Key Account Manager - Regional

Main purpose

Represent the company both in Bahrain and Internationally, securing new business opportunities, maintain existing client relationships and increase revenue streams within those accounts in the form of up-selling and cross selling by identifying new product requirements and demonstrating their benefits to the customer etc. Maintain a strong presence within the marketplace ensuring that all competition is equally matched and challenged with regards to products, services and pricing being offered.

Scope of the Job

• Continue to increase the company’s market share and revenue growth by securing new business in Bahrain & the region.
• Respond to and meet deadlines for all relevant RFP’s (requests for proposal).
• Ensure that all the daily and month appointment quotas are met.
• Meet or exceed Quarterly targets.
• Keep current at all times relevant documentation and database information.

Main Tasks & Responsibilities

• Identify and pursue new sales opportunities as well as existing customer up-sell potentials that will result in significantly new and add-on business within the client and region.
• Create and implement account development strategies that will significantly enhance growth through researching and planning for future prospects.
• Plan their target/meeting schedule on quarterly, monthly, weekly and daily basis.
• Develop, manage and report pipeline on weekly and daily basis.
• Set objectives for sales calls and meetings on weekly basis.
• Demonstrate and sell Infonas products portfolio services across the board.
• Provide all information necessary to ensure administrative staff compile, complete and produce all required reports promptly and correctly when required.
• Maintain and manage all sales related activities accordingly.
• Ensure CRM database and customer info is fully maintained/updated by administrative staff.
• Achieve and exceed set sales targets month on month by selling the company products and services into designated areas and corporate clients.
• Generate business and leads by the available methods, and getting current customer, ensuring that records are maintained in the CRM correctly through the administrators.
• Daily liaison with the commercial team to provide and share information to ensure that customers are receiving excellent customer service and suppliers provide consistent services.
• Attend and meet daily/weekly/monthly required appointment quotas.
• Learn basic technical information related to all products and services in Infonas portfolio.
• Attending Infonas partners sessions and training.

Problem Solving & Decision Making

• Handles problems associated with:

  • Resolving any customer queries or issues
  • Ensuring there are no issues that will reflect in non-payment of invoices etc, and if so they are resolved as quickly as possible.
  • Overcoming any competition concerns that the client may have related to price or service comparison.
  • Inform management of any financial or service adjustments that may be required within any given account.

• Is required to take decisions independently in connection with:

  • Billing related Disputes with customers within authority limit.
  • Approval of discounts within authority limit

Key Competencies

• Skills
  • Ability to communicate at all levels both verbally and written
  • Team player
  • Result orientated
  • Excellent negotiation skills
  • Works well under pressure to meet deadlines etc
• Knowledge
  • AWS Certified Cloud Practitioner
  • Principles of account management
  • Local and Regional business/environmental knowledge
    • Technical understanding of products and services offered
    • Understand the client’s financial year and help to set the annual budget to procure Infonas products and services.
• Behavior
  • Ability to clarify, deduce, understand and resolve any customer requirements or needs
  • Has a desire to solve problems and help customers
  • Independent thinker with a solution focused attitude
  • Fully motivated to achieve set goals and targets
  • Identifies any issues that may harm the business

Experience, Education & Qualifications

• Experienced in IT services sales (preferably in the GCC.)
• Experienced within the cloud environment (preferably in the GCC.) cyber security products
• Minimum ²⁄₃ years experience managing corporate accounts and project management
• Experienced in information security sales (preferably in the GCC.)
• Proven track record in opening, maintaining and developing corporate accounts
• Any relevant cloud related certifications
• Good knowledge of MS Office
• Good in Arabic and English languages

Working conditions

• Physical demands
  • Willing to work if and when required above and beyond the normal calls of duty.
  • Holding a valid Driver’s license
  • Prepared to travel at anytime, anywhere should the business have a requirement.
• Environmental conditions
  • Working in normal office environment.
  • Meeting with clients at their convenience
• Sensory demands
  • Constantly socializing with clients
• Mental demands
  • Always meeting customer demands.
  • Dealing with a variety of people on numerous issues