Job Title: Key Account Manager
Company: A Unit of Abunayyan Holding Company
Industry: Heavy Machinery & Equipment
Work Location: Jeddah, Saudi Arabia (Must be Open to Relocate)
Role Summary
The Key Account Manager is responsible for driving revenue growth and expanding market share through the sales, lease and rental of heavy machinery and equipment within an assigned portfolio of strategic accounts. The role focuses on developing long-term partnerships, identifying new business opportunities, maximizing equipment utilization, and ensuring customer satisfaction while maintaining strong commercial and financial control.
Key Responsibilities
1. Sales & Account Growth Management
- Drive revenue growth through the sales, lease and rental of heavy machinery and equipment across assigned key accounts.
- Identify new sales and rental opportunities within existing accounts to increase market penetration and equipment utilization.
- Develop and implement annual sales and rental plans in alignment with company objectives and Area Sales Manager guidance.
- Establish annual revenue targets (sales and rental) for each key account and define structured action plans to achieve them.
- Prepare monthly sales and rental forecasts and performance reports for management review.
- Promote value-added services including maintenance contracts, spare parts, and after-sales support to enhance total account revenue.
- Monitor competitor activities and market trends to strengthen competitive positioning.
2. Receivables & Financial Control
- Ensure pricing, credit terms, and commercial agreements comply with company policies.
- Assume full responsibility for receivables collection within assigned accounts.
- Review and verify routine payments and journal vouchers as required.
- Monitor and validate daily cash movement statements in coordination with the finance team.
- Mitigate financial risks related to customer accounts.
3. Customer Relationship Management
- Develop and maintain strong, professional relationships with key decision-makers and stakeholders.
- Enhance customer loyalty by improving communication flow and service responsiveness.
- Maintain comprehensive knowledge of the relevant market sector to effectively position products and services.
- Develop detailed customer profiles and define standard operating procedures (SOPs) for each key account.
- Ensure high levels of customer satisfaction and long-term partnership development.
4. Communication, Coordination & Follow-Up
- Communicate potential risks or operational challenges to Customer Service, Sales, and Product Support teams.
- Administer and track sales leads, quotations, and order processing activities.
- Ensure timely follow-up on customer inquiries, proposals, and after-sales requirements.
- Coordinate internally to ensure seamless service delivery.
Qualifications:
- Bachelor's degree in Business Administration, Marketing, Industrial Engineering, or a related discipline from Saudi Arabian University.
Experience:
- Minimum of 57 years of experience in key account management, sales, or a related commercial role within heavy machinery, equipment, or industrial sectors.
Job-Specific Technical Competencies
- Strong Communication and Presentation Skills
- Commercial and Financial Acumen
- Negotiation and Relationship Management
- Product & Service Knowledge
- Risk & Compliance Management
- Business Acumen and Strategic Thinking
- Research & Data Gathering
- Data Analysis & Performance Monitoring
- Documentation & Reporting Skills
