Key Account Manager - Fuel Sales

Role Overview

Key Account Manager - Fuel Sales at Emarat (Emirates General Petroleum), based in Dubai and the Northern Emirates.

Company Overview

Emarat is a multi-channel power and energy company operating a network of service stations and fuel depots across Dubai and the Northern Emirates. The company serves millions of customers daily with petrol and LPG, and provides fleet solutions, aviation fuel, and commercial fuel services to industrial clients. Emarat operates modern service stations, LPG bottling plants in the Jebel Ali Free Zone and Al Qusais distribution centre, and best-in-class terminals at Jebel Ali, Fujairah, and Ras Al Khaimah. The brand is committed to high-quality products, excellent customer service, ethical operations, and adherence to international and national HSE standards.

Role Purpose

To attract, manage, and develop Emarat's Fuel business by delivering prompt and efficient fuel sales and services to key accounts with the objective of optimizing sales and revenue in line with the organization's strategic priorities and goals.

Key Responsibilities

Strategic Planning & Account Management

• Develop and execute a strategic plan for managing and growing a portfolio of key accounts in the oil and gas sector, focusing on long-term value creation for fuel.
• Serve as the main point of contact between key clients and the company, maintaining close communication to ensure client satisfaction.
• Build and maintain effective relationships with key government and corporate fuel accounts.
• Manage relationships with key government and corporate fuel accounts.

Business Development & Opportunity Identification

• Lead the exploration of new business opportunities; sign up new locations, prepare agreements and sales reports within level of authority.
• Lead generation for segments including bulk contracted and opportunistic ad hoc spot deals.
• Target long-term contracted customers requiring comprehensive fuel solutions and provide them with infrastructure and assets.
• Expand territory reach.
• Gather market intelligence on products and services offered by competitors.

Marketing & Solutions Development

• Develop the marketing and promotion plans of Emarat's Retail Fuel solutions and stations which meet UAE approved standards to existing and potential customers.
• Understand fuel requirements by the public, challenges, and business objectives to offer customized solutions.
• Develop strategies to effectively achieve and retain market leadership position.
• Enhance market share through strategic initiatives.

Performance Monitoring & Optimization

• Monitor and evaluate Retail Fuel performance, making recommendations for improvements based on operational data and customer feedback.
• Meet annual volumes and gross profit targets.
• Assess progress and performance against set KPIs to help ensure monthly and annual targets are achieved and determine areas for corrective actions as needed.
• Provide regular reports on performance metrics related to sales, dues collection, market share, and territory expansion possibilities.

Operations & Project Delivery

• Lead the implementation of Fuel solutions, ensuring projects are delivered on time, within budget, and meet customer specifications.
• Lead the collaboration between service and operations teams to ensure client needs are met efficiently.
• Ensure proper maintenance of equipment at sites and asset tracking.
• Monitor equipment maintenance and asset tracking.
• Liaison with the maintenance teams and customers to resolve special requirements and problems related to products and services in order to maintain custom and loyalty with Emarat.

Risk Management & Relationship Protection

• Identify potential risks to key client relationships, contract renewals, or project timelines, and develop mitigation plans to address these challenges.

Financial Management

• Collect outstanding dues from customers.
• Monitor the receivables and ensure they stay within the agreed terms and conditions; escalate issues to Line Manager when necessary.

Quality & Compliance

• Administer the development and implementation of Retail operation quality standards and excellence initiatives, contributing to alignment with Emarat's goals and enhancing a culture of continuous improvement.
• Communicate compliance with labor laws and regulations during the preparation of audit reports, while obtaining knowledge of best practices and legal requirements in the UAE.

Cross-Functional Collaboration & Representation

• Work effectively, proactively and with urgency across Emarat and externally to ensure the delivery of joint services and results that meet Emarat's interests and facilitate knowledge sharing.
• Represent the company in areas of operational importance and in matters of operational significance.
• Act as a representative of the company in matters of operational significance.

Qualifications & Experience

• Bachelor's degree in business administration, engineering, supply chain, or a related field.
• A minimum of 4 years of experience; may be considered exceptional for candidates of high caliber.

Additional Information

• Works to support Emarat's commitment to ethical operations and the highest international and national HSE standards.