Key Account Manager

Job Purpose:

Manage, develop and grow portfolio of customers through face
to face selling and strong negotiating skills, to grow market share and deliver
the aspired margins and volumes

The role drives end-to-end commercial management including
sales performance, customer account management, pricing, opportunity pipeline
generation, technical support coordination, and execution of the growth
strategy for the assigned CF sector.

The Key Account Manager (KAM) will cultivate
partnership-based relationships with customers based on a clear understanding
of CF range of CVPs, and knowledge of customer needs in order to deliver
maximum value for both company and the customer. In addition, the role will be
expected to contribute to our growth aspirations through significant focus on
new business development and growth channels.

The role will be required to cover different geographical
area and multi B2B customer segments within Oman.

Principal Accountabilities:

•             Plan,
monitor and achieve individual sales targets (i.e., C3+ margin, volume &
margin Performance, DSO, growth, outstanding and overdue, etc.)

•             Consistently
apply Sales 1st Standards especially in bringing best in class structure for
call/journey plan, calendar management, account plan and use of CRM tools to
maximize customer facing time (8-12 visits per week)

•             Support
the development of innovative and complex CVPs to be able to move from a
supplier to a partner relationship in a value led environment.

•             Maintain
accurate forecasts for volume, margin, and product mix.

•             Ensure
robust Contract Management Plan is place for all key accounts and that plans
are reviewed regularly and kept up to date.

•             Maintain
close monitoring of every account DSO and ensure close coordination with credit
team for overdue collections.

•             Develop
strong understanding of supply, logistics, and trading dynamics across fuels to
strengthen pricing competitiveness and unlock maximum growth value across the
three sectors

•             Manage
more aggressively value growth, with a deep understanding of value generation
and financial dimensions (value drivers, P&L impact of integrated offers,
cash, DSO, ERR and cash impact of business deals).

•             Understand
customers’ immediate/long term needs, business models, value drivers,
challenges and opportunities to tailor offers and services to capture their
businesses

•             Gain
knowledge of market development, competitors’ offers strengths and weaknesses
to create growth opportunities.

•             Increase
the value for existing customers through value, cross and up selling.

•             Focus on
acquisition of new business in line with CF customer strategy and defending the
existing portfolio.

•             For new
and existing customers, define and regularly review relevant customer
relationship, behavioural and differentiated services levels.

•             Carry out
price negotiations with customers, preparing quotations, proposals & capex
and agree on all operational requirements (including: price, contract, payment
terms and services).

•             Review
& plan customer business, products, contracts, prices, credit terms, credit
limits and debt management.

•             Comply
with HSSE Live Saving Rules, Goal Zero and NI/PM reporting as per line
requirement.

•             Act in a
responsible and proactive way in handling HSSE matters including the customer’s
sites. 

Key Challenges:

•             Grow the
business in a difficult external environment arising out of economic slowdown.
With changing economic landscape, Credit Management is critical to the
successful delivery of Sales Plan.

•             Collaborate
with relevant partners (credit, legal, finance). 

•             Delivery
through other functions of the business and/or through self-help functions for
the customer (allowing the Account Managers to have their focus on sales).

•             Secure
future value and competitive position in a fierce competitive environment and
an increasing environmental and societal pressures

•             Sustainable
delivery of our promises day in day out.

•             Ability
to influence without authority

Requirements

•             Relevant
bachelor’s degree/Masters is an advantage.

•             Relevant
sales experience with minimum 4 years’ experience in frontline sales
environment.

•             Good
working knowledge of the customer operation and financials and knowledge of
specialist sources of information in knowledge of CRM tools 

•             Strong IT
literacy on all Office Programs

•             Good
knowledge of English