Aftersales Account Manager

Role Overview

Aftersales Account Manager – Energy at Alfa Laval, located in Khobar, Saudi Arabia.

Role Purpose

Develop Alfa Laval's service business within assigned key accounts in Saudi Arabia by acting as the primary commercial interface for customers, identifying service needs, developing account strategies, and converting opportunities into sustainable and profitable service business. Combine account management, service sales, market development and customer intimacy to grow Alfa Laval's installed-base business and strengthen its position as a long-term service partner.

Key Responsibilities

Account Strategy & Development

• Develop and execute account strategies for assigned key customers, identifying growth opportunities across Alfa Laval's installed base.
• Align account plans with Energy Division and Service business targets.
• Own the customer relationship and account development process, building strong relationships with decision makers, influencers, maintenance teams, procurement, engineering and operations across customer organizations.
• Manage the customer grid and account plans proactively, ensuring systematic coverage of key accounts, customer mapping, opportunity planning and prioritization through CRM and other business tools.
• Build and maintain a strong network across the Saudi energy ecosystem, including end users, EPCs, contractors, service companies, distributors and other strategic stakeholders.

Sales & Pipeline Management

• Drive service sales growth by actively promoting Alfa Laval's portfolio of services, including preventive and corrective maintenance, spare parts, equipment upgrades, refurbishment, optimization, service agreements, digital services and other value-added solutions.
• Identify, qualify and develop sales leads through regular customer visits, installed-base analysis, service history, market intelligence and proactive engagement with customers.
• Convert customer needs into business opportunities, developing the sales pipeline from lead generation and opportunity qualification through quotation, negotiation and order closure.
• Maintain a strong and healthy sales pipeline, continuously monitoring opportunity stages, probability, expected closing dates, value and required actions to deliver sales targets.
• Identify cross-selling and up-selling opportunities across Alfa Laval's broader portfolio, connecting customer challenges with relevant equipment, service and lifecycle solutions.
• Deliver agreed sales, order intake, margin and customer-development targets, while continuously looking for new ways to accelerate profitable growth in the Saudi service market.

Customer Intimacy & Engagement

• Drive customer intimacy through frequent market presence, conducting structured customer visits, account reviews, technical and commercial discussions and follow-ups to understand customer challenges and identify opportunities for Alfa Laval solutions.
• Leverage customer and market intelligence to identify emerging projects, shutdowns, turnarounds, maintenance activities, expansions and other events that can generate service and aftermarket opportunities.
• Proactively manage customer satisfaction and retention, ensuring that customer feedback is captured and converted into actions that strengthen long-term relationships.

Service Contracts & Installed Base Growth

• Develop service contracts and recurring-revenue opportunities, identifying opportunities for long-term service agreements, maintenance programs and lifecycle partnerships.
• Increase penetration of the Alfa Laval installed base by identifying equipment that requires maintenance, spare parts, upgrades, replacement, performance optimization or other lifecycle services.

Commercial Negotiation & Quotations

• Develop high-quality, competitive and profitable quotations that clearly address customer requirements and demonstrate the value and technical differentiation of Alfa Laval's service solutions.
• Lead commercial negotiations and follow up opportunities to maximize hit rate, margin and order intake while ensuring customer satisfaction and adherence to Alfa Laval's commercial policies.

Cross-Functional Collaboration & Intelligence

• Work closely with Service Operations, Field Service, Inside Sales, Technical teams and Business Units to ensure seamless execution from opportunity identification through order fulfillment and customer delivery.
• Monitor market, competitor and customer developments and provide actionable insights to the organization to support pricing, portfolio, sales and market-development strategies.
• Ensure high-quality CRM discipline, maintaining accurate customer information, opportunity data, sales activities, forecasts and account plans to support effective business decisions.

Qualifications & Experience

• 5 to 10 years of experience in sales, service sales, account management or business development.
• Bachelor of Engineering (B.E.) or Bachelor of Technology (B.Tech) degree, preferably in Mechanical or Chemical Engineering.
• Proven experience in Aftersales, Service Sales, Account Management or Business Development within the Saudi energy market.
• Experience and established customer relationships in Saudi Arabia are an advantage.
• Strong understanding of industrial and energy-sector service sales, preferably within Oil & Gas, Petrochemical, Power or related industries.

Skills & Competencies

• Strong customer focus and commercial and business acumen.
• Proven ability to develop and manage key customer accounts and build trusted relationships at multiple levels.
• Strong sales hunting and account development skills, with a track record of converting customer needs into profitable service opportunities.
• Excellent networking, influencing, negotiation and communication skills.
• Strong planning, opportunity management and business analytics capabilities.
• High level of integrity, ownership and accountability.
• Ability to work independently while collaborating effectively with internal sales, service, technical and business teams.
• Energetic, commercially driven and result-oriented mindset.
• Positive attitude, creative mindset and strong entrepreneurial spirit.
• Passionate about developing long-term customer relationships and creating value through service solutions.

Additional Information

• Alfa Laval is an equal opportunity employer and values diversity. The company does not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.