Technical Account Manager - FCC Catalysts

About the role

BASF Middle East Chemicals is looking for a Technical Account Manager for its FCC Catalysts business in Abu Dhabi. The role owns and develops the commercial relationship with assigned refinery accounts and manages the interface between customers and BASF, with primary accountability for business performance, customer strategy, growth and relationship management. It is based on-site.

Key responsibilities

• Manage the assigned territory and customer portfolio, including sales performance, pricing, forecasting, contracts, receivables and account planning.
• Develop and execute customer growth strategies, identify new business opportunities and strengthen relationships with key refinery stakeholders.
• Lead commercial activities such as tenders, proposals, contract negotiations, pricing discussions and value-selling initiatives.
• Serve as the primary customer interface, coordinating technical and commercial support with BASF Technical Service, R&D, Supply Chain and business teams.
• Apply FCC technical knowledge to understand customer challenges, support solution development and communicate value-driven recommendations.
• Monitor market, competitor and customer developments and turn them into actionable business plans.
• Represent BASF in customer meetings, technical discussions, negotiations, business reviews and industry events.

Required profile

• Degree (BSc, MSc or PhD) in Chemical Engineering, Chemistry, Materials Science or a closely related discipline.
• Strong, demonstrable FCC experience covering both technical understanding and commercial responsibility (essential).
• At least 5 years of sales or account management experience, preferably in refinery catalysts, refinery technology or other technically complex B2B environments.
• Proven customer-facing experience of developing opportunities, winning business and managing commercial relationships.
• Fluent business English; additional regional language such as Arabic or French is preferred.
• Willingness and ability to travel about 30-50% across the Middle East and Africa, with occasional international travel.

Required skills

• Demonstrated knowledge of the oil refining industry and solid understanding of FCC operations and catalyst applications.
• Experience in pricing, tenders, contract negotiations, sales forecasting and account strategy execution.
• Ability to understand technical analyses and operating data and to collaborate with specialist Technical Service colleagues.