Key Account Manager

Job Details

Overview

Position Title: Key Account Manager

Reports To:  Manager – Sales   

Division:  Commercial

Department/Section: Sales

Job Grade: B4

Unit: Emirates Cement

Shift Schedule:  General

Role Level: Senior Professional

Job Dimensions

Overview

Number of Direct Positions Supervised: 0(As per the approved org structure In Aug 2024)

Total Number of Employees Supervised: 0

Role Purpose

The Key Account Manager is responsible for managing and growing strategic customer accounts for Building material products such as :(Cement, Clinker and Blocks), with direct accountability for sales performance, price negotiation, and timely collection of receivables. The role ensures effective implementation of approved pricing strategies, negotiates price changes with key customers, maintains strong commercial relationships, and secures payments in line with agreed credit terms and company policies

Accountabilities & Activities

Key Activities

• Responsible for winning and maintaining new business with new and previously existing clients.

• Manage assigned key accounts including ready-mix companies, contractors, block factories, traders, and industrial customers.
• Achieve sales volume, revenue, and margin targets for cement and clinker products.
• Develop and maintain strong long-term customer relationships to ensure retention and growth.
• Implement approved pricing, discounts, and commercial terms in coordination with pricing and commercial teams.
• Ensure proper customer registration, documentation, and classification according to company procedures.
• Coordinate with logistics, dispatch, production, and customer service to ensure timely and accurate deliveries.
• Monitor credit limits, outstanding payments, and collection status of key accounts.
• Provide market intelligence on competitors, pricing trends, and customer demand.
• Ensure compliance with company policies, safety, quality, and environmental standards.

Safety, Quality & Environment

• Ensure compliance to all relevant management policies, procedures, and controls within the Projects division of ESA to ensure employee safety, legislative compliance, delivery of high-quality products/service and a responsible environmental attitude.

Qualifications/Experience

Minimum Qualification

(Educational Qualifications, Trainings, or Certifications)

• Bachelor’s degree in Civil or Architectural Engineering is preferred; however, candidates with a Bachelor’s degree in any Engineering discipline will be considered.

Professional Experience

• Building Materials Industry Experience – Clinker, Cement, Ready-mix (5- 7 years)
• Sales Experience (3- 5 years)
• Marketing Experience (+2 years)

Language(s) Known

• Arabic (Essential/Preferred)
• English (Essential)

Leadership Competencies

Competency

Expected behaviors

Learning Agility

• Knowledge

Leading Change & Continuous Improvement

• Knowledge

Building Networks & Teams

• Knowledge

Effective Communication

• Knowledge

Accountability & Problem Solving

• Knowledge

Key Performance Indicator

• Sales revenue growth
• Volume, price, and Margins
• Market share expansion
• Customer Retention
• Customer visit frequency
• Time to resolve customer complaints
• CSAT (Customer Satisfaction aligned with Customer Journey)

Working Relationship

internal

external

• CEO- BM, VP Commercial- BM & VP Operations- BM
• BM Credit Committee
• Technical (Director, Managers and Sales team)
• Operations (Director & Managers)
• Commercial Development team
• Customer Experience team

• Industrial Customers (Ready mix, Concrete product manufacturer, Mortar producers, Cement Manufacturers)
• Governmental entities and Authorities