Key Account Manager,
Hilti Saudi Arabia
Total years of experience :6 years, 1 Months
• Manage oil and gas key EPC accounts including: Saipem, TR, Hyundai, Samsung, L&T, Gulf Asia, NSH, Sinopec, CRCC, Alfanar, Isam Kabbani, Sicim, BR Cat, Nesma, ENPPI, Petrojet
• Implement account development plans to maximize business lines, growth YOY, and share of wallet
• Track customer project list and assist management to assign project manager for key projects
• Utilize CRM salesforce data come up with insights and business reports and forecast sales
• Ensure excellent financial management on key accounts including minimizing OD, monitoring AR, solving invoice issues, ensure reconciliation, minimize DSO, and supervise collection
• Negotiate terms & conditions to optimize cash cycle using instruments such as LC and bank guarantee
• Manage projects in a matrix structure organization and cooperate with colleagues in different functions
• Manage MRO and EPC mid-market accounts including: Alessa, Olayan descu, Dailog, Albargash, MCCL, FSN, Kaefer, Alyami, Kamco, MRK, NBTC, Aldossary sons, Algihaz, GCC, KAMCO, Kentz
• Spend 90 % of my time facing clients in the HQ and projects, and ensure minimum 4 daily visits, and ensure multi touch by visiting storekeeper, procurement, finance, project team, and end users
• Select products and create technical submittals to comply with project specs
• Forecast and achieve sales targets on a monthly basis and create (LE) latest estimate to track sales
• Communicate our value proposition (VP) to the customer and translate features and benefits to value
• Manage the accounts of Saudi Aramco, EPC contractors, and shutdown contractors
• Manage the sales of industrial products including valves, valve testing machines, heat exchangers, hoists, and pipe cutting machines
• Manage the sales of rental and maintenance services
• Maintain and establish new relationships with difference makers of major clients in the region
• Forecast and achieve sales target on quarterly and annual basis
• Manage B2B sales pipeline from lead generation to qualification to proposal to closing
• Create commercial and technical proposals in line with client specification and negotiate terms and conditions
• Optimize the account receivable turnover ratio by following up with clients for payments
• Ensure the company’s strong presence in the market and expand the company’s client base
• Keep up with regional macro economic trends and monitor targeted projects
• Utilize the CRM data by using business analytics techniques to come up with insights and business reports
• Visit clients to perform presentations and demos
• Provided manufacturers in the Midwest with energy audits to improve energy efficiency and solve technical problems
• Analyzed manufacturers HVAC systems, pumps, chillers, boilers, building efficiency, and provided financial and
technical analysis for gas, water, CO2 and electric bills
• Provided technical reports documenting energy saving assessments, cost analysis, and analytics
• Received technical training in ISO 5051, leadership development, field equipment, and safety
• Led a group of 7 engineers in two projects and provided energy saving assessments that will save the manufacturers
more than 2 millions of dollars and 50 million lbs. of CO2 emissions annually
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