VB Sales Key Account Manager: LE – Oil & Gas Full-Time

Role purpose

Development of the Oil & Gas sector sales strategy, driving revenue growth, fostering client relationships, and ensuring the company’s products and services meet the needs of its clients in this complex and dynamic industry.

The Key Account Manager could also be requested to manage the main Oil & Gas suppliers’ companies.

End-to-End Customers management, revenue growth, margins protection, new business acquisition, market penetration, strong customers relationship, satisfaction and retention are primary deliverable.

The Key Account Manager will drive the Oil & Gas Customer base across the country and, in coordination with Line Manager, perform regular visits to the Oil & Gas Customers countrywide as well as to coordinate with the relevant internal and external key stakeholders across all the regions whenever needed, to provide local assistance/support.

Key accountabilities and decision ownership

• Client Relationship Management – Building and maintaining strong relationships with clients, understanding their needs, addressing their concerns, anticipating the needs of industry based in the other geographies demands for the Oil & Gas Industry, and providing solutions to meet their requirements;
• Business Development – Identifying opportunities for growth within existing accounts and seeking out new business opportunities. This may involve upselling or cross-selling products and services;
• Strategic Planning – Developing account plans and strategies to achieve sales targets and business objectives. This includes setting goals, forecasting revenue, and creating action plans;
• Negotiation – Negotiating contracts, pricing, and terms with clients to ensure mutual satisfaction and long-term partnerships;
• Market Analysis – Keeping abreast of market trends, competitor activities, and industry developments in the Oil & Gas sector. Using this information to identify opportunities and threats to the business;
• Customer Support – Providing after-sales support and addressing any issues or concerns raised by clients in a timely and effective manner. Ensuring high levels of customer satisfaction and retention;
• Risk Management – Assessing and managing risks associated with accounts, including credit risk, contract disputes, and other potential challenges that may impact the business;
• Reporting and Analysis – Generating regular reports on sales performance, account status, and market trends. Analysing data to identify areas for improvement and making informed decisions based on insights;
• Compliance – Ensuring compliance with relevant regulations, industry standards, and company policies in all dealings with clients.

Core competencies, knowledge and experience

• Excellent stakeholder and engagement skills and proven experience working among the Large Enterprise environment;
• Creative thinker who can drive growth needed in a highly competitive market;
• 5-year track record on sales – Large Enterprise preferable;
• Good knowledge of fixed, mobile and converged solutions.

Must have technical/ professional qualifications

• Work experience in Telecommunications/ IT Industry;
• Planning and organising;
• Formulating Strategies and Concepts;
• University Degree;
• Portuguese and English proficiency;
• Driving License (manual preferable).

Key performance indicators

• Revenue Growth (new and existing business) as per target set;
• Customer retention – above 98% of the existing Customer base;
• Wallet expansion – Increase the Customer base with new Customers acquisition as per target set;
• NPS – Customer satisfaction;
• Sales pipeline value Vs sales conversion rate as per target set.