Summary
CNS, part of Ghobash Group, is seeking a Sales Account Manager for its UAE Oil & Gas segment, with the role located in Dubai. The position owns revenue growth, account plans, sales pipelines, tenders and customer relationships, and oversees the delivery and commercial performance of won contracts, including manpower secondment. Applicants need 8 to 12 years of direct Oil & Gas sales experience in the UAE, a track record of meeting sales targets, a bachelor’s degree and a valid UAE driving license. Fluent English is required; Arabic, ICV knowledge and manpower secondment experience are listed as advantages.
The posting
As published on ghobash.com. Pulled from the employer's site and shown as they wrote it.
Company Description
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.
Job Description
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.
Qualifications
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.
Additional Information
- 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.