Job Description
Job Summary & Purpose
The Key Account Manager will be responsible for maintaining and expanding relationships with strategically important customers. They are also accountable for achieving sales targets and assigned strategic account objectives. Representing the entire range of IT infrastructure/cybersecurity and cloud products and services to customers, leads the customer account planning cycle and ensures that the company meets customer needs and expectations.
Furthermore, the KAM is responsible for achieving business objectives, KPIs, and targets, as well as developing new customers to achieve short and long-term profitable growth. This position entails extensive travel across the UAE. All prospective employees must undergo a background check and possess a valid driving license and vehicle
Key Performance Areas (KPAs) & Principal Accountabilities:
• Establishes productive, professional relationships with key personnel in customer accounts.
• Coordinates the involvement of company personnel, including support, service and management resources, in order to meet account performance objectives.
• Meets assigned targets for profitable sales volume and strategic objectives of accounts.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
• Participate in the integrated Commercial Planning Process through development of annual Customer Plans that support Brand and Channel Plans.
• Identify sales opportunities, networking and fact-finding and calling on and closing new accounts.
• Manage and penetrate customers at all levels and develop relationships with accounts that enable achievement of plans and objectives.
• Prepare and deliver effective selling presentations that implement approved Customer Business Plans and employ effective game theory and negotiating strategies.
• Develop timely and accurate forecasts (volume and spend) for accounts and revise based on actual performance.
RequirementsDesired Skills and Experience
• Proven account management experience in the Hospitality, Education, Real Estate industry or Government Departments.
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level
• Experience in delivering client-focused solutions based on customer needs
• Proven ability to manage multiple projects at a time while paying strict attention to detail
• Excellent listening, negotiation and presentation skills
• Excellent verbal and written communications skills
• Graduate degree or equivalent
