Sales Account Manager – Oil & Gas

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.