Senior Account Manager - Field Instruments

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The Purpose of the Role

• Achieve product line AOP orders for Field & Process Instruments offering of Process Measurement & Control (PMC) along with support to enhance revenue and gross margins with planned linearity across various verticals in Kingdom of Saudi Arabia including Energy, Water & Wastewater, MMM, Growth Chemicals, Manufacturing Industry etc.
• Execute growth strategy for Field & Process Instruments product line (Pressure, Temperature, Level, Flow, Wireless, and Analysers) — account development, OEM, geographic expansion, segment strategies.
• Effectively engage with EPC’s (Local and International) for all projects including the ARAMCO Mega projects. Direct engagement with End users is a must to influence towards Honeywell.
• Drive overall pipeline to 3x of orders target including for New Product Introductions (NPI).
• Implement efficient MOS to drive laser sharp focus on orders, revenue growth, and profitability.
• Support to develop a strong performing team of PMC account managers, Channel Business manager, Technical Sales Consultant etc.
• Provide business development support to channels and support channels achieve AOP.
• Monitor product line specific competitive, market, NPI, and win-loss trends for agile corrective actions to grow market share.
• Ensure that the sales channels to the market, both direct & indirect, are fully capable to deliver this value proposition effectively to the customers.
• Conduct demand generation activities for product line in conjunction with sales & marcom (campaigns, roadshows, lunch & learns, events, seminars, etc.).
• Provide pre-sales and post-sales support to resolve product line related internal challenges and drive customer satisfaction by escalations/resolutions (P&E, Order Management Team, customer care, service, lead times, pricing, sourcing, ISC, etc.).
• Help resolve technical issues with orders clarifications, revenue when needed.
• Position cross PMC portfolio (GAS Measurement, Gas detection, Terminal, Modular Systems) as needed.

Qualification:

• BS or BA or BE Degree - Preferred in: Instrument Engineering, or Business (or equivalent knowledge/experience in these fields). MBA will be added value.
• Minimum 12+ years working with front-end customer facing roles including sales, marketing, and project management with expertise in Field & Process Instruments which included (Pressure, Temperature, Level, Flow, Wireless, and Analysers).
• Knowledge of field solutions such as Field Instruments, Process instruments etc. is a plus.
• Strong product line (multiple products) and industry knowledge especially on the Saudi Oil & Gas and Water market along with excellent end user and EPC relationships. Experience in direct engagement with both Local and International EPC’s is a must with experience of closing deals over USD 1,000,000/- is key.
• Direct engagement experience with end users such as ARAMCO, SABIC is a must. Proven sales skills in handling key accounts with clear and demonstrable sales results. Hands-on CRM, SAP, and various other tools.
• Ability to work in matrix and environment of management by influencing. Strong growth mindset.
• Experience planning, developing, and executing sales campaigns or programs in specific markets or for specific products direct with customer or indirect via Channel Partner. Ability to lead change and establish metrics/key indicators.
• Excellent communication skills and relationship building skills, at all levels of the organization.
• Track record of developing, executing, and achieving tactical and strategic initiatives through active leadership that positively impact global business plans, operating profits, practices, policies, and procedures.
• Working in highly matrix organization. Multilingual skills and cross-cultural experience.
• Ability to travel 60%.

WE VALUE:

• Significant experience in a Sales/Account Management related field.
• Excellent communication skills.
• Ability to influence at varying levels across the organization.
• Ability to handle multiple priorities and navigate in a highly matrixed environment.

If this is your dream role, then we'd love to hear from you.
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Additional Information

• JOB ID: HRD243040
• Category: Sales
• Location: DTV - Plots 13 & 16, Dhahran Techno Valley Science Park, Dhahran, EASTERN PROVINCE, 34464, Saudi Arabia
• Exempt