Senior Client Manager

Every employee at Al Rostamani Group plays a role in making a real difference to the business and our customers. We care for our employees by offering them meaningful and purposeful work and an opportunity to grow, learn, contribute and succeed. Today, the Al Rostamani Group has come a long way since its birth in 1957. Our group has grown steadfastly with the guiding principles of Commitment, Care & Vision, alongside a strong sense of active involvement in the community. We are a well-diversified group, with a key presence in industries such as General Trading, Automobiles and Heavy Equipment, Travel, Foreign Exchange, Financial Services, Property Management, Construction, Infrastructure Development and Information Technology Services. Our Group employs approximately 2000 people from 41 different nationalities, which contributes to our multicultural and multi-national environment.Al Rostamani Communications is a leading IT & Telecommunication Solutions Provider and Systems Integrator, offering Innovative, Integrated Technology Solutions and Professional Services to customers in UAE and other GCC countries.Job PurposeThe 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.Job ResponsibilitiesResponsible for aligning to the sales strategy ensuring ARC strategic objectives are metAccountable 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 followedResponsible 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 profitablyDo 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 solutionFormulate and execute sales, marketing, and go-to-market strategies; Management of product, pricing, costing and profit marginsPlan, develop and implement tactical promotions and integrated marketing programs for the targeted customer segmentsAccount management, cross selling and up selling for the existing and new customersMarket development, penetration in to the existing account and expansion of new accounts and market.Manage vendor relationship on target and quotaManage & 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 issuesUse ARC sales tools and methodology to effectively manage their accounts, opportunities, pipelines and forecastBuild enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for ARCDrive 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 orientationCoordinate with Head of Sales, Business Unit Managers, pre and post sales team and Project Managers to support marketing of their products and coordination with suppliersAny other additional tasks the line manager may give and is within the scope of work Job RequirementsQualificationsA degree in Engineering or a related discipline. Engineering with MBA is an added advantageExperienceMinimum 12 years of relevant industry experience Hard core ICT Solutions (Infrastructure, Compute, Networking, UC, IT Security & Digital) sales experience preferredMust have worked for reputed ICT System Integrators in the UAEMust have track record of closing large ICT solution orders CertificationShould have relevant vendor certificationsKnowledge & SkillsStrong IT technical & Industry knowledge preferred.Teamwork, Written, verbal communication & presentation skills.Excellent relationship building skillsExcellent negotiation skillsExcellent influencing skillsResults DrivenAt Al Rostamani Group, we seek talented people who work hard to achieve great things. We consider not only your skills and experience, but also your passion for the role, your desire to learn and how well you align with our core values of care, commitment and vision. If this position represents an opportunity you wish to pursue, we invite you to apply.