Key Account Manager - Ports

Purpose of the Role

Drive growth of the Ports business by managing strategic port accounts, building strong relationships with stakeholders, while delivering volume, revenue, and profitability targets. The role will focus on solution selling, account development, and ensuring superior customer experience across the assigned portfolio.

Key Responsibilities

1. Deliver Business Growth

• Achieve volume, revenue, and margin targets for the Ports business within the assigned geography and account portfolio.
• Develop and execute account growth plans to maximize customer penetration and share of wallet.
• Drive sustainable business growth through customer acquisition and account expansion.

2. Manage Strategic Port Accounts

• Develop and maintain strong relationships with key stakeholders including Port Authorities, Terminal Operators, Container Freight Stations (CFS), Inland Container Depots (ICD), Marine Contractors, and Equipment Fleet Owners.
• Serve as the primary point of contact for assigned key accounts, ensuring long-term partnerships and customer retention.

3. Drive Solution Selling

• Understand customer operations, lubrication requirements, equipment applications, and maintenance challenges.
• Collaborate with Technical Services teams to propose value-added lubrication solutions that improve equipment reliability, productivity, and cost efficiency.

4. Expand Market Presence

• Identify new business opportunities within port operations, material handling equipment, marine support operations, dredging, and allied infrastructure segments.
• Develop new accounts and strengthen Gulf's presence across key port locations and associated ecosystems.

5. Commercial & Contract Management

• Lead commercial negotiations and ensure adherence to pricing guidelines and profitability targets.
• Monitor collections, credit exposure, and DSO performance for assigned accounts.
• Support annual contracts, rate negotiations, and long-term business agreements.

6. Ensure Seamless Customer Execution

• Coordinate with Supply Chain, Customer Service, Technical Services, and Marketing teams to ensure timely product availability and service delivery.
• Ensure effective resolution of customer concerns and maintain high levels of customer satisfaction.

7. Market Intelligence & Competitive Tracking

• Monitor market trends, competitor activities, upcoming port expansion projects, and new equipment installations.
• Provide regular insights on opportunities, threats, and customer requirements to support business planning.

8. Business Planning & Reporting

• Maintain accurate sales forecasts, opportunity pipelines, account plans, and performance reviews.
• Track key business metrics and drive corrective actions to achieve monthly and annual targets.

Educational Qualification & Experience

• Graduate in Engineering / Business Management preferred.
• 5–10 years of B2B sales experience in Industrial Lubricants, Infrastructure, Ports, Marine, Mining, Construction, Material Handling, or related industries.
• Experience in managing strategic accounts and solution-based selling in industrial segments.