Purpose of Position
- A Key account specialist is responsible for managing and developing relationships with key customers or clients of a company.
- The position performs in line with the Bureau Veritas Quality Assurance System, including the BV Code of Ethics and the BV Group policy.
Major Responsibilities
- Meeting assigned sales target for Key Account - Aramco for Eastern region activities in OPEX & CAPEX/Oil, Gas, and Petrochemical.
- Acting as Senior Key Account specialist for Aramco with the following:
1- Arrange sales & business development meetings with the clients
-2 Identifying new prospective/potential markets.
-3 Initiate the sales pipeline post visiting/meeting the clients.
4- Preparing proposals and reviewing & signing POs if required.
5- Track, assess, and report BV's market share with Aramco.
6- Develop a market intelligence database.
7- Develop market mapping for end-users/affiliates and Aramco facilities for both IK & OTK.
8- Identify required pre-qualifications, approvals, and necessary registrations for BV's profile for Aramco.
9- Compliance with all license certifications to operate (LTO) & required authorization for BV as per client requirements.
10- Research, develop, and execute strategies to identify market opportunities.
11- Conduct the company's customer satisfaction survey, examine the results, and take appropriate action based on the state of any particular customers or groups of customers.
12- Plan and assist Aramco's sales and marketing efforts.
- Following the process for bid approvals.
- Carry out additional tasks that help BV maintain its position in the Oil & Gas markets.
- Use the Sales Force to maintain data integrity and a healthy pipeline.
- Using Sap Ariba to track and manage RFQs, LTO certifications, and documentation for the Aramco portal Sap Ariba.
- Regularly reporting activities for Aramco to KAM.
- Maintaining and expanding relationships with significant clients.
- Responsible for the effective on-boarding of new clients.
- Develop and achieve sales through the direct sales channel
- Write business plans for all present and future business opportunities
- Represent the company in a professional manner, including attending trade shows and participating in other industry events.
- Build a clear communications strategy (Internally & externally)
- Ensure all process and procedures are in place to deliver a high level of service performance safely without impacting the environment.
KPIs
- Reach the annual sales goal of 100%.
- Provide proper client information and necessary support to operation and collection teams to ensure smooth job execution, invoicing, and collection.
- Meetings: 3 per month with major Key stakeholders.
- Attend 4 exhibitions per year (1 per quarter).
- Attend all job explanation meetings without fail with proposals to be submitted within Due date.
- Attend all kick-off meetings for awarded contracts.
- Ensure the accuracy and integrity of the sales data in the Sales Force.
- Organize client meetings for company growth and sales, and create an effective sales pipeline.
- Devising strategies to penetrate new markets with clients & sectors.
- Analyze the possibilities for cross-selling.
- Regular reporting of sales KPIs, trend analysis, and appropriate corrective action.
- Discipline: QHSE requirements compliance, adherence to the office working conditions, code of ethics, and resilience in the assigned tasks.
Qualification And Experience
- Bachelor's degree in Engineering
- 5-7 Years of experience.
- Relevant experience in the field of Sales & Marketing.
- Awareness of BV's services
- Understanding of applicable contractual terms & conditions
Skills & Qualities:.
- Knowledge of the sales process
- Management system
- Functionality of sales tools
