EPC Key Account Manager

Project Management Institute; Dubai; On-site; USD 60,000 - 100,000; Full time

Job description

John Crane, a business of Smiths Group, is a global leader in mission-critical flow control solutions for energy and process industries that enable efficient and sustainable operations. Our products include mechanical seals and systems, couplings, bearings, filtration systems, and predictive digital monitoring technologies.

We have a global network of more than 200 sites in over 50 countries and employ more than 6,000 people worldwide. We partner with our customers to help them keep their operations safe, reduce downtime, improve efficiency, and meet the latest environmental standards.

Job Description

1. 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.
2. Create relationships with assigned EPCs in the MEA region and support and lead John Crane's strategy with that customer.
3. Strengthen the EPC’s relationship at all levels, defining and implementing strategy account plans for the most important ones.
4. 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).
5. Work with the entire customer base from EPC/Specifier to large construction contractors to end users and OEMs specializing in petrochemicals/oil & gas, water/wastewater, Heavy Industry, and Energy Transition.
6. 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.
7. In conjunction with the Regional Sales teams, identify regional strategic projects and propose specific project strategy.
8. 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.
9. Active utilization of Blue-sheet/Gold-sheet and LAMP to support the account management for the EPCs under direct responsibility.
10. Meet on a regular basis with the First Fit Sales teams to ensure and improve regional communication and coordination.
11. Assure active support to the End Users Sales organization so that aftermarket business can be captured and properly tracked.
12. 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.

Additional information

With colleagues stretching across the globe, we are proud of our diversity. To foster inclusivity, we run employee resource groups (ERGs) to provide a safe space for employees to connect and support each other. Our cross-business ERGs include Veterans, Pride Network, Black Employee Network, Women@Work Network, and Neurodiversity.

Across our company, we recognize excellence, culminating in the Smiths Excellence Awards, our annual celebration of the most extraordinary activities, people, and projects that best showcase our strengths and help drive our business forward. We announce these on our annual Smiths Day, a global celebration of Smiths around our network.

Join us for a great career with competitive compensation and benefits, while helping engineer a better future.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, colour, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

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