Key Account Manager; Farmer

• Employment Type
  
  :
  Permanent
• Reporting to :
  Country Sales Manager

The Key Account Manager (Farmer) - ARAMCO & SABIC is responsible for managing, retaining, and growing the company's existing relationship with ARAMCO and SABIC and their affiliated entities across the Eastern Province (Dammam, Jubail, Al Khobar, Ras Tanura and surrounding industrial hubs). The role focuses on  farming  the existing account base - protecting current business, expanding wallet share, ensuring contract renewals, resolving customer issues, and identifying incremental (upsell/cross-sell) opportunities across the customer's sites and business units.

The role acts as the primary day-to-day commercial point of contact for these strategic accounts, working closely with operations, supply chain, technical, and finance teams to ensure service excellence and long-term account retention.

• Manage and grow the existing ARAMCO and SABIC account portfolio across the Eastern Province, protecting current revenue and volume.
• Identify and convert upsell and cross-sell opportunities across additional sites, business units, and product lines within existing accounts.

• Lead contract renewals, extensions, and amendments in coordination with legal, pricing, and senior management.
• Negotiate pricing, volume commitments, and commercial terms within approved authority limits.

• Serve as the primary point of contact for ARAMCO and SABIC procurement, technical, and operations stakeholders.
• Build and maintain multi-level relationships across customer functions (procurement, engineering, HSE, operations).

• Coordinate with supply chain, logistics, and operations teams to ensure reliable, on-time delivery to ARAMCO/SABIC sites.
• Monitor service levels, delivery performance, and technical support requirements at customer sites.
• Liaise with technical and quality teams on product specifications, certifications, and vendor pre-qualification/approval requirements specific to ARAMCO and SABIC.
• Support customer onboarding, site access, and vendor registration/renewal processes (e.g., ARAMCO vendor registration).

Core Competencies

• Customer Focus & Relationship Building
• Commercial Acumen
• Communication & Stakeholder Management
• Resilience & Ownership
• Account retention rate and revenue growth (%) on ARAMCO/SABIC portfolio
• Wallet share growth and upsell/cross-sell value generated
• Contract renewal rate and on-time renewal completion
• Customer satisfaction and relationship health (NPS/CSAT)
• Forecast accuracy and CRM/pipeline data quality

Education

Bachelor's degree in Business, Engineering, Chemistry, or a related field; MBA or equivalent commercial qualification is an advantage.

Experience

Minimum 6-8 years of B2B sales/key account management experience in industrial gases, chemicals, oilfield services, or a related industrial sector, with proven experience managing large national accounts such as ARAMCO and/or SABIC in Saudi Arabia (including familiarity with ARAMCO/SABIC vendor registration, procurement, and contracting processes).

Skills

• Strong account management
• Negotiation
• Relationship-building skills
• Commercial and P&L acumen
• Ability to navigate large, matrixed customer organizations
• Proficiency in CRM and MS Office/Excel
• Willingness to travel across the Eastern Province
• Technical, professional and interpersonal skills required for success in the role

Languages

• Fluent in English and Arabic (spoken and written).