Company Description
Sanghvi Movers Middle East Limited (SMME), a wholly owned subsidiary of Sanghvi Movers Limited, is Asia’s largest and the world’s third-largest crane rental company, with its head office in Riyadh, Saudi Arabia and parent company in Pune, India. Backed by over 37 years of lifting expertise, SMME supports critical infrastructure, energy, renewables, oil and gas, steel, and cement projects across the region and globally. The company operates a diverse fleet of 610+ cranes (40–1600 MT capacity) and OEM-certified equipment from leading brands such as Liebherr, Demag, Terex, and Manitowoc. SMME provides end-to-end engineering, procurement, and construction solutions, underpinned by ISO-certified QHSE standards and a strong safety record. Recognized with engineering and business excellence awards, SMME focuses on delivering reliable heavy lifting solutions with precision, innovation, and customer trust at its core.
Department
Sales Department
Reporting To
Direct Reporting : Sales Head
Indirect Reporting : Country Manager / Managing Director
Job Purpose
The role focuses on driving business growth, maximizing fleet utilization, developing long-term customer relationships, and ensuring successful project execution through close coordination with internal departments.
The KAM acts as the primary commercial focal point for key clients across different industry : oil & gas, petrochemical, infrastructure, industrial, shutdown, and construction sectors while positioning the company as a trusted heavy lifting and engineered solutions partner within the market.
Working closely with operations, maintenance, logistics, technical, and commercial teams, the KAM plays a key role in securing new business opportunities, negotiating contracts, improving utilization, and maintaining high customer satisfaction standards.
Roles & Responsibilities
• Develop new client to achieve revenue, profitability, and fleet utilization targets.
• Research and analyze market opportunities to identify potential clients, projects, shutdowns, and business leads.
• Manage and develop strategic accounts within the heavy lifting and transportation sector.
• Build and maintain strong relationships with key clients, EPC contractors, industrial customers, consultants, and business partners.
• Identify new business opportunities and convert leads into commercial contracts and long-term business relationships.
• Plan and manage sales activities in line with company sales targets and commercial objectives.
• Prepare quotations, commercial offers, rate structures, rental agreements, and participate in contract negotiations as required.
• Coordinate with operations, maintenance, logistics, technical, inspection, and finance departments to ensure safe, timely, and cost-effective project execution.
• Follow up on mobilization, demobilization, project extensions, crane inspections, certifications, operator approvals, site requirements, timesheets, invoicing support, and operational readiness.
• Monitor ongoing projects and support resolution of operational or commercial issues to maintain customer satisfaction.
• Support fleet utilization improvement by securing additional projects, extensions, and new opportunities for available equipment.
• Ensure high levels of customer satisfaction through prompt, professional, and effective client support.
• Conduct customer satisfaction surveys, analyze feedback, and recommend improvement actions.
• Prepare weekly client visit plans and monthly performance reports for management review.
• Conduct regular client visits and actively develop new customer relationships to expand market presence.
• Prepare and compile monthly quotation analysis reports including win/loss analysis, market feedback, and pricing competitiveness.
• Prepare quarterly sales forecasts, pipeline reports, and market outlook reports for management review.
• Monitor sales performance against assigned targets and implement corrective action plans when required.
• Ensure timely collection of payments in line with company DSO and collection targets.
• Maintain and regularly update CRM systems, sales pipelines, opportunity trackers, and customer records.
• Monitor competitor activities, pricing trends, market conditions, and upcoming projects within the region.
• Attend management meetings and provide commercial updates, forecasts, pipeline status, utilization outlook, and market intelligence when required.
• Implement and maintain sales procedures, templates, reporting systems, and internal workflows to improve department efficiency and productivity.
• Suggest commercial initiatives, business strategies, and improvement programs to enhance department performance and operational effectiveness.
• Ensure compliance with company policies, HSE requirements, and client standards at all times.
Experience
• Minimum 2 years of experience in crane rental, heavy equipment, heavy transportation, or industrial services industry in Qatar
• Experience handling major EPC, oil & gas, petrochemical, industrial, infrastructure, and shutdown clients.
• Good understanding of crane operations, lifting activities, engineered lifting solutions, and rental market practices.
Skills & Competencies
• Strong commercial and negotiation skills.
• Excellent client relationship management abilities.
• Strong business development and market expansion capabilities.
• Good operational coordination and problem-solving skills.
• Ability to work under pressure and manage multiple projects simultaneously.
• Strong communication and presentation skills.
• Strong reporting, forecasting, analytical, and commercial planning skills.
• Proficiency in Microsoft Office, CRM systems, and ERP platforms such as SAP.
Key Performance Indicators (KPIs)
• Revenue achievement
• Fleet utilization
• New customer acquisition
• Customer retention
• Quotation win ratio
• Collection performance / DSO
• Number of client visits
• Customer satisfaction level
• Pipeline growth
• Number of tonnage handled
