About the Role
Koch is seeking a motivated Key Account Manager specializing in Mass Transfer to join its Middle East Commercial Team. This role, based in Dammam, Saudi Arabia, will focus on developing and strengthening strategic partnerships with key petrochemical customers across Saudi Arabia. The primary objective is to drive profitable growth for Koch Glitsch mass transfer solutions by fostering customer relationships, implementing commercial strategies, and delivering results aligned with the company's vision and values. Success will be measured by achieving sales, margin, and strategic growth targets within the assigned customer portfolio.
Koch is committed to creating long-term value through Principled Entrepreneurship, compliance, and a robust Environment, Health, and Safety (EHS) culture. The Key Account Manager is expected to embody Koch's culture by demonstrating integrity, ownership, humility, collaboration, and a focus on safety and continuous improvement.
Key Responsibilities
- Assume full commercial ownership of assigned Saudi petrochemical key accounts, ensuring alignment with company vision and strategic objectives.
- Develop, implement, and monitor commercial plans to achieve agreed-upon sales and profitability targets.
- Lead accurate sales forecasting and demand planning processes for assigned customers and regions, collaborating with relevant internal stakeholders.
- Contribute to budgeting processes, performance analysis, and the development of corrective action plans.
- Build and nurture sustainable, long-term partnerships that generate mutual value for both customers and the organization.
- Serve as the primary commercial point of contact for assigned Saudi petrochemical customers, managing day-to-day relationships.
- Track and analyze sales performance, identifying potential risks and opportunities through regular Key Performance Indicator (KPI) reviews.
- Prepare and align sales forecasts with supply chain and other internal stakeholders to ensure seamless execution of customer orders and projects.
- Develop and execute promotional and commercial initiatives in collaboration with the Sales Manager.
- Support the negotiation of commercial agreements, balancing profitability objectives with customer needs and brand positioning.
- Collaborate effectively across various departments, including Marketing, Supply Chain, Finance, and Customer Service, to deliver exceptional customer experiences.
- Continuously monitor market trends, competitor activities, and evolving customer needs within the Saudi petrochemical sector.
Qualifications and Requirements
- A background in mechanical or chemical engineering is required.
- An additional degree in Business or Economics is considered a plus.
- Demonstrated experience in Sales or Key Account Management is essential, with a preference for experience within complex or international B2B environments.
Required Skills
- Proficiency in Sales and Key Account Management.
- Strong commercial acumen with a focus on delivering results and creating value.
- Excellent analytical, planning, and organizational skills.
- Exceptional communication, negotiation, and relationship-building abilities.
- Skilled in influencing, problem-solving, and managing complexity.
- Proficiency in Microsoft Office Suite (Excel, PowerPoint, Outlook).
- Experience with Salesforce is advantageous.
- A deep understanding of market dynamics, with experience in petrochemicals or industrial sectors being a plus.
- An adaptable, resilient, and entrepreneurial mindset committed to continuous learning and professional growth.
- A proactive and accountable approach to work.
Work Environment and Additional Information
This is a full-time position based in Dammam, Eastern Province, Saudi Arabia. Fluency in English is required. Arabic or other languages are considered advantageous.
