Job description [4.2.1.

0] Petrom EPS
Job holder: [Name FAMILY NAME ] Direct subordinates:
 None
Job title:
Account Manager
in accordance with EPS
organizational chart (Logistics / HQ / Contract
Management)

Job title: [to be filled in by HR]

in accordance with COR (the
Code of Occupations in Romania)

Reporting to: Head of Contract Management

Direct reports:

Date: …/…/….

II Relevant indicators for the position

Number of direct subordinates: 0
Number of indirect subordinates: according to organizational chart
Budget: according to the new business plan ______________________________
Structure: according to the new business plan Signature of position holder/date

III Duties:

 Once a Client or a specific pile of Clients have been allocated, he/she collaborates with the Head of
Contract Management in defining Client Accounts Conditions and Regulations
 Collaborates with the Head of Contract Management in analysing accounts information and, based on the
results, contributes to the creation of Division Commercial Plan.
 Implements the part of Commercial Plan he/she is responsible for, updates predicted sales data and
communicates them to interested persons within Logistics Division.
 Assists the Head of Contract Management in monitoring and tracking the advancement of assigned
contracts, addressing emerging issues and looking for extension and new offering requests opportunities.
 Interact with Head of Contract Management in order to discuss and address work planning matters to avoid
emerging issue in the execution of the contract.
 Evaluates and provides data related to existent and potential clients’needs
 Prepares Division offers (starting with offer definition until providing detailed offers for new services including
tarrifs in collaboration with Price, Estimations and Norms Specialists) and consolidates sales offers package.
 Is responsible for requests management – analyses requests/client documentation (information request,
price quotations, offers, proposals requests) and decides upon related answers (with adequate support).
 Provides clients with price estimations and quotes information and ensures adequate formalities in case of
offer acceptance
 Is responsible for proposals creation, starting from the analysis of client documentation, identifying
alternative solutions for execution and related resources and decides, with adequate support, on the most
appropriate alternative.
 Coordinates the consolidation of the technical and economical part of proposals, ensuring their correct
communication to the client and making all required updates.
 Negotiates contract conditions, analyzes possible required changes and evaluates their impact on EPS
profits.
 Proactively finds new ways to build the client’s business and grow accounts.
 Collects information regarding client suggestions and new ideas with the aim of usign them in services’
performance development

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  Sustains the process of Client Satisfaction Managemet, starting from satisfaction measurement processes
definition until their implementaition and identifying results implementations.
 Sustains the Market Analyst in updating existing and potential Client database
 Acts as primary point-of-contact for Client.
 Leads day-to-day management and optimization of client accounts.
 Communicates with customers on all existing and new technology and keeps contact with customers on all
leads/enquiries and ongoing projects.
 Develops a good understanding of assigned clients' organizational structure, business vision, goals and
drivers.
 Takes a supporting role in the formulation of company strategy to exploit identified business opportunities
with assigned and potential clients
 Actively contribute to the activity related to exception management executing analysis and defining
solutions.
 Ensure full compliance with all HSEQ procedures/regulations. Minimum compliance level of HSEQ
requirements are Petrom/OMV guidelines/procedures or equivalent Romanian legal regulations.
 Familiarize with and follow the Petrom/OMV HSEQ Management system including the 12 policy elements
and all procedures and guidelines relevant to your scope of work, as detailed in this job description.
 Never put yourself, another employee of Petrom or a member of the public at risk by direct action or
omission of duties. Actively prevent other employees to act or put people in an unsafe situation.

To the above mentioned responsibilities it is possible that some others (related to the job) will be added by your Line
Manager, if business will require. In case the changes in the job content are significant, a new Job Description will be
prepared by your Line Manager.

IV Representation power:
To be defined

V Signature right:
Notwithstanding Section IV above, the job holder will sign any documents required during the normal course of
performing the duties described under Section III above. Such documents cannot bind Petrom in its relationships with
third parties, unless specific power of attorney is received by the job holder to this end.

VI Type of liability:
Several liabilities for discharging the duties described under Section III above.

VII Delegation:
The job holder can not delegate its duties.

VIII Job requirements:

Educational requirements:
 University Degree in Petroleum/Mechanical or Electrical Engineering or relevant work experience
Skills required:
 […] knowledge of […]
 Communication and negotiation skills
 Good command of English (spoken and written)
 Computer literacy
Work experience:
 A similar position: min. 1 year
 Proven track record (training programs related to account management)
IX Success criteria:
(following are the quality and quantity criteria for this position)
 Achievement of objectives of the job holder as well as achievement and maintenance of Best Practices and
performance of the respective field incl. continuous improvements.
 KPIs to be decided

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