EPC Key Account Manager

• In close contact with the Regional Project Sales Manager, support the Global First Fit strategy including ensuring that we win those regional projects considered to be strategic to John Crane.
• Create relationships with assigned EPCs in the MEA region and support and lead John Crane's strategy with that customer.
• Strengthen the EPC’s relationship at all levels, defining and implementing strategy account plans for the most important ones.
• In collaboration with PSM and Regional Sales teams, develop commercial and technical strategy by projects with a focus on JC preferred products list in coordination with the Application Engineering team (GWSP, Global Engineering).
• Work with the entire customer base from EPC / Specifier to large construction contractors to end users and OEM’s specializing in petrochemicals / oil & gas, water / wastewater, Heavy Industry and Energy Transition.
• Be responsible for effectively driving the proposal and contract processes to develop scope, cost, risk, and market / value pricing strategy for an assigned deal opportunity to provide technical and commercial solutions meeting both customer and John Crane’s requirements and business goals.
• In conjunction with the Regional Sales teams, identify regional strategic projects and propose specific project strategy.
• Active utilization of CRM System to manage projects, to support EPC account management and to support project coordination with OEM sales team as a sales communication tool.
• Active utilization of Blue-sheet / Gold-sheet and LAMP to support the account management for the EPCs under direct responsibility.
• Meet on a regular basis with the First Fit Sales teams to ensure and improve regional communication and coordination.
• Assure active support to the End Users Sales organization so that aftermarket business can be captured and properly tracked.
• Be responsible for developing personal commercial and technical skill sets to enable further personal processes empowerment, simplification, and speed.

Qualifications

Experience

• Degree in engineering (preferably process engineering, chemical engineering, mechanical engineering or industrial engineering) or equivalent work experience.
• Minimum 5 years of commercial experience in the MEA region, with at least 3 years in business development in a regional team demonstrating successful value creation.
• Proven experience in large Account management with complex sales implications.
• In-depth understanding of Oil & Gas / Petrochemical industries.
• Knowledge / experience working in Energy Transition and related industries (preferably with contact already in the market between End Users, EPCs, OEMs).
• Curiosity and an entrepreneurial mindset that helps professionals to make the best out of the opportunities they’re presented with and see things differently.
• Fluent in English and possibly some knowledge of Arabic language.

Technical Skills

• Working knowledge and experience around rotating equipment such as pumping, compression and filtration applications in those processes is a plus.
• The successful candidate must be comfortable working in a matrix environment, interacting with senior-level executives, internally and externally.

Solid multi-project management skills and experience required.