Energy Account Manager, Process Heat Exchangers Capital Sales - UAE & Oman

Energy Account Manager, Process Heat Exchangers Capital Sales - UAE & Oman

Alfa Laval Middle East and Africa has a strong ambition to build on its leading position to become the No.1 partner for our customers, delivering efficient solutions and a superior experience and value at every step.

We offer a challenging, exciting, and rewarding position in a highly dynamic and interesting organization; the Process Thermal team in the Energy Division is looking for an Energy Account Manager to drive the Capital Sales business growth in UAE and Oman. This is your opportunity to lead and grow the business while being part of a young and dynamic team promoting products that help our customers meet their energy efficiency needs.

You shall be responsible for growing the overall Capital Sales of Alfa Laval Products like Heat Exchangers in a competitive market and achieve the targets set based on the strategy agreed with your own drive, autonomy, and profound understanding of the customer needs.

The job involves managing the business in terms of Sales management, Customer relationship management, Marketing, Key Account Management, and planning and execution of company strategy to large global projects from your customers. The business is focused on Alfa Laval's market share in the Energy sector including Cleantech.

An ideal candidate would be an experienced hand at value selling (Heat Transfer Equipment preferred) with strong knowledge of the local market and relationships with Influencers, Decision Makers, and Industry Leaders. The candidate should have a strong presence in the market and be highly motivated to improve on their existing knowledge and contacts to work with Key Decision Makers at the C-suite with our customers. A strong virtual presence as a thought leader and technology advocate and the ability to speak at Conferences and Seminars is a definite advantage.

Who you are:

You are customer-focused, have a passion for Sales, and strongly believe in securing quality and a high level of integrity. Your strong business acumen is a value addition to this role. Networking and Influencing, Relationship building, Key Account Management, and Customer ownership are minimum requirements.

Key Responsibilities and Tasks:

1. Follow established sales processes and guidelines to promote and sell Alfa Laval Products and Services.
2. Analyse and understand market insights and the customers' buying behaviour and make sales plans according to the Division strategy and targets.
3. Look for and manage leads from the market and customers and convert them into real business opportunities to ensure a strong pipeline.
4. Build the Account Structure in conjunction with the BU and Division Managers to effectively serve our major customers in UAE and Oman seamlessly for Capital Sales and Service.
5. Be active in the market and focus on making visits, meetings (also virtual) and interactions with customers and Industry leaders to get a clear understanding of customer needs and effectively highlight the value of our products and services fulfilling those needs.
6. Maintain an active online presence and professional network promoting our Goods and services effectively through social media, Webinars, and Seminars.
7. Run the commercial operation by managing the customer grid and proactive planning in our tools. Build and maintain a sufficient network at customers and our Key Account relationships in UAE and Oman.
8. Develop quotes reflecting the customer needs with the support team and stressing the unique selling points and follow up to get a high hit-rate.
9. Use our CRM and other tools in a consistent and qualitative way, supporting the sales process and key decision making.
10. Be an active mentor in the Sales team across the region in the sales process and work proactively in a structured way in order to optimize sales efficiency and reduce cost to serve.

Qualification & Experience:

Preferred Mechanical/Chemical Engineer with 5-10 years of working experience in sales to Energy Industries with a proven track record in sales and negotiation, especially with Key Account Management Experience.

The location:

The position is located in Abu Dhabi, United Arab Emirates.

Why Should you apply?

• An exciting place to build your career in our Sales Function having the opportunity to expand your global network inside and outside Alfa Laval with different nationalities.
• Excellent learning opportunity to work with our global leaders.
• We offer you an interesting and challenging position in an international, open, and friendly environment where we help each other to develop and create value for our customers.
• Opportunity to influence not only local but global sales of our equipment to your end customers.