Sr. Account Manager
Diversey
Total years of experience :11 years, 5 Months
Handle account management activities of over 35 Hotels with an overall Target of AED 2.4 Million.
Coordinate and perform training seminars for customers whenever needed.
Conduct & supervise Chemical trials in customer site.
Promote & Expand sales for Diversey / Taski branded products across hospitality sector.
♦ Provide direct sales support through technical support visits, internal staff training & qualified lead generation.
♦ Improve customer retention and prospect to customer conversion rate in both direct and indirect channels via:
a) Lubricant upgrade trials / lubrication related troubleshooting activities in customer/prospect site.
b) Customers and distributor training according to annual training plan (Industrial / CVL / PVL).
c) Introducing, promoting & coordinating technical services for qualified customers/prospects and recording value provided. (Used oil analysis, filtration, thermography, energy logging, borescope inspection, etc.)
♦ Monitor and report technical services investment on monthly basis.
♦ Set KPIs and perform vendor evaluation of third party technical services providers.
♦ Create unified technical & commercial offering templates for each segment to be used by Sales.
♦ Inspect oil storage & handling equipment fabrication and installation at customer site.
♦ Apply guidelines to maintain safe operation during lubrication / sampling / troubleshooting activities.
♦ Communicate local standard compliance requirements with internal & external stakeholders and initiate process to renew annual ESMA certifications (ECAS & EQM) required for locally blended and imported Engine lubricants, brake fluids and ATFs.
♦ Communicate and finalize company needs with local authorities as an Arabic speaker (Customs, VAT, ESMA, etc.)
♦ Other activities: Prepare and send quarterly marketing emails to customer/prospect base - Contribute in company website modifications & Internal Process Audit (Qualified Internal Auditor).
♦ Promote sales of Mobil branded products in various segments (Oil & Gas, Marine, Cement, Primary Metals, Power, Construction, Equipment Rental and General Manufacturing) in compliance with ExxonMobil financial controls.
♦ Look for expansion opportunities via distributors within Oil & Gas and Domestic Marine segments.
♦ Prepare technical & commercial offers, tender documents, Total Cost of Ownership (TCO) calculations, benefit reports and Proof Of Performance (POP) documents highlighting advantages over competition and indicating potential savings for customers.
♦ Handle account management activities for three distributors and over 30 customers.
♦ Coordinate and perform training seminars for customers and distributors.
♦ Supervise lubricant trials in customer site. Inspect oil storage & handling equipment fabrication and installation.
♦ Provide & apply guidelines to maintain safe operation during lubrication / troubleshooting activities.
♦ Maintain a balanced sales pipeline and present marketing & sales activities in monthly sales meetings.
♦ Perform customer commercial evaluation prior to account opening.
♦ Report marketing highlights including monthly marketing activities of Mobil as well as competitors’ activities.
♦ Report status of delayed payments and act to speed-up critical dues.
♦ Provide information on OEM activities and opportunities to create regional alliances with equipment builders.
♦ Plan & execute works of piping and pipelines
♦ Construct new plants and extensions of the main plant
♦ Review engineering designs and layouts to confirm its compatibility with company concerns and acceptability
• Promote sales of servers, storage back-up solutions & applications software
• Convey customer benefits of international brands represented (Micros-Fidelio, HP, Dell, etc.)
• Conduct site visits to educate customers on the best suitable IT solution
• Monitor stocks and report branch updates
• Handle communications with suppliers and distributors
• Create purchase orders based on minimum stock threshold
• Use up selling and cross selling techniques to increase branch revenue
Project: Heavy Duty Equipment (operation, maintenance, Testing, troubleshooting and its energy consumption) Grade: Excellent
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