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  • Job reference: RMS0139853

Account Manager

  • Sector: Commercial
  • Location: Moscow
  • Job type: Permanent
  • Date posted: 26/05/2014
  • Time left:
    d h m s
This vacancy has now expired.
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The Company:
Our client (Automation and Control Solutions) looking for Account Manager

Work Environment:
Moscow Office-based, but also significant travel is expected as time spent with the customer is an important aspect of the role
Fluent Russian & Fluent English

The Role:
Summary / Key Points:
• Managing the sales of new licensed technologies, engineering services and equipment, and development of this business in the CIS
• Building strong customer relationships at all necessary levels
• Building and fostering excellent relations internally within PMT (Performance Materials & Technologies) and also where appropriate with GPH (Gas Processing & Hydrogen), CAS (Catalysts, Adsorbents and Specialties) groups and the bigger COMPANY company
• To deliver focused, high quality licensing, engineering and equipment proposals for customers
• The objective of the holder of this position is to provide the necessary customer coverage, relationship management and commercial and technical positioning of COMPANY Process Technology (such as Platforming, Penex, Par-Isom, MTO, Oleflex, Ethermax, Merox, etc.) to ensure optimum market share in the region. The successful approach requires flexibility, innovation and sensitivity to client needs and to delivery of value. Candidates must have a sound technical and commercial background in the oil refining and/or petrochemcial industry and be motivated towards meeting customer needs and achieving sales success and contributing effectively to the meeting of business unit profitability.

Job Description Details

Area of Responsibility & Accountabilities:
• Developing and delivering agreed sales revenue and margin targets within budgeted expense and pricing guidelines for the accountable region.
• Assisting in negotiation and closure of sales which will also include the preparation and finalization of commercial agreements necessary to close sales.
• Managing the customer base for the identified regions, developing an understanding of assigned customers, in particular with respect to their business drivers, buying behaviors, and decision making structures. As necessary, assist SBU management with managing the interface with key clients.
• Developing and maintaining relationships as necessary with local representatives and key personnel within relevant engineering contractors and industry consulting groups.
• Organizing and leading internal RFQ/proposal review and pricing/bid strategy meetings.
• Prepare project specific sales strategies for each event with close Interaction with Sales Support, Technical Services and Product Sales Departments (as appropriate).
• Helping to forecasting sales revenues for the accountable region on a monthly basis.
• Complete win/loss reports for projects in a timely fashion.
• Assisting in managing accounts receivables for assigned customers.
• Assisting in identifying and communicating cross-SBU project opportunities to the relevant SBU.
• Working with other global Sales team members to position relevant process technologies with a view to ensuring COMPANY's success as well as maximizing sales revenue.
• Gathering competitive intelligence for submission to Business Development Managers and Marketing.

Essential Skills / Qualifications:
Basic Qualifications
• University level engineering degree (Chemical preferred)
• Significant experience in sales and/or technical experience with preference given to the refining and petrochemical industries
• Strong knowledge of refining and basic petrochemical technologies is a must.
• Ideally the candidate will have significant sales related (Account Management) experience
• PC literate with excellent computer skills in a Microsoft environment
• Able to communicate effectively in spoken & written English.
• Native Russian.
• Able and willing to learn fast, both through trainings, and on the job, and on his/her own
• Has demonstrated strong understanding of the refining and petrochemical technologies and industrial practices.

Skills / Qualifications:
• Knowledge of licensing business model
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