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Key Account Manager

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Date: May 15, 2021

Location: SA

Company: AkzoNobel

AkzoNobel has a passion for paint. We're experts in the proud craft of making paints and coatings, setting the standard in color and protection since 1792. Our world class portfolio of brands - including Dulux, International, Sikkens and Interpon - is trusted by customers around the globe. Headquartered in the Netherlands, we are active in over 150 countries and employ around 34,500 talented people who are passionate about delivering the high-performance products and services our customers expect.

Job Purpose


Performs continuous market research among the stakeholders in the entire value chain and maintains professional relationships with the industry stakeholders & provide feedback on regular basis on market conditions, market dynamics, economic conditions, pricing prevailing in the market, project status etc & also to understand how customers are utilizing our proposal and how well those align versus competitive products. Creates and develop sales opportunities through key account management process & applies the agreed sales strategies towards the selected key prospects, negotiates terms and conditions of contracts.  Build and maintain various allocated accounts along with that would have to explore new opportunities and develop new customers and secure orders or contracts, which meet or exceed agreed targets. Clearly define the profitable offer per segment in terms of proposal with right product, service and value to maximize revenue and profitability for the product portfolio. Coordinates the activities with local Sales and global KAM team on the major target project & maintain visibility through relevant data management tools like CRM.

Key Accountabilities

  • Develop, manage and ensure realization of sales for the assigned accounts (example:  ARAMCO, SABIC, SWCC, NWC, Drilling Companies etc), but not limited to.
  • Key Account Management of the Key Owners, EPC’s, Consultants, Contractors.
  • Delivers periodical business reviews and actively participates in the development of business growth and sales support plans for the designated customers.
  • Coordinate with KAM team & MEA Spec team regularly and support the segments by working in line with the action plan to execute the strategies which are developed.
  • Understand and assess customers’ needs, business objectives, strategies and build compelling customer value propositions representing our portfolio
  • Manage the assigned accounts to ensure the collections are inline with the Credit Control guidelines
  • Work in line with the marketing team directions to market any new products, technologies etc and take the lead as and when advised.
  • Manage reports through relevant tools like CRM and other report formats ruled out by the management
  • Achieve or Exceed the objectives and commercial targets set by the management
  • Explore areas for developing business by identifying new opportunities and customers

Experience

  • Min. Bachelor’s Degree / Graduation in management or equivalent industry knowledge
  • Min. experience - 5 years in Coatings - Paints Industry
  • Effective ability to understand customer processes and markets, identify potential opportunities, create value propositions, and mobilize internal support where necessary
  • Proven ability to influence key decision makers
  • Understand various product ranges (Specialty, lining, PFP, High Heat) as well as knowledge for competitors’ products.
  • Ability for analyzing market, statics as well as excellent documentation (MS Office Tools)
  • Excellent interpersonal skills in a matrix organization
  • Fluent in English & Arabic

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Requisition ID: 8901