Key Account Manager (KAM) - Qatar

Overview

This position is part of the Sales Department and reports directly to the Sales Head, with indirect reporting to the Country Manager or Managing Director. The Key Account Manager (KAM) is instrumental in driving business expansion, optimizing fleet usage, building lasting client partnerships, and ensuring the smooth execution of projects by coordinating across various internal teams. The role serves as the primary commercial liaison for key clients in industries such as oil & gas, petrochemical, infrastructure, industrial sectors, shutdowns, and construction, positioning the company as a reliable provider of heavy lifting and engineered solutions.

Responsibilities

• Identify and onboard new clients to meet revenue, profit margins, and fleet utilization targets.
• Conduct comprehensive market research to uncover potential clients, projects, shutdowns, and leads.
• Manage and nurture strategic accounts within the heavy lifting and transportation industry.
• Establish and strengthen relationships with key clients, EPC contractors, industrial customers, consultants, and business collaborators.
• Spot new business prospects and convert leads into contracts and sustainable business partnerships.
• Organize and oversee sales activities aligned with company targets and commercial goals.
• Develop quotations, commercial proposals, rate structures, rental agreements, and partake in contract negotiations.
• Collaborate with operations, maintenance, logistics, technical, inspection, and finance teams to ensure projects are executed safely, timely, and cost-effectively.
• Track and support processes related to mobilization, demobilization, project extensions, inspections, certifications, operator approvals, site needs, timesheets, invoicing, and overall operational preparedness.
• Oversee ongoing projects and assist in resolving operational or commercial challenges to uphold customer satisfaction.
• Promote improved fleet utilization by securing additional projects, extensions, and opportunities for existing equipment.
• Ensure prompt and professional client support to maintain high levels of customer contentment.
• Conduct surveys to gather customer feedback and recommend enhancements.
• Plan weekly client visits and prepare monthly reports on performance for management.
• Regularly visit clients to cultivate new relationships and broaden market share.
• Compile monthly analysis of quotations, including winning and losing trends, market feedback, and pricing competitiveness.
• Generate quarterly sales forecasts, pipeline updates, and market outlook reports for leadership review.
• Monitor sales versus targets and initiate corrective measures as required.
• Ensure timely payment collections aligned with company standards on Days Sales Outstanding (DSO) and collection objectives.
• Maintain CRM systems, sales pipelines, opportunity tracking, and customer data up to date.
• Keep abreast of competitor strategies, pricing trends, market conditions, and forthcoming projects in the region.
• Participate in management meetings providing updates on commercial activities, forecasts, sales pipeline, equipment utilization outlook, and market intelligence.
• Implement and uphold sales process improvements, templates, reporting tools, and workflows to boost department productivity.
• Propose commercial initiatives, business development strategies, and operational improvement programs to enhance department outcomes.
• Comply strictly with company policies, health, safety, and environmental standards as well as client requirements.

Qualifications & Experience

• At least 2 years of relevant experience within Qatar’s crane rental, heavy equipment, heavy transportation, or industrial services sectors.
• Proven track record working with major EPC, oil & gas, petrochemical, industrial, infrastructure, and shutdown sector clients.
• Solid understanding of crane operations, lifting activities, engineered lifting solutions, and industry rental market practices.

Skills and Competencies

• Excellent commercial acumen and negotiation expertise.
• Advanced client relationship management skills.
• Strong business development and market expansion competencies.
• Effective operational coordination and problem-solving abilities.
• Capability to manage multiple projects under pressure.
• Superior communication and presentation skills.
• Solid skills in reporting, forecasting, analytics, and commercial planning.
• Proficient with Microsoft Office suite, CRM platforms, and ERP systems such as SAP.

Performance Metrics

• Achievement of revenue targets.
• Efficient fleet utilization rates.
• Acquisition of new customers.
• Customer retention and satisfaction.
• Quotation success ratio.
• Payment collection performance and DSO adherence.
• Frequency of client visits.
• Growth in sales pipeline.
• Volume of tonnage managed.