Key Account Manager - Storage and Handling Solutions - FAMCO

Job description / Role

FAMCO (Al-Futtaim Auto & Machinery Co.) is a market leading supplier of products & services to a diverse range of industries & commercial undertakings, covering the transportation, construction, manufacturing, warehousing, oil & gas and marine sectors. FAMCO serves these industries with world-class brands like Volvo Trucks, Volvo Buses, Volvo Construction Equipment, Merlo, Ingersoll Rand, Linde, Dexion, Yanmar, Himoinsa, Stanley Proto, Fenner, Bruynzeel, Mobel Linea, Meco, Bott, Stertil, Hart & Nassau.

FAMCO has operations in Dubai, Abu Dhabi, Al Ain & Ras Al Khaimah. FAMCO also operates on an international level in KSA, Oman, Qatar, Bahrain, Kuwait and East Africa. The company's development and success has been based on an in-depth understanding of customer needs and the dedication of its skilled staff.

FAMCO is committed to providing outstanding second-to-none service levels to customers and to maintaining quality, safety and environmental standards at the highest possible levels. FAMCO is an ISO 9001:2008 & ISO 14001:2004 certified company.

This is an exciting role that will offer a clear path for progression and career development. As the Key Account Manager (KAM) you will be responsible for retaining key accounts and growing the business each year.

The Key Account Manager will head & lead business with major customers. The KAM will retain and develop the sales of all products in his portfolio to the customers and ensure to keep FAMCO as the preferable supplier for his customers.

The KAM will manage his list of customers on annual basis.

The KAM will be the central contact point of customer with all relevant departments.

The holder must be technically skills based, with sales and commercial acumen. The drive must be to provide support excellence that ensures results and growth throughout the clients. Broad ranging industry knowledge must be inherent and continually developed to maintain the competitive edge.

A focus on best practice, continuous improvement, customer satisfaction and the drive for industry leadership.

KEY ACCOUNTABILITIES:
- Managing the full spectrum of 10 to 15 major customer accounts
- To make from SHS, the supplier of choice
- Relationship and account development: ensuring regular visits /call numbers and that key accounts are retained and business growing each year
- To raise and maintain brand profile with the key accounts and grow their retention number as clients
- Production of pricing information/ quotations and price updates
- Sales order processing and payment collection
- Planning and forecasting sales orders upon customers projects pipeline
- Extensive interaction with Product Managers
- The product expert in front of the customer
- To raise and maintain brand profile with the key accounts and grow their retention number as clients
- To ensure maximum delivery against personal sales targets utilizing the entire portfolio of products available under the division
- To interact with Marketing Dpt to arrange special events to Key customers and update them on the products and services within FAMCO
- Develop & establish processes to streamline sales from enquiry to project completion

Requirements

Minimum Qualifications and Knowledge:
- Engineer or business administration background with previous experience on high level communication.
- Work requires professional written and verbal communication and interpersonal skills. Ability to communicate and interact with officials at all levels within government and private sectors. Work effectively with a wide range of constituencies in a diverse community. Ability to simultaneously manage several projects.

Minimum Experience:
- This position requires business maturity, excellent judgment and a hands-on entrepreneurial spirit. Successful candidates generally have 5-10 years of professional machinery or industrial capital equipment support experience.

Job-Specific Skills:
- First class communication and well developed IT skills; energy and passion for the customer; competitive spirit; openness and initiative. Excellent negotiation and closing skills. Leadership, planning and organisation. Strong analytical skills, strong customer relationship skills including the ability to present. Problem solving.
- Position requires a valid driving license. Must be PC literate.

Behavioural Competencies:
- Customer focused, able to build and maintain relationships across all corporate levels.
- Individual accountability and responsibility, including ability to plan and organise self while balancing multiple demands. Ability to influence others across multiple disciplines.
- Continuous Improvement, Personal Leadership, Teamwork, Self starter and learner, with ability to apply new knowledge and concepts, including complex industrial solutions.
- Excellent communication and interpersonal skills, able to identify and resolve problems at an early stage.
- Strategic thinker and operator.
- Priority and Target oriented with the drive to adapt and exceed expectations within a competitive and highly demanding environment with associated stress tolerance.
- Decision making capability in conjunction with business minded skill sets.

About the Company

Established in the 1930's, the Al-Futtaim Group initially operated as a trading enterprise. Rapid development throughout the 1940's and 50's saw it establish itself regionally as an integrated commercial, industrial and services organisation, positioning itself one of the leading business houses in the lower Gulf region. Today, it operates collectively over 40 companies bearing the Al-Futtaim name, dominates many market segments in the UAE, and has expanded its sphere of operation to include Bahrain, Kuwait, Qatar, Oman and Egypt.

The Group comprises a diverse range of strategically positioned operating subsidiaries and associate companies, structured to give the Al-Futtaim Group the flexibility and versatility to keep ahead of local competition while keeping pace with the ever-evolving global business scenario. The Groups continued investment in world-class systems technology is clear evidence of its commitment to maintain leading edge performance and service delivery.

The success of the Al-Futtaim Group can be attributed to a business approach that combines the ability to change with the traditional values of integrity, service and social responsibility that define its core business philosophy. This, linked with the Groups belief in decentralisation, gives the heads of the operating companies a high degree of functional autonomy and authority, providing the Group with essential flexibility, and individual employees a clearly defined work culture and sense of responsibility.