Senior Client Manager

The Senior Client Manager has account responsibility and their key focus is around analysing the client’s 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 client’s 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.

• 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 client’s 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

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

Certification

• Should have relevant vendor certifications

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