Key Account Manager

Key Account Manager

The Key Account Manager is a pivotal role within the Auto Parts organization based in Dubai, focusing on profitably growing our key customers in the Middle East region. This role requires a strategic and customer-centric approach to drive business growth and strengthen PPG's market presence.

Key Responsibilities

• Take full accountability for account growth performance, including revenue and profitability targets.
• Develop and implement comprehensive account strategies, establishing a profitable sales pipeline encompassing all PPG products.
• Build and nurture strong relationships and customer intimacy at all organizational levels within client companies.
• Lead central negotiations and pricing discussions, emphasizing value-based solution selling tailored to the regional market.
• Manage the sales pipeline through to commercialization, ensuring alignment with customer needs and market trends.
• Lead and coordinate the account team, including customer technical managers, service representatives, business development, customer service, and supply chain personnel, to ensure effective execution of account objectives.
• Collaborate closely with the regional Market Manager and Global Segment leaders to align business and account strategies.
• Work cross-functionally with supply chain, manufacturing, technical, and product management teams to provide comprehensive support to customers.
• Gather and analyze customer feedback, unmet needs, market dynamics, and competitive activities to inform PPG's strategic decisions.
• Identify and evaluate opportunities for new solutions, including products and services, addressing emerging trends such as mobility, electric vehicles, and autonomous driving technologies.
• Complete all sales-related activities, including call reporting, opportunity pipeline management, accounts receivable monitoring, budgeting, and demand forecasting.
• Support the cadence model through regular reporting to management.
• Uphold PPG's commitment to the highest standards of safety, ethics, and compliance in all activities.

Performance Objectives (First 12-18 Months)

• Successfully execute the sales budget, meeting or exceeding sales targets and margin goals by the end of the first year.
• Develop and implement a business and key customer development plan aligned with segment initiatives and global strategies, achieving or surpassing annual new pipeline development KPIs.
• Establish a robust cadence model for account management.
• Meet customer KPIs related to forecasting, logistics, and overdue management.
• Build strong customer intimacy by engaging with all key stakeholders.
• Acquire comprehensive knowledge of PPG's EHS, compliance, and legal requirements within the first 3-6 months.

Key Competencies

• Minimum 2-5 years of experience in Key Account Management, preferably within automotive, surface coatings, wheels, or decorative and functional parts industries.
• Proven ability to negotiate effectively at all organizational levels, from operational staff to directors, and to build lasting customer relationships.
• Strong business and commercial acumen with a focus on value selling.
• Excellent presentation and influencing skills, capable of driving change both internally and externally.
• Technical proficiency or strong interest in technical solution selling.
• Ability to work autonomously and mobilize cross-functional teams.
• Experience working with diverse cultures and educational backgrounds.
• Fluency in English is essential; knowledge of Arabic is an advantage.

Core Competencies

• Results orientation and accountability
• Proactive and self-motivated
• Commitment to continuous learning
• Leadership through influence
• Strong team player

Employee Value Proposition

• PPG is a world-leading coatings company offering extensive resources and opportunities for a successful career.
• The Auto Parts segment is a rapidly growing area within PPG, presenting significant business opportunities.
• Our diverse customer base and comprehensive portfolio for the Tier value chain enable substantial growth potential.
• PPG is recognized for its technology, service, innovation, and dedicated team.
• The role offers exposure to both local and multinational projects within a global network.
• Dynamic business environment with significant individual responsibility.
• Fast decision-making processes where your input is valued.
• Excellent career development opportunities in a global, expanding company, with a strong focus on personal growth and training.