EPC Key Account Manager

Smiths Group; Dubai; On-site; AED 120,000 - 200,000; Full time

Job summary

A global engineering firm located in Dubai is seeking a Business Development Manager to support their strategic initiatives in the MEA region. This role involves building strong relationships with EPCs, managing complex sales projects, and leading the proposal and contract process. The ideal candidate will have a degree in engineering, a minimum of 5 years of commercial experience in the MEA region, and a solid understanding of the Oil & Gas/Petrochemical industries. Fluent English is required, and familiarity with Arabic is a plus.

Qualifications

• Minimum 5 years of commercial experience in the MEA region.
• At least 3 years in business development demonstrating successful value creation.
• Proven experience in managing large accounts with complex sales.

Responsibilities

• Support Global First Fit strategy and ensure winning strategic regional projects.
• Create relationships with assigned EPCs and lead John Crane's strategy.
• Drive proposal and contract processes for assigned deal opportunities.

Skills

Commercial experience in the MEA region

Large account management

Understanding of Oil & Gas/Petrochemical industries

Fluent in English

Education

Degree in engineering (preferably process, chemical, mechanical, or industrial engineering)

Job description

Responsibilities

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 EPCs 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 OEMs 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 Bluesheet/Goldsheet and LAMP to support the account management for the EPCs under direct responsibility.

Meet on a regular base 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

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.

Indepth 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.

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 multiproject management skills and experience required.

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.

Remote Work

No

Employment Type

Fulltime