Key Account Manager – Air Liquide Arabia LLC

1. Builds the account plan

– Splits the account in meaningful segments: chooses priorities, aligns resources
– Performs the inventory of account knowledge: analyses relationship with key decision makers and understanding of their key business issues, assesses the competitive situation,
– Planning and validation: proposes strategy, objectives, value proposal and plan to be validated by the relevant manager

2. Manages the account team

– Identifies account team and involves it in the design and implementation of the account plan
– Creates global team communication of events and cross-fertilisation

3. Develops new sales and negotiates major deals

– Detects opportunities to enlarge the company offer
– Qualifies sales opportunities with all the involved AL participants
– Drives the sales team and sales process so that they fit best the customer's decision-making process (local and corporate)

4. Builds the customer's loyalty

– Defines plan for scheduled meetings with the key decision makers
– Ensures that the company is perceived by the customer as one company globally
– Organizes yearly review committees
– Issues executive summary of account plan for executive meeting purposes

5. Increases AL strengths

– Assesses and improves the account profitability per products, contracts and sites
– Assesses and improves the account growth potential
– Assesses and improves the strength of the contracts portfolio (contract duration, price escalation formulas, frame agreements, partnerships…)

6. Reviews the AL offers and agreements/contracts

– Drives the offer review process, analyses profitability, feasability of the prepared offers, agreements and contracts
– Validates or not according sales policy, HSE regulation and account plan the offers, agreements and contracts

7. Reports and communicates the progress and results

– Reports contract signatures to the organization and controls their implementation through appropriate procedure
– Gather sales results, visits reports to maintain centralized dashboard. Makes it available to the account team and the Entity Management

Job Details

Date Posted:2018-01-15
Job Location:Eastern Province, Saudi Arabia
Job Role:Sales
Company Industry:Oil/Gas

Preferred Candidate

Career Level:Management
Gender:Male
Nationality:Saudi Arabia
Degree:Bachelor's degree

التقدم للوظيفة الان

أنشئ سيرتك الذاتية الآن و تواصل على الفور مع أكبر و أفضل الشركات اون لاين. إنشائك لسيرة ذاتية على موقع المازن.كوم هي الوسيلة الأكثر فعالية للحصول على الوظيفة Key Account Manager – Air Liquide Arabia LLC بكل سهولة الان مجانا.


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