Sales Account Manager – Oil & Gas
Ghobash Group · Dubai, UAE
CNS (Computer Network Systems) is a technology company in the middle-east & has over 30 years of successful achievements and long-term partnerships with distinct customers across the region.
We are an IT distributor & our expertise are in Banking & Financial Service Insurance, Technology Enablement, IT Outsourcing, Cyber security, Digital Infrastructure, Hybrid Cloud, Digital Workplace, Customer Experience, Digital Transformation, and Block Chain.
We are a Part of the Ghobash Group of Companies, CNS spread across the region with offices in Abu Dhabi, Dubai, Oman, and Kuwait providing a holistic approach that covers all aspects of information communication technology system integration, consultancy, operation, managed services, and IT outsourcing.
CNS also has state-of-the-art network operation centers in Abu Dhabi and Dubai that develop in-house software and applications providing end-to-end solutions to our customers and partners.
The Sales Account Manager owns revenue growth in the UAE Oil & Gas segment. The role wins and grows business with major national and international oil and gas operators, their contractors and supply chains. The post-holder is accountable for the full cycle: meeting sales targets, building the pipeline, and managing the operations that deliver the business once won – including manpower and resources secondment contracts.
Key responsibilities :
Sales targets and revenue
- Own and deliver annual and quarterly sales, gross margin and order-intake targets for the Oil & Gas segment.
- Build and execute an account plan for each key customer, with forecasts reviewed monthly.
- Maintain an accurate pipeline and forecast in the company CRM.
- Negotiate pricing, commercial terms and contract conditions within approved authority limits.
Business development
- Identify and pursue new opportunities with national oil companies, IOCs, operators, EPC contractors and service companies in the UAE.
- Track upcoming tenders, framework agreements and long-term contracts; lead bid/no-bid decisions with management.
- Prepare and present technical-commercial proposals, tender submissions and clarifications.
- Represent the company at industry events, exhibitions and client meetings (e.g. ADIPEC).
Customer and procurement relationships
- Build working relationships with procurement, contracts, supply chain and end-user departments at target companies.
- Secure and maintain vendor registration, pre-qualification and approved-supplier status with each client.
- Navigate client procurement processes, portals and evaluation criteria (technical, commercial, ICV).
- Act as the single point of contact for key accounts and resolve escalations promptly.
Operations and contract delivery
- Manage the operations of won business: mobilization, delivery schedules, invoicing and collections.
- Coordinate with operations, HR, finance and logistics to deliver to scope, quality and HSE standards.
- Monitor contract performance, margins and client satisfaction; drive corrective action where needed.
- Ensure timely collection of receivables and minimize overdue payments.
Resources secondment
- Develop and manage manpower and resources secondment contracts with Oil & Gas clients.
- Understand client manpower requirements, rate structures and mobilization timelines.
- Coordinate recruitment, onboarding and visa processes for seconded staff with HR.
Reporting and compliance
- Submit weekly activity reports and monthly sales, pipeline and forecast reports to management.
- Provide market intelligence on competitors, pricing and client spending plans.
- Comply with company policies, UAE regulations, client codes of conduct and anti-bribery rules.
Essential qualifications and experience:
- Minimum 8 to 12 years of Oil & Gas sales experience in the UAE, selling directly to major oil and gas companies operating in the country.
- Proven track record of meeting or exceeding sales targets in a B2B, contract-driven environment.
- Familiarity with the purchasing and procurement departments of oil and gas companies in the region, including vendor registration, tendering and approval processes.
- An established network of contacts within UAE Oil & Gas operators, contractors and supply chain teams.
- Valid UAE driving license (mandatory).
- Bachelor’s degree in engineering, Business Administration or a related field.
- Fluent written and spoken English.
Desirable (added advantage)
- Experience in resources / manpower secondment to Oil & Gas clients, including rate negotiation and managing seconded staff.
- Understanding of In-Country Value (ICV) certification and its weighting in UAE tenders.
- Experience with client e-procurement portals and supplier registration systems.
- Exposure to wider GCC Oil & Gas markets (KSA, Oman, Qatar, Kuwait).
- Arabic language skills.
- Valid HSE certification or familiarity with Oil & Gas site safety requirements.
- Commercial acumen
- Negotiation
- Relationship building
- Drive and ownership
- Operational coordination
- Communication
- Planning and organization
- Digital tools
Compliance with policies and procedures based on the ISO standards adopted by CNS.