Strategic Business Partner Lloyd’s Register Location: - Shanghai, China What we’re looking for <div> The Strategic Business Partner is accountable for maximising retention and driving sustainable, profitable growth across assigned Strategic Key Accounts in Greater China. The role leads the development and execution of tailored, multi-year account strategies, positioning Lloyd’s Register (LR) as a trusted, enterprise-level partner aligned to each client’s strategic priorities. </div> <div> The SBP acts as the single point of strategic orchestration across LR, ensuring seamless alignment of commercial, operational, advisory, and digital capabilities to deliver measurable client value. This includes embedding a strong client-centric culture, strengthening cross-functional collaboration, and translating client requirements into integrated, solution-based offerings that increase penetration, share of wallet, and lifetime value. </div> <div> Acting as the “Voice of the Customer,” the SBP mobilises internal stakeholders, builds high-impact account teams, and leverages LR’s full capabilities to support clients in achieving their strategic, operational, and regulatory objectives. The role is critical in deepening executive engagement, expanding multi-level relationships, and positioning LR as a long-term partner of choice for its most influential and high-potential clients. </div> <div> The Strategic Business Partner (SBP) role within China is a critical enabler of the China Growth Plan. It plays a central role in accelerating business growth by focusing on Strategic Key Accounts, ensuring coordinated, portfolio-led delivery across LR’s offerings, and translating strategic ambition into tangible commercial outcomes in one of LR’s most important growth markets. </div> The role Strategic Account Leadership <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Develop a deep understanding of each client’s business model, strategy, market positioning, and competitive landscape. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">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. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">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. </li> </ul> Client Value Creation & Growth <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Craft client-centric strategies that deliver measurable impact for the customer while enabling sustainable, profitable growth for LR. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Identify, shape, and convert new business opportunities, leading cross-functional collaboration to unlock cross-portfolio growth (Class, Advisory, Digital). </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Develop and position integrated, solution-based offerings, addressing both explicit and latent client needs to create differentiated, high-value propositions. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Define and execute commercial strategies that deliver mutual value creation (“win-win”), strengthening long-term partnerships and increasing share of wallet. </li> </ul> Relationship Management & Stakeholder Engagement <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Establish and manage multi-level, multi-functional relationships across the client organisation, from operational teams to C-suite stakeholders. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Design and implement structured relationship management strategies, effectively managing decision makers, influencers, supporters, and blockers while removing single points of failure. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Maintain strong alignment with the Executive Sponsor and senior LR stakeholders to ensure delivery against jointly agreed strategic objectives. </li> </ul> Cross-Functional Leadership & Collaboration <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Lead and manage a virtual, cross-functional Strategic Account Team, ensuring alignment, accountability, and effective delivery across all LR functions. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Mobilise internal expertise and capabilities as required, adapting team structure and skills to evolving client needs. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Foster strong internal collaboration to ensure a seamless, consistent, and high-quality client experience. </li> </ul> Commercial Execution & Negotiation <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Deploy effective negotiation and solution-selling strategies, both externally with clients and internally across LR, to achieve targeted outcomes. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Lead complex commercial discussions, balancing short-term results with long-term partnership value. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Manage conflict at all levels, driving constructive and commercially viable outcomes for all parties. </li> </ul> Client Engagement & Market Positioning <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Lead the promotion and positioning of LR’s full portfolio of products and services to the client, leveraging the broader KAM team. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Coordinate targeted client engagement activities, including executive visits, technical presentations, and global/local events. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Partner with the CMO function to develop and execute tailored marketing and engagement strategies for key accounts. </li> </ul> Insight, Reporting & Continuous Improvement <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Maintain disciplined account governance, ensuring accurate and timely reporting of opportunities, pipeline, and activities within Salesforce (SFL). </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Monitor and analyse client interactions, competitor activity, and market developments, translating insights into actionable strategies. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Leverage insights from the Insight and Segment teams to continuously refine account strategy in line with evolving market dynamics.</li> </ul> What you bring Experience & Domain Expertise <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Experience in Key Account Management, Strategic Sales, or Business Development, managing large, complex, and high-value accounts in an international environment. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Proven track record of delivering sustained revenue growth, client retention, and share of wallet expansion within strategic or enterprise-level accounts. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Strong understanding of the maritime, shipping, offshore, or related industrial sectors, with knowledge of regulatory frameworks, classification services, and lifecycle asset management (preferred). </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Experience operating within or engaging with the China market, including familiarity with SOEs, shipyards, owners, and local business practices, is highly desirable. </li> </ul> Strategic & Commercial Capability <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Demonstrated ability to develop and execute long-term (3–5 year) strategic account plans aligned to client priorities and organisational growth objectives. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Strong commercial acumen, with the ability to structure and negotiate complex, high-value, multi-service agreements. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Proven capability in solution-based selling, integrating multiple service lines into compelling, client-centric value propositions. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Ability to identify, shape, and convert cross-functional growth opportunities across a diverse portfolio (e.g., Class, Advisory, Digital). </li> </ul> Stakeholder & Relationship Management <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Exceptional ability to build and influence C-suite and senior executive relationships, both externally with clients and internally across the organisation. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Strong stakeholder management skills, with the ability to mobilise and align cross-functional teams in a matrixed, global organisation. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Demonstrated experience in managing complex stakeholder landscapes, including decision-makers, influencers, and blockers, across multiple organisational levels. </li> </ul> Leadership & Collaboration <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Experience leading and coordinating virtual, cross-functional teams, often without direct authority, to deliver strategic outcomes. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Strong collaboration skills, with the ability to drive alignment across commercial, operational, technical, and marketing functions. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Ability to act as a connector and integrator, ensuring a One-LR approach to client engagement and delivery. </li> </ul> Analytical & Execution Discipline <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Strong analytical capability, with the ability to interpret market trends, client data, and competitive insights to inform strategic decisions. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Experience using CRM systems (e.g., Salesforce) for pipeline management, reporting, and account governance. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">High level of execution discipline, with the ability to manage multiple complex workstreams, track performance, and deliver against clear KPIs. </li> </ul> Communication & Influence <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Excellent communication, presentation, and negotiation skills, with the ability to articulate complex value propositions clearly and persuasively. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Confidence in engaging across cultures, with strong interpersonal sensitivity and adaptability, particularly in a China/Asia context. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Ability to translate strategic intent into compelling narratives for both internal leadership and external clients. </li> </ul> Education & Professional Credentials <ul> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Bachelor’s degree in a relevant discipline (e.g., Engineering, Maritime Studies, Business, or related field); advanced degree (MBA or equivalent) preferred. </li> <li style="font-family:arial, helvetica, sans-serif;font-size:14.0pt">Relevant industry or commercial certifications (e.g., sales, negotiation, or account management) are advantageous. </li> </ul>

Strategic Business Partner (Huangpu, SH, CN, 200001) @ Lloyds Register Group Services Limited

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