Job Description

Our client is one of the largest and most respected Business Conglomerates in the United Arab Emirates, known for

its Commitment & Care to all Stakeholders, and Vision.



The Senior Client Manager has account responsibility and their key focus is around analysing the clients


situation and business requirements through awareness, empathy and good questioning. They have the ability to


influence clients to use ARC solutions through articulating value in the clients terms. They take ownership of a


range of larger and more strategic clients within the domestic market segments, by passionately advocating the


client requirement, whilst keeping sight of the need to increase revenue and improve margins for ARC.



Job Responsibilities :

Responsible for aligning to the sales strategy ensuring ARC strategic objectives are met

Accountable for creating turn-around solutions to ensure that sales plans are met irrespective of current


situation by ensuring that sales procedures and policies as defined by the sales Sr. Management are


implemented and followed

Responsible to approach the management of his/her account in a systematic way by identifying the


strategy they will use to develop and grow the account profitably

Do a vulnerability analysis of ARC position in comparison to that of competitors and vendors, to ensure the


clients requirement is at the heart of our proposed solution

Formulate and execute sales, marketing, and go-to-market strategies; Management of product, pricing,


costing and profit margins

Plan, develop and implement tactical promotions and integrated marketing programs for the targeted


customer segments

Account management, cross selling and up selling for the existing and new customers

Market development, penetration in to the existing account and expansion of new accounts and market.

Manage vendor relationship on target and quota

Manage & Negotiate with vendors on product, pricing, marketing activities, technical support, sales rebate


etc.

Identify and develop partnership with new vendors to support continuous portfolio growth.

Operation management including but not limited to inventory, vendor rebate, marketing funds, technical


support, etc.

Manage product life cycles, pre-sales architecting capability for large orders and operational issues

Use ARC sales tools and methodology to effectively manage their accounts, opportunities, pipelines and


forecast

Build enduring relationships and display an understanding of the client industry, business environment and


strategy to identify current and future opportunities for ARC

Drive passionately for client satisfaction throughout the entire lifecycle of the clients buying process, by


taking ownership of the co-ordination for the commercial agreement for each client. And aim to realize


revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation

Coordinate with Head of Sales, Business Unit Managers, pre and post sales team and Project Managers to


support marketing of their products and coordination with suppliers

Any other additional tasks the line manager may give and is within the scope of work.



Job Requirements



Qualifications:

A degree in Engineering or a related discipline. Engineering with MBA is an added advantage



Experience:

Minimum 12 years of relevant industry experience


Hard core ICT Solutions (Infrastructure, Compute, Networking, UC, IT Security & Digital) sales experience preferred

Must have worked for reputed ICT System Integrators in the UAE

Must have track record of closing large ICT solution orders




Knowledge & Skills:

Strong IT technical & Industry knowledge preferred.

Teamwork, Written, verbal communication & presentation skills.

Excellent relationship building skills

Excellent negotiation skills

Excellent influencing skills

Results Driven