Key Account Manager

About AkzoNobel

Since 1792, we've been supplying the innovative paints and coatings that help to color people's lives and protect what matters most. 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 use our expertise to sustain and enhance the fabric of everyday life. Because we believe every surface is an opportunity. It's what you'd expect from a pioneering and long-established paints company that's dedicated to providing sustainable solutions and preserving the best of what we have today while creating an even better tomorrow. Let's paint the future together.

For more information please visit www.akzonobel.com

2024 Akzo Nobel N.V. All rights reserved.

Job Purpose

The purpose of this role is to ensure that adequate resources and capability (people and processes) reside within the business to manage business relationships with nominated Key Accounts (current customers and new prospects) where the business has significant dependency on the accounts from a strategic perspective.

M&R KAM ( Key Account Manager)

• Manages a portfolio of major Protective Coatings Sales accounts, working in Maintenance and Repair, of strategic importance to sales cluster, (Key accounts such as Altrad, Kaefer), coordinating relevant sales representatives to successfully execute M&R growth strategy
• Geographically covering the Middle East with focus on UAE, KSA and Qatar

• Generating sustainable, profitable business for identified Protective Coatings M&R Sales Accounts with strategic importance to Middle East as directed or agreed with line management, including with direct buying accounts and with key facilities in geographical area
• Hunting and securing new maintenance opportunities, primarily in the Oil & Gas market
• Responsibility of forecasting complexity and full coordination with Demand management and Supply management teams
• Commercial point of contact for pricing renegotiations with Key accounts mentioned in the above
• Working closely with Global KAM team and other KAMs in other key locations on contract chain at designated accounts/opportunities
• Active member & contributor for M&R strategy and sales groups at EMEA and global level
• Linking contract chain through collaboration with European Specification Team and Global KAM Team to secure key projects/business in Middle East (or via subcontracting elsewhere)
• Supporting KAM and Specification Selling team focusing on driving, securing and executing specification positions in Oil & Gas
• Lead tenders for projects, contract implementation, develop/implement initiatives, support local sales activity, support claim handling, set and deliver budget for target accounts
• Coordination of resources as needed to achieve objectives, in close alignment with local, Europe and outside Europe PC sales teams.
• Create and execute Key Account Plans for Key Account and portfolio, aligned with Regional / Global Segment & Marketing plans
• Develop relevant Commercial pipeline for account portfolio in CRM
• Accurate forecasting of future and ongoing projects for own portfolio in CRM as input to Integrated Business Planning (IBP) process
• Enhance Key Account management capability across the entire organization and across all functions
• Collaborate with cross functional teams including relevant teams at the key accounts to prioritize new developments, make plans for trials, etc.
• Provide support and leadership to sales, customer services and technical teams by showing vision, putting in resources to ensure high service levels and operational efficiency
• Steward new business development projects opposite targeted account requirements
• Contribute to and provide input for Market Intelligence and new product development pipeline

• 5+ years of work experience in commercial roles, sales and/or key account management in coatings or O&G industries., with exposure to the region.
• Bachelor Degree and/or Masters of Business Administration in related field preferred
• Skills Leadership, stakeholder management, project management, decision making, creating value propositions, drive, results orientation, communication and presentation, commercial and business acumen, understanding of cross functional processes and financial concepts related to sales and cost to serve

At AkzoNobel we are highly committed to ensuring an inclusive and respectful workplace where all employees can be their best self. We strive to embrace diversity in a context of tolerance. Our talent acquisition process plays an integral part in this journey, as setting the foundations for a diverse environment. For this reason we train and educate on the implications of our Unconscious Bias in order for our TA and hiring managers to be mindful of them and take corrective actions when applicable. In our organization, all qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.

Requisition ID: 51210