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Oil and Gas / Key Accounts Leader


Vacancy ID:

Date: 9 June 2017

Deadline: 9 July 2017

Work conditions: Full time, Contract

Location: Baku, Azerbaijan

Company: HRC



  • Understand Global Strategic Accounts Program principles
  • Understand key customer priorities at all levels of customer organization
  • Develop a cohesive local Site Account Plans of accounts to align company strategy with account needs, periodically review and keep plans up to date
  • Perform as a single point of contact for assigned customers, collaborate and coordinate key activities across company Accounts Team and company employees who call on the site
  • Lead the development of Coaches, Sponsors, and Power Sponsors across account organization and maintain a Relationship Map for the strategic contacts of the accounts
  • Actively visits existing customers to promote the company products, services and solutions portfolio
  • Maximises both “face to face time” and other communication possibilities (telephone, e-mail, etc.) with customers
  • Seeks new opportunities and focus on acquiring new customers in geographic allocation.
  • Promote all company products & solutions to the assigned accounts
  • Facilitate & Coordinate Business Strategy Reviews & Solutions Workshops for the customer sites
  • Keep the customer informed of new capabilities and road maps for introduction of new products
  • Provide expertize to recognize hidden customers needs (Vision Casting) in order to align them to company centric solutions lowering risk and delivering fast return on investment
  • Be able to describe the potential quantitative business impacts to customer’s organization on “customer language”
  • Engage customers to Technical Information Exchange (TIE) Meetings and company User`s Exchange
  • Be responsible to achieve Sales, Bookings and Gross Profit targets in the assigned accounts
  • Understand customer decision making process on CAPEX / OPEX spends and supply chain procedures
  • Get insights and continuously evaluate company position and customer perception on business pursuits
  • Effectively collaborate with GP3 Team when needed and assist in proposal development by contributing value propositions that resonate with the site
  • Provide timely response to customers day-to-day requests to ensure sustainable MRO business
  • Investigate potentials and build an effective LifeCycle Services program with the Customer Organization to drive value for the Site Management Team
  • Leverage the full portfolio of company Process Management to Enable the Customer to reduce unscheduled downtime, reduce maintenance cost, reduce working capital deployed in inventory, improve total plant reliability
  • Create a complete installed base of customer sites to create visibility and evaluate opportunities to be engaged in and to promote company inventory management solutions
  • Focus on getting engaged and on further expansion of the company share on STO opportunities across assigned accounts sites
  • Negotiates with Customer Business Contracts within the agreed Delegation of Authority and contribute pricing recommendation for proposals and agreements based on competitive knowledge and factual observations of pricing in the accounts with the prior history with the site
  • Input pursuit information in PATT and furnish information for POR
  • Prepare an annual booking budget by product/value period and be able to forecast
  • client’s business activity
  • Provide timely report on customer requirements, bookings status, competition and market trends
  • Log all customer visits, opportunities, communication, progress, decisions made regarding the accounts on CRM
  • Assign, follow up & coordinate tasks of the company  Team for his/her accounts on CRM
  • Consistently and dependably follow through on commitments and deadlines through CRM


  • Degree in Engineering Descipline. Candidates with a Business Degree and strong proven technical acumen and 5-10 years of proven Strategic Selling or Site Management experience will also be considered.
  • Proven background in proactive selling and/or Key Account Management  and /or refinery/industry experience (5+ years experience).
  • Demonstrated abilities to build and maintain customer network
  • Good knowledge of company and/or competitive products and services.
  • Excellent presentation and written communication skills.
  • Fluency in English and Azerbaijani.
  • Willingness to travel as much time as the business and people management requires throughout the region.