Client Manager

4 weeks ago

Dubai, United Arab Emirates AL Rostamani Group LLC Full time
Roles and responsibilities

The Client Manager has accountresponsibility and their key focus is around analysing theclient’s situation and business requirements throughawareness, empathy and good questioning. They have the ability toinfluence clients to use ARC solutions through articulating valuein the client’s terms. They take ownership of a range oflarger and more strategic clients within the domestic marketsegments, by passionately advocating the client requirement, whilstkeeping sight of the need to increase revenue and improve marginsfor ARC.

JobResponsibilities

  • Responsiblefor aligning to the sales strategy ensuring ARC strategicobjectives are met
  • Accountable for creatingturn-around solutions to ensure that sales plans are metirrespective of current situation by ensuring that sales proceduresand policies as defined by the Sales Sr. Management are implementedand followed
  • Responsible to approach themanagement of his/her account in a systematic way by identifyingthe strategy they will use to develop and grow the accountprofitably
  • Do a vulnerability analysis of ARCposition in comparison to that of competitors and vendors, toensure the client’s requirement is at the heart of ourproposed 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 marketingprograms for the targeted customersegments
  • Account management, cross selling andup selling for the existing and newcustomers
  • Market development, penetration intothe existing account and expansion of new accounts andmarket
  • Manage vendor relationship on target andquota
  • Manage & Negotiate with vendorson product, pricing, marketing activities, technical support, salesrebate etc.
  • Identify and develop partnershipwith new vendors to support continuous portfoliogrowth
  • Operation management including but notlimited to inventory, vendor rebate, marketing funds, technicalsupport, etc.
  • Manage product life cycles,pre-sales architecting capability for large orders and operationalissues
  • Use ARC sales tools and methodology toeffectively manage their accounts, opportunities, pipelines, andforecast
  • Build enduring relationships anddisplay an understanding of the client industry, businessenvironment and strategy to identify current and futureopportunities for ARC
  • Drive passionately forclient satisfaction throughout the entire lifecycle of theclients’ buying process, by taking ownership of theco-ordination for the commercial agreement for each client. And aimto realize revenue and margin targets and exploit opportunities,whilst displaying notable client serviceorientation
  • Coordinate with Head of Sales,Business Unit Managers, pre and post sales team and ProjectManagers to support marketing of their products and coordinationwith suppliers
  • Any other additional tasks theline manager may give and is within the scope ofwork

JobRequirements

Qualifications

  • Abachelor's degree in engineering or a related discipline.Engineering with MBA is an addedadvantage

Experience

  • Minimumof 8 years' of relevant industryexperience
  • Hard core ICT Solutions(Infrastructure, Compute, Networking, UC, IT Security &Digital) sales experience preferred
  • Must haveworked for reputed ICT System Integrators in theUAE
  • Must have track record of closing large ICTsolution orders

Desired candidate profile

A Client Manager is responsible for maintaining andenhancing relationships with clients, ensuring their needs are metwhile maximizing satisfaction and loyalty. This role often servesas the primary point of contact for clients and involves a blend ofaccount management, customer service, and strategic planning.Here’s an overview of the key skills and responsibilitiesassociated with this position:

KeySkills:

  1. RelationshipManagement: Strong ability to build and maintainpositive relationships withclients.

  2. CommunicationSkills: Excellent verbal and written communicationskills to convey information clearly andeffectively.

  3. CustomerFocus: Deep understanding of client needs and acommitment to providing exceptionalservice.

  4. Problem-Solving:Ability to identify issues and develop effective solutions to meetclientexpectations.

  5. NegotiationSkills: Proficiency in negotiating contracts andagreements to ensure mutually beneficialoutcomes.

  6. ProjectManagement: Skills in managing multiple clientprojects, timelines, anddeliverables.

  7. AnalyticalSkills: Ability to analyze client data and feedbackto inform strategies and improveservices.

  8. TeamCollaboration: Experience in working withcross-functional teams to address client needs and deliversolutions.

  9. IndustryKnowledge: Understanding of the client’sindustry, market trends, andchallenges.

  10. TimeManagement: Strong organizational skills toprioritize tasks and manage timeeffectively.

Responsibilities:

  • ClientRelationship Management: Acting as the primary pointof contact for assigned clients, building trust andrapport.

  • NeedsAssessment: Understanding client goals andchallenges to provide tailored solutions andsupport.

  • ServiceDelivery: Ensuring that services are delivered ontime and meet qualitystandards.

  • FeedbackCollection: Gathering client feedback to assesssatisfaction and identify areas forimprovement.

  • AccountGrowth: Identifying opportunities for upselling orcross-selling additional services to existingclients.

  • ContractManagement: Managing contract negotiations andrenewals, ensuring all terms are adheredto.

  • Reporting:Preparing regular reports on client status, project progress, andperformance metrics formanagement.

  • Collaboration:Coordinating with internal teams (sales, marketing, and technical)to address client needs and deliversolutions.

  • Trainingand Support: Providing training and support toclients on products or services asneeded.

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