Job Description

Position Overview
The Key Account Manager is a pivotal role within the Auto Parts organization based in Dubai, focusing on profitably growing our key customers in the Middle East region. This role requires a strategic and customer-centric approach to drive business growth and strengthen PPG's market presence.
Key Responsibilities

• Take full accountability for account growth performance, including revenue and profitability targets.
• Develop and implement comprehensive account strategies, establishing a profitable sales pipeline encompassing all PPG products.
• Build and nurture strong relationships and customer intimacy at all organizational levels within client companies.
• Lead central negotiations and pricing discussions, emphasizing value-based solution selling tailored to the regional market.
• Manage the sales pipeline through to commercialization, ensuring alignment with customer needs and market trends.
• Lead and coordinate the account team, including customer technical managers, service representatives, business development, customer service, and supply chain personnel, to ensure effective execution of account objectives.
• Collaborate closely with the regional Market Manager and Global Segment leaders to align business and account strategies.
• Work cross-functionally with supply chain, manufacturing, technical, and product management teams to provide comprehensive support to customers.
• Gather and analyze customer feedback, unmet needs, market dynamics, and competitive activities to inform PPG's strategic decisions.
• Identify and evaluate opportunities for new solutions, including products and services, addressing emerging trends such as mobility, electric vehicles, and autonomous driving technologies.
• Complete all sales-related activities, including call reporting, opportunity pipeline management, accounts receivable monitoring, budgeting, and demand forecasting.
• Support the cadence model through regular reporting to management.
• Uphold PPG's commitment to the highest standards of safety, ethics, and compliance in all activities.

Performance Objectives (First 12-18 Months)

• Successfully execute the sales budget, meeting or exceeding sales targets and margin goals by the end of the first year.
• Develop and implement a business and key customer development plan aligned with segment initiatives and global strategies, achieving or surpassing annual new pipeline development KPIs.
• Establish a robust cadence model for account management.
• Meet customer KPIs related to forecasting, logistics, and overdue management.
• Build strong customer intimacy by engaging with all key stakeholders.
• Acquire comprehensive knowledge of PPG's EHS, compliance, and legal requirements within the first 3-6 months.

Key Competencies

• Minimum 2-5 years of experience in Key Account Management, with required experience in the automotive, surface coatings, wheels, or decorative and functional parts industries.
• Proven ability to negotiate effectively at all organizational levels, from operational staff to directors, and to build lasting customer relationships.
• Strong business and commercial acumen with a focus on value selling.
• Excellent presentation and influencing skills, capable of driving change both internally and externally.
• Technical proficiency or strong interest in technical solution selling.
• Ability to work autonomously and mobilize cross-functional teams.
• Experience working with diverse cultures and educational backgrounds.
• Fluency in English is essential; knowledge of Arabic is an advantage.

Core Competencies

• Results orientation and accountability
• Proactive and self-motivated
• Commitment to continuous learning
• Leadership through influence
• Strong team player

Employee Value Proposition

• PPG is a world-leading coatings company offering extensive resources and opportunities for a successful career.
• The Auto Parts segment is a rapidly growing area within PPG, presenting significant business opportunities.
• Our diverse customer base and comprehensive portfolio for the Tier value chain enable substantial growth potential.
• PPG is recognized for its technology, service, innovation, and dedicated team.
• The role offers exposure to both local and multinational projects within a global network.
• Dynamic business environment with significant individual responsibility.
• Fast decision-making processes where your input is valued.
• Excellent career development opportunities in a global, expanding company, with a strong focus on personal growth and training.

PPG pay ranges and benefits can vary by location which allows us to compensate employees competitively in different geographic markets. PPG considers several factors in making compensation decisions including, but not limited to, skill sets, experience and training, qualifications and education, licensure and certifications, and other organizational needs. Other incentives may apply.
Our employee benefits programs are designed to support the health and well-being of our employees. Any insurance coverages and benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.

Skills Required