Specification Selling Specialist - Fire Protection

Akzo Nobel Inc.; Dubai; On-site; AED 300,000 - 540,000; Full time

Job summary

Akzo Nobel Inc. seeks a subject matter expert to drive technical sales of Chartek, Interchar and Interkote lines by expanding relationships with key accounts in the Middle East and coordinating with project managers and account managers to close sales.

The role requires enabling CRM visibility, delivering technical presentations to engineers, and aligning with internal teams to optimize offerings for oil & gas infra projects.

Qualifications

• Graduate-level engineering background or equivalent.
• Extensive experience in technical sales to Oil & Gas Infra, with structural design/fire safety/offshore fabrication.
• Ability to deliver technical presentations to engineers and stakeholders.

Responsibilities

• Client Relationship Management with key stakeholders (NOC EPC Fabricator Applicator).
• Deliver technical presentations to engineers to promote product leadership.
• Coordinate with internal teams (Account Managers, Fire Technical, Marketing) to progress sales.
• Develop and implement short- and medium-term tactics for large projects.

Skills

Key account management

Technical sales

CRM literacy

Technical presentations

Project coordination

Cross-cultural communication

Education

Engineering degree (civil/mechanical/structural)

Tools

CRM software

Job description

As subject matter expert to develop the technical sales of below product ranges by growing own relationship with key accounts and working closely with internal project managers and account managers to conclude sales.

Chartek series Interchar series amp Interkote M amp R for Concrete amp Cement PFP.

Creates and develops sales opportunities through key account management process. Manages the use of CRM to ensure full visibility on selected key opportunities.

Key Accountabilities

Client Relationship Management

Maintain regular contacts both face-to-face and via email with key stakeholders as like with NOC EPC Fabricator Applicator in Middle East. Answer technical queries from clients typically from Safety Structural Engineering Civil amp Loss Prevention departments. Make sure of MTO is correct prior to submission.

Technical Sales amp Promotion

Deliver technical presentations to engineers in Safety and Structural Design to promote the technical leadership of the PFP range of products. Work in close coordination with internal Account Managers to help progress both wet paint and PFP sales on large projects. Understand the specifics of each project and account to develop dedicated short- and medium-term tactics.

Internal Coordination amp Strategy

Stay in close dialogue with the internal Fire Technical and Marketing groups to develop the best response to market needs. Work with the internal Segment Manager to develop and improve the offer for fire and cryogenic products for the up downstream market. Use CRM platform to manage relevant sales opportunity.

Product Development amp Innovation

Participate in R amp D and fire working groups and provide input to product development and testing. Update data on the internal CRM or other systems as requested.

Role Requirements

Experience

Graduate level or equivalent preferably with an engineering civil mechanical or structural design background. Extensive experience in technical sales or construction to the Oil amp Gas Infra market in relation with structural design fire safety or offshore fabrication.

Skills

Ability to deliver technical presentations to safety structure and loss prevention engineers both face to face and via teleconference. Ability to understand technical and contractual requirements linked with specification and projects. Can work quickly and under time pressure without taking technical risk. Ability to develop a trust relationship with clients in the technical community. Results driven individual with a competitive spirit and enjoys the challenge of winning and contributing to sales. Autonomous but knows how and when to involve internal technical expertise. Ability to understand and work with clients or colleagues from other countries and cultures. Ability to co-ordinate some TSR activity.

Knowledge base

Must have a sound knowledge base of O amp G Infra construction techniques understand fabrication plans and be able to offer bespoke PFP solutions to stakholders. Ideally knowledgeable in the application of PFP material and in a position to discuss with confidence with EPC as well as application or contractor. Must understand the pros and cons of competitor products and be able to make proper technical proposals & solution.

Graduate level or equivalent preferably with an engineering (civil, mechanical) or structural design backgroundExtensive experience in technical sales or construction to the Oil&Gas, Infra market in relation with structural design, fire safety or offshore fabrication.SkillsAbility to deliver technical presentations to safety, structure and loss prevention engineers both face to face and via teleconferenceAbility to understand technical and contractual requirements linked with specification and projectsCan work quickly and under time pressure without taking technical riskAbility to develop a trust relationship with clients in the technical communityResults driven individual with a competitive spirit and enjoys the challenge of winning and contributing to sales.Autonomous but knows how and when to involve internal technical expertiseAbility to understand and work with clients or colleagues from other countries and culturesAbility to co-ordinate some TSR activityKnowledge baseMust have a sound knowledge base of O&G, Infra construction techniques, understand fabrication plans and be able to offer bespoke PFP solutions to stakholdersIdeally knowledgeable in the application of PFP material and in a position to discuss with confidence with EPC as well as application or contractorMust understand the pros and cons of competitor products and be able to make proper technical proposals & solution