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