and the creation of strong and trusted relationships with
clients so that we can understand:
 their needs;
 we can use this information to plan how we will meet those needs; and
 generate sales as a result.
The Sales and Marketing team serve as the interface between external clients, customer service and service delivery
teams to ensure we develop services, marketing and sales strategies which are relevant to each specific client group
so that we can grow the life time value of our existing clients and maintain our high end brand positioning.

Role purpose:
To manage an array of existing accounts and build the client base in order to achieve high sales targets.
 Generate new business and proactively manage specified accounts to promote LR’s products and services.
 To build key customer relationships, identify business opportunities, negotiate and close business deals
within defined geographical locations, sectors and services.
 Leverage relationship with operations teams to ensure excellent service delivery, leading to client
satisfaction and retention.
 To work with Operations and Customer Service to retain current client base and to sustain current
relationships and improve share of wallet and profitability of existing client portfolio.
Work closely with other sales and marketing teams (and other relevant internal departments) to present solutions
and services to clients to increase sales opportunities and thereby maximise the ability to achieve agreed business
plans, strategies and budgets.

Key Responsibilities:
Develop profitable and sustainable sales growth at assigned or new accounts in order to achieve/exceed agreed
sales targets.
Liaise with technical delivery teams to ensure their involvement in defining resource capacity/capability and
providing proposal/bid preparation support.
Develop a thorough understanding of our clients’ business to create a clear value proposition for customers. And
implement appropriate account management strategies for designated Accounts, to proactively create cross-
selling of our full range of Energy services with viable solutions, to meet clients' needs.
Maintain thorough understanding of the clients’ end use markets, their important customers, and their main
competitors and share this understanding with the wider sales and customer service and operations teams.
Establish and maintain strong working relationships with customer services and technical delivery teams to
ensure effective quoting and successful delivery of services to your clients.
Follow up leads received from technical delivery/customer service teams and work with clients and relevant
internal stakeholders to define scope of works, prepare bids and see them through to execution.
Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make
recommendations for implementing solutions.
Keep strong communication lines open with other sales colleagues, account managers and business
development community across Energy and the wider LR Group.
Determine clients’ future needs and provide detailed client feedback to relevant departments with regards to
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product requirements and enhancements. And ensure internally that adequate follow up to client takes place.
Manage the CRM plan for designated accounts including overall customer satisfaction and profitability, to retain
and grow the lifetime value of clients including meeting or exceeding sales targets.
Monitor and report on all client meetings and visits for each client in SalesForce, including relevant competitor
activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.
Support and represent Lloyd’s Register at industry events, local seminars and presentations as required.
Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as
well as entering all leads/opportunities in Salesforce.
To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and
awareness.
As appropriate, coach technical delivery and customer service teams towards a more client focused and
commercial approach.
Contribute to protecting and enhancing the reputation of Lloyd's Register and to improving the business, by
putting forward new ideas and, when requested to do so, supporting the implementation of change to meet the
future needs of the business.
Assess the risks and work in a safe manner at all times, robustly implementing health and safety rules, instructions
and systems and refuse to undertake or sell work that compromises your or your colleague's safety or health.
Report in a timely manner all incidents including near miss and safety observations (NMSO), accidents and injuries
and raise any health and safety concerns with your line manager.

Key health & safety responsibilities:

Eliminate or minimise employee exposure to risks by regularly reviewing the health and safety risk register,
applying appropriate controls, communicating results of risk assessments, and ensuring health and safety is
considered in the planning and execution of all LRQA activities.
Manage your own, and your team’s, compliance with health and safety rules, instructions, systems and legal
requirements to ensure employees are suitably trained and adequate resources are available to work safely.

Number of direct reports

Geographic area of impact
Size of budget
Key stakeholders LRQA clients

Technical / Professional Qualifications / Requirements:

A bachelor degree in commerce or equivalent, with experience in manufacturing/power/downstream/upstream
Energy sectors.
At least 10 years relevant working experience in a sales/marketing and client facing role with proven track record
of winning new business.
Experience of identifying client and business opportunities, including cold calling.
Experience of preparing and submitting bids and tenders to meet client proposals
Excellent interpersonal and communication skills with the ability to influence clients and colleagues to deliver
excellence.
Good commercial awareness - in particular, analysis and interpretation of financial and non-financial information.
Strong understanding of sales and marketing principles
Excellent negotiation skills
Self-motivated with “can do” attitude and ability to work in a highly technical environment.
Committed to continuous personal development through continually looking for opportunities to improve sales
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skills
Experienced user of sales CRM systems like Salesforce.
Ability to quickly and effectively assimilate market intelligence or detailed and complex information to support
business decisions.
Good team player with skills to work effectively in a global environment with colleagues of different cultures.
Ability to coach/mentor colleagues to improve team and organisational performance.
Our Values:
Expertise
We value our experience, specialist knowledge, and pioneering history within the industry. But we also never stop
looking for ways to learn and improve in the future.
Integrity
We always do what’s right, in the right way and continually measure our actions and their outcomes against
rigorous criteria – both those of stakeholders and our own.
Ambition
We are industry leaders because we combine technology and innovation with the expertise of our people. We help
our clients be the best they can be, by being the best we can be.
Vision
We support our clients in the present and prepare them for future success, by using our sharp understanding of
social, environmental, technological, and commercial changes to work towards a safer, cleaner, more sustainable
future.
Togetherness
We respect the unique skills, expertise and backgrounds of our people and the inclusive culture they create. We
believe teamwork and collaboration – internally and with our clients – are the best way to achieve our mutual
goals.

Behavioural Competencies (BCs):

Customer Focus
G3 – Takes responsibility for delivering customer needs

o Listens and asks questions to gain an understanding of customer needs and expectations
o Ensures that colleagues are aware of customer needs and understand how their role impacts the
customer
o Anticipates customer needs, actively seeking feedback to improve satisfaction
o Takes responsibility for resolving problems within the scope of his/her experience
Balances customer needs with safety, operational and commercial constraints

Team work
G3 - Actively includes, engages and supports others

o Values the input and expertise of colleagues, encouraging them to express their views and ideas
o Trusts and supports colleagues, seeking common ground to strengthen working relationships
o Assumes positive intent, resolving differences with others to achieve ‘win-win’ outcomes for
colleagues and customers
o Willingly shares knowledge and expertise with others
o Adapts personal behavioural style to work more effectively with colleagues and customers

Communicating & Influencing

G3 - Tailors and structures communication to specific audiences to engage and inspire

o Communicates clear objectives, expectations and purpose for the team, supporting them in taking
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 ownership
o Presents ideas logically, concisely and persuasively, adapting content and style for the audience, using
relevant and accurate data
o Communicates in a manner consistent with LR values and stays professional when challenged

o Encourages positive, open and 2-way discussion, demonstrating empathy, rapport and fairness
o Is approachable, fully involves others in decisions and ideas when appropriate, gaining commitment
and trust

Professional Expertise
G3 - Ensures professional competence and shares knowledge with others

o Is enthusiastic about sharing knowledge and experience with others

o Pursues appropriate learning, development and feedback opportunities to enhance own performance
o Keeps up to date with specific technical/professional/functional skills and knowledge
o Maintains awareness of latest legislation, regulation and standards and updates relevant
qualifications/CPD requirements
o Regularly reviews and updates their own PDP, supporting and encouraging others in their
personal/career development

Problem-Solving
G3 – Assesses problems and develops pragmatic solutions

o Uses effective sources/questions get to the nature of a problem, spotting gaps/flaws in data,
information or arguments
o Considers issues from different perspectives, assessing the impact of any solution, thinking beyond
own business function
o Encourages others to share, build on, and consider new ideas and ways of solving problems
o Makes well-timed decisions even when some information is unavailable
o Communicates tough business decisions, without blaming others

Delivering Results
G3 - Plans and prioritises workload to ensure goals/targets are achieved

o Is well-organised, using structured plans, prioritising and managing time effectively to meet deadlines
and targets
o Balances a range of conflicting priorities and tasks to determine the best way forward
o Holds regular team reviews to track goals, giving clear feedback to drive performance and address
issues
o Identifies barriers to achievement and actively seeks to minimise them
o Demonstrates a high level of drive, enthusiasm and a positive attitude to work, remaining calm under
pressure