About the Role
The Sales Account Manager is responsible for driving revenue growth within the UAE Oil & Gas segment. This role involves winning and expanding business with major national and international oil and gas operators, their contractors, and supply chains. The Sales Account Manager will oversee the full cycle of the sales process, which includes meeting sales targets, building a robust pipeline and managing operations to ensure successful delivery of the business won, including manpower and resources secondment contracts.
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Key Responsibilities
Sales Targets and Revenue
- Own and deliver annual and quarterly sales, gross margin, and order-intake targets for the Oil & Gas segment.
- Build and execute an account plan for each key customer, with monthly forecasts reviewed.
- Maintain an accurate pipeline and forecast in the company CRM.
- Negotiate pricing, commercial terms, and contract conditions within approved authority limits.
Business Development
- Identify and pursue new opportunities with national oil companies, international oil companies, operators, EPC contractors, and service companies in the UAE.
- Track upcoming tenders, framework agreements, and long-term contracts; lead bid/no-bid decisions with management.
- Prepare and present technical-commercial proposals, tender submissions, and clarifications.
- Represent the company at industry events, exhibitions, and client meetings (e.g. ADIPEC).
Customer and Procurement Relationships
- Build working relationships with procurement, contracts, supply chain, and end-user departments at target companies.
- Secure and maintain vendor registration, pre-qualification, and approved-supplier status with each client.
- Navigate client procurement processes, portals, and evaluation criteria (technical, commercial, In-Country Value).
- Act as the single point of contact for key accounts and resolve escalations promptly.
Operations and Contract Delivery
- Manage the operations of won business: mobilization, delivery schedules, invoicing, and collections.
- Coordinate with operations, HR, finance, and logistics to deliver to scope, quality, and HSE standards.
- Monitor contract performance, margins, and client satisfaction; drive corrective action where needed.
- Ensure timely collection of receivables and minimize overdue payments.
Resources Secondment
- Develop and manage manpower and resources secondment contracts with Oil & Gas clients.
- Understand client manpower requirements, rate structures, and mobilization timelines.
- Coordinate recruitment, onboarding, and visa processes for seconded staff with HR.
Reporting and Compliance
- Submit weekly activity reports and monthly sales, pipeline, and forecast reports to management.
- Provide market intelligence on competitors, pricing, and client spending plans.
- Comply with company policies, UAE regulations, client codes of conduct, and anti-bribery rules.
Qualifications
Essential qualifications and experience:
- Minimum of 8 to 12 years of Oil & Gas sales experience in the UAE, directly selling to major oil and gas companies operating in the country.
- Proven track record of meeting or exceeding sales targets in a B2B, contract-driven environment.
- Familiarity with the purchasing and procurement departments of oil and gas companies in the region, including vendor registration, tendering, and approval processes.
- An established network of contacts within UAE Oil & Gas operators, contractors, and supply chain teams.
- Valid UAE driving license (mandatory).
- Bachelor’s degree in engineering, Business Administration, or a related field.
- Fluent written and spoken English.
Desirable (added advantage)
- Experience in resources / manpower secondment to Oil & Gas clients, including rate negotiation and managing seconded staff.
- Understanding of In-Country Value (ICV) certification and its importance in UAE tenders.
- Experience with client e-procurement portals and supplier registration systems.
- Exposure to wider GCC Oil & Gas markets (KSA, Oman, Qatar, Kuwait).
- Arabic language skills.
- Valid HSE certification or familiarity with Oil & Gas site safety requirements.
Additional Information
- Commercial acumen
- Negotiation
- Relationship building
- Drive and ownership
- Operational coordination
- Communication
- Planning and organization
- Digital tools
Compliance with policies and procedures based on the ISO standards adopted by the company.
