Key Account Manager, Dubai, United Arab Emirates

This job is OPEN to APPLY for ALL Nationalities, unless otherwise specified.

Job Purpose

The purpose of this role is to ensure that adequate resources and capability (people and processes) reside within the business to manage business relationships with nominated Key Accounts (current customers and new prospects) where the business has significant dependency on the accounts from a strategic perspective. 

 

M&R KAM ( Key Account Manager) 

Manages a portfolio of major Protective Coatings Sales accounts, working in Maintenance and Repair, of strategic importance to sales cluster, (Key accounts such as Altrad, Kaefer), coordinating relevant sales representatives to successfully execute M&R growth strategy  

Geographically covering the Middle East with focus on UAE, KSA and Qatar 

Key Accountabilities

 

Generating sustainable, profitable business for identified Protective Coatings M&R Sales Accounts with strategic importance to Middle East as directed or agreed with line management, including with direct buying accounts and with key facilities in geographical area 

Hunting and securing new maintenance opportunities, primarily in the Oil & Gas market 

Responsibility of forecasting complexity and full coordination with Demand management and Supply management teams 

Commercial point of contact for pricing renegotiations with Key accounts mentioned in the above 

Working closely with Global KAM team and other KAMs in other key locations on contract chain at designated accounts/opportunities  

Active member & contributor for M&R strategy and sales groups at EMEA and global level 

Linking contract chain through collaboration with European Specification Team and Global KAM Team to secure key projects/business in Middle East (or via subcontracting elsewhere)  

Supporting KAM and Specification Selling team focusing on driving, securing and executing specification positions in Oil & Gas 

Lead tenders for projects, contract implementation, develop/implement initiatives, support local sales activity, support claim handling, set and deliver budget for target accounts 

Coordination of resources as needed to achieve objectives, in close alignment with local, Europe and outside Europe PC sales teams. 

Create and execute Key Account Plans for Key Account and portfolio, aligned with Regional / Global Segment & Marketing plans 

Develop relevant Commercial pipeline for account portfolio in CRM 

Accurate forecasting of future and ongoing projects for own portfolio in CRM as input to Integrated Business Planning (IBP) process  

Enhance Key Account management capability across the entire organization and across all functions 

Collaborate with cross functional teams including relevant teams at the key accounts to prioritize new developments, make plans for trials, etc. 

Provide support and leadership to sales, customer services and technical teams by showing vision, putting in resources to ensure high service levels and operational efficiency 

Steward new business development projects opposite targeted account requirements 

Contribute to and provide input for Market Intelligence and  new product development pipeline 

Experience

 

5+ years of work experience in commercial roles, sales and/or key account management in coatings or O&G industries., with exposure to the region.

Bachelor Degree and/or Masters of Business Administration in related field preferred 

Skills – Leadership, stakeholder management, project management, decision making, creating value propositions, drive, results orientation, communication and presentation, commercial and business acumen, understanding of cross functional processes and financial concepts related to sales and cost to serve 

DETAILS TO REGISTER FOR THIS JOB:

Send your updated ATS-compliant CV:

https://careers.akzonobel.com/job/Dubai-Key-Account-Manager/1287122001/?jobPipeline=Indeed


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