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Date: Jun 17, 2022
Location: Dubai, AE
Company: AkzoNobel
We’ve been pioneering a world of possibilities to bring surfaces to life for well over 200 years. As experts in making coatings, there’s a good chance you’re only ever a few meters away from one of our products. Our world class portfolio of brands – including Dulux, International, Sikkens and Interpon – is trusted by customers around the globe. We’re active in more than 150 countries and have set our sights on becoming the global industry leader. It’s what you’d expect from the most sustainable paints company, which has been inventing the future for more than two centuries.
Job Purpose
Key Account Management is an approach which includes developing long term relationships with strategic customers whose needs you understand in depth, and for whom you develop a special offer with a differential advantage over that of the competitors
Key Accountabilities
- Define a clear process of what is a key account, determining target customer needs, and implementing procedures to ensure that they receive customer service based on total value
- Direct and co-ordinate the segment team’s approach to Key Accounts
- Promote innovative products to the targeted Account
- Actively liaise and update the sales network on the Key Account’s activities and projects to ensure that AN is in a position to follow up and secure contracts
- Update the Key Account’s information and projects in the Gaudi CRM system
- Taking a position higher in the contract chain (closer to the money) – becoming directly engaged by the EPC and thereafter
- Provide a comprehensive service in all areas of passive fire protection and corrosion mitigation, from design and engineering through to product selection and installation
- Becoming more relevant in the contract chain thus taking back some control by positioning ourselves alongside the EPCs
- Align organization to the customer’s organization, when possible: single account leads with similar functional heads for product, supply chain, marketing, and operations
- Embed your account plan in CRM that is visible to all team members. All aspects of planning-including optimization of resources-developed, distributed, and tracked electronically
- Develop a unique competitive advantage through quality improvements, innovation and faster time-to-market
- Increase customers intimacy and start moving the overall customer satisfaction index from average to high
Experience
- Graduate level or equivalent
- Must have a proven KAM background preferably in oil & gas industry
- Demonstrable experience in key account management who leverages understanding of the objectives and desires of key stakeholders, organizational dynamics and alliances to build support and advance initiatives/projects
- Ability to develop and implement key account plans that are quantifiable & measurable
- In-depth knowledge of your specialist sector; in this case oil, gas & chemical with general understanding of contractual terms and conditions
- Strategic mind-set in proactively developing effective, long term solutions for our customers incorporating the latest digital trends
- Willingness to nurture team engagement in building strong global community of colleagues and customers
- Confident communicator who is able to present and influence credibly and effectively at all levels including senior stakeholders
- Adapts behaviors and style to suit different audiences; develops rapport with people at different levels and forms strategic long-term partnership with customers and cements their loyalty to AkzoNobel
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.
Requisition ID: 22763
