Key Account Manager - Building Materials

Overview

Building Materials Sales

Revenue Generation & Account Growth

• Own and deliver monthly, quarterly, and annual sales targets across Sanitary, Tools, Adhesives & Sealants, and Pumps.
• Build and manage a live sales pipeline across existing accounts and new high-potential prospects, from first engagement to order confirmation.
• Convert product enquiries, quotations, and project discussions into confirmed purchase orders with urgency and professionalism.
• Cross-sell and upsell across categories within the same customer account to maximize account value and revenue per relationship.
• Negotiate pricing, credit terms, and commercial agreements within approved parameters to close business and retain profitable customers.

Key Account Development

• Take ownership of assigned key accounts and build structured account plans focused on revenue growth, retention, and share of business.
• Develop multi-level relationships within customer organizations, including buyers, procurement teams, project managers, branch teams, and business owners.
• Conduct regular business reviews with top customers to align on stock movement, category opportunities, pricing issues, and upcoming demand.
• Identify account-specific gaps, dormant product lines, and competitor presence, then create action plans to recover lost share and grow penetration.
• Ensure strong customer continuity through consistent follow-up, fast issue resolution, and proactive commercial support

Field Sales Execution

• Execute a structured weekly call plan covering key accounts, project opportunities, and selective new business development.
• Spend the majority of working time in the field visiting traders, contractors, showrooms, and project sites across the UAE.
• Identify buying triggers such as new projects, branch expansion, seasonal demand, and competitor gaps, then act quickly to convert them into sales.
• Re-engage dormant accounts and revive underperforming relationships through face-to-face visits, tailored offers, and category expansion discussions.
• Follow up aggressively on quotations, samples, pending approvals, and delivery commitments to minimize pipeline leakage.
• Product Expertise Across Four Categories - Sanitaryware, Hand & Power Tools, Adhesives & Sealants, Water Pumps

Customer Management & Coordination

• Serve as the primary commercial point of contact for assigned key accounts, ensuring high service levels and long-term retention.
• Resolve complaints, delivery issues, pricing concerns, and product-related objections quickly to protect revenue and customer confidence.
• Coordinate with procurement and supply chain teams to confirm stock availability, pricing accuracy, and realistic delivery timelines.
• Monitor open orders and proactively update customers to maintain trust and reduce order risk.
• Represent the company in customer meetings, product launches, trade exhibitions, and market-facing events across the UAE.

Sales Reporting & Performance Management

• Submit daily or weekly visit reports, pipeline updates, and account movement summaries through CRM or approved reporting tools.
• Provide weekly revenue forecasts by category and account with clear conversion milestones and risk visibility.
• Track performance against targets including revenue, active account growth, new product penetration, conversion rate, and pipeline value.
• Share competitor pricing, market movement, product feedback, and commercial intelligence to support category strategy and pricing decisions.

Qualifications & Experience

• Bachelor’s degree in Business, Engineering, Marketing, or a related field.
• 5--8+ years of field sales or key account management experience in the UAE building materials, trading, or product distribution sector.
• Strong hands-on selling experience in two or more of the four product categories: Sanitary, Tools, Adhesives & Sealants, or Pumps.
• Proven track record of consistently achieving or exceeding revenue targets in a field sales or account management role.
• Established network of UAE traders, contractors, project buyers, or distribution customers is a strong advantage.
• Prior experience managing larger-value or strategically important customer accounts is preferred.
• Strong commercial drive with a clear focus on revenue, target achievement, and account growth.
• Consultative selling ability with confidence in need qualification, solution presentation, objection handling, and closing.
• Account management maturity, including planning, prioritization, relationship mapping, and retention focus.
• Strong technical product knowledge across relevant building materials categories.
• Excellent negotiation, communication, and stakeholder management skills.
• Self-managed field discipline with strong route planning and follow-through.
• Proficiency in CRM tools, MS Office, and digital sales reporting platforms.
• Valid UAE driving license is a must.