Key Account Manager (Non-Oil & Gas)
Role Purpose
The Key Account Manager is responsible for selling company service offerings to our customers across the Non-Oil and Gas sectors (Manufacturing, Power, Mining, etc.). The Key Account Manager ensures customer engagement and builds relationships that lead to opportunity realization.
Key Duties & Responsibilities
Sales & Business Development
- Drive sales strategy and execution.
- Manage key strategic accounts and support team members in complex sales situations.
- Establish, manage, and maintain strategic client relationships at senior levels.
- Develop and implement business plans to achieve revenue targets.
- Monitor market trends and the competitive landscape to identify new opportunities.
- Lead major contract negotiations and strategic partnership discussions.
Leadership & Team Management
- Lead, mentor, and develop a team of sales and business development executives to achieve individual and team targets.
- Set clear performance expectations and conduct regular performance reviews for team members.
- Coach and train team members on sales techniques, customer relationship management, and industry knowledge.
- Organize and lead regular team meetings to discuss pipeline, opportunities, and strategic approaches.
- Create and implement sales strategies that maximize team effectiveness and market coverage.
- Ensure proper account allocation among team members.
- Facilitate collaboration between team members and other departments.
- Develop and maintain a high-performance sales culture focused on customer success.
Operational Excellence
- Ensure accurate forecasting and pipeline management.
- Monitor and optimize the team’s use of the CRM system.
- Collaborate with other sales teams to share best practices.
- Provide regular reporting on team performance to the Sales Director.
- Ensure compliance with company policies and procedures.
- Manage team sales budgets and resources.
Client Management
- Oversee key account planning and relationship management strategies.
- Review and approve major proposals and presentations.
- Lead the resolution of high-level customer issues.
- Ensure customer satisfaction and retention.
Business Development
- Identify and develop new business opportunities.
- Lead strategic initiatives for market expansion.
- Develop and maintain relationships with industry stakeholders.
- Drive prequalification processes with new and existing customers.
Education & Work Experience
- Bachelor’s degree in Engineering, Business Administration, Marketing, or a related field.
- Professional certifications in sales management or leadership.
- Minimum of 7 years’ sales experience in industrial sectors (Manufacturing, Power, Mining, or related industries).
- At least 3 years of experience leading and managing sales teams.
- Proven track record in developing and mentoring successful sales professionals.
- Familiarity with service offerings for industrial applications and energy solutions.
- Demonstrated ability to consistently achieve and surpass sales targets.
Competency & Skill Requirements
- Strong leadership and team development capabilities.
- Strategic thinking and strong business acumen.
- Excellence in relationship building and professional networking.
- Advanced negotiation and presentation skills.
- Excellent project and people management abilities.
- Strong analytical and problem-solving skills.
- Outstanding written and verbal communication skills.
- Ability to influence and engage stakeholders at all organizational levels.
Key Performance Indicators (KPIs)
- Achievement of revenue and profit margin targets.
- Team performance and development metrics.
- Market share growth.
- Customer satisfaction and retention rates.
- New business development success rate.
- Team member retention and development.
- Sales pipeline quality and conversion rates.
- Compliance with QHSSE standards.
- Strategic account growth metrics.
- Team productivity and efficiency measures.