About the Role
The Key Account Manager – Heavy Equipment is responsible for managing assigned customer accounts within the construction, quarrying, crushing, mining, infrastructure, and industrial sectors. This role focuses on maintaining strong customer relationships, generating sales opportunities, driving business growth within existing accounts, and ensuring high levels of customer satisfaction. The ideal candidate will possess strong industry knowledge, an established customer network, and a proven track record in heavy equipment sales. The individual should be customer-focused, proactive, and capable of managing multiple accounts effectively.
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Job Responsibilities
- Achieve assigned sales and revenue targets.
- Manage relationships with assigned key accounts and maintain regular customer engagement.
- Conduct customer visits to construction sites, crushing operations, quarries, mining locations, and industrial facilities.
- Identify sales opportunities within existing accounts and develop new business prospects.
- Prepare quotations, proposals, and equipment presentations.
- Follow up on sales leads, enquiries, tenders, and customer requests.
- Support customers throughout the sales cycle and coordinate equipment deliveries.
- Work closely with the service, parts, finance, and operations teams to ensure customer satisfaction.
- Maintain accurate sales forecasts and customer records within the CRM system.
- Promote service contracts, spare parts, warranties, and aftermarket solutions.
- Gather market intelligence and competitor information and provide insights to management.
- Participate in trade shows, exhibitions, industry events, and customer engagement activities.
- Ensure timely collection of payments and compliance with company credit policies.
- Support the Senior Sales Managers in implementing sales strategies and account development plans.
Product Knowledge & Training
- Develop and maintain a strong knowledge of construction equipment and related machinery.
- Attend product, technical, and sales training programmes to enhance product knowledge and sales effectiveness.
Policies, Procedures and Compliance
- Understand and adhere to Standard Operating Procedures (SOPs), credit approval processes, and financial policies relating to equipment sales.
- Ensure compliance with GIA policies, Anti-Money Laundering (AML), and Know Your Customer (KYC) requirements.
- Follow all company and departmental policies relating to equipment sales, documentation, financing, registration, insurance, and payment procedures where applicable.
- Maintain accurate documentation and ensure the timely submission of all sales-related paperwork.
- Ensure full compliance with ISO standards and SOP-driven sales processes.
Educational Qualifications
- Bachelor's Degree or Diploma in Business, Engineering, Sales, Marketing, or a related field.
Work Experience
- Minimum of 4 to 6 years' sales experience within the heavy equipment industry in the UAE or GCC region.
- Proven experience in key account management and business development within the construction, quarrying, mining, crushing, or infrastructure sectors.
- Experience representing leading heavy equipment brands will be an advantage.
Competencies
- Established customer network within the construction, quarrying, crushing, mining, infrastructure, or industrial sectors.
- Proven track record in equipment sales and account management.
- Strong relationship-building and customer service skills.
- Sound commercial awareness and negotiation skills.
- Self-motivated and results-oriented with a strong focus on achieving targets.
- Proficient in CRM systems and Microsoft Office applications.
- Excellent communication, presentation, and interpersonal skills.
- Strong planning, organisational, and time-management abilities.
- Ability to analyse customer requirements and provide appropriate equipment solutions.
- Valid UAE driving licence.
Languages
- Excellent written and spoken English.
- Arabic language skills will be an advantage.
- Additional regional languages will be beneficial for customer engagement across diverse markets.
