About the Role
The Key Account Manager (KAM) plays a crucial role in managing, developing, and growing a portfolio of customers through face-to-face selling and strong negotiating skills. This position is focused on increasing market share while delivering the desired margins and volumes. The KAM is responsible for end-to-end commercial management, which includes sales performance, customer account management, pricing, opportunity pipeline generation, technical support coordination, and executing the growth strategy for the assigned CF sector. This role emphasizes building partnership-based relationships by understanding customer needs and the company’s value propositions. Additionally, the KAM will focus on new business development and explore various growth channels. The position requires coverage across different geographical areas and multiple B2B customer segments within Oman.
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Principal Accountabilities
- Plan, monitor, and achieve individual sales targets (C3+ margin, volume & margin performance, DSO, growth, outstanding and overdue, etc.).
- Consistently apply Sales 1st Standards to create best-in-class structures for call/journey plans, calendar management, account plans, and the use of CRM tools to maximize customer-facing time (8-12 visits per week).
- Support the development of innovative and complex customer value propositions (CVPs) to transition from supplier to partner relationships in a value-led environment.
- Maintain accurate forecasts for volume, margin, and product mix.
- Ensure a robust Contract Management Plan is in place for all key accounts, reviewing and updating plans regularly.
- Monitor every account’s DSO closely and coordinate with the credit team for overdue collections.
- Develop a strong understanding of supply, logistics, and trading dynamics across fuels to enhance pricing competitiveness and unlock maximum growth value across three sectors.
- Manage value growth aggressively, with in-depth 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 and long-term needs, business models, value drivers, challenges, and opportunities to tailor offers and services to capture their business.
- Gain knowledge of market developments, competitors’ offerings, strengths, and weaknesses to create growth opportunities.
- Increase value for existing customers through value, cross, and upselling.
- Focus on acquiring new business in line with the customer strategy while defending the existing portfolio.
- Define and regularly review relevant customer relationships and differentiated service levels for both new and existing customers.
- Carry out price negotiations with customers, prepare quotations, proposals, and CAPEX, and agree on all operational requirements (including price, contract, payment terms, and services).
- Review and 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 requirements.
- Act responsibly and proactively in handling HSSE matters, including at customer sites.
Key Challenges
- Grow the business despite a challenging external environment due to economic slowdown, emphasizing the importance of Credit Management for successful sales delivery.
- Collaborate with relevant partners (credit, legal, finance).
- Achieve delivery through various business functions and/or self-help functions for customers, allowing Account Managers to focus on sales.
- Secure future value and competitive positioning within a fiercely competitive market while addressing increasing environmental and societal pressures.
- Ensure sustainable delivery of commitments consistently.
- Influence effectively without formal authority.
Requirements
- Relevant bachelor’s degree; a master’s degree is an advantage.
- Minimum 4 years of relevant sales experience in a frontline sales environment.
- Good working knowledge of customer operations and financials, alongside expertise in CRM tools.
- Strong IT literacy in all Office Programs.
- Good English language proficiency.
