Account Manager

Account Management

• Own the relationship: be the client's named point of contact from the first enquiry, through delivery and into aftercare, in Arabic and in English.
• Understand the client: learn how each client's spaces are used, who decides and what they are trying to achieve, and bring that into every brief.
• Stay close during delivery: keep the client informed while the project is on site, and deal with issues early rather than avoiding the call.
• Grow the account: find the next room, the next site, the upgrade and the service agreement.

Sales

• Develop opportunities: identify and pursue project opportunities with end clients, consultants, designers and main contractors.
• Qualify technically: establish budget, programme, decision process and technical fit early, using your own audio, visual and lighting knowledge.
• Build the proposal: work with Design and Estimation so that what is proposed is buildable and properly costed, then present it and answer technical questions credibly.
• Negotiate and close: price, terms, programme and contract, protecting margin as well as winning the job.
• Keep the CRM true: stage, value, expected close date and next activity current on every opportunity.

Project Management

• Hand over cleanly: give Projects a complete picture of what was sold and promised, including anything agreed verbally.
• Manage projects on your accounts: where the role calls for it, plan and coordinate the work with Projects, Procurement and the site team, from programme through installation to handover.
• Keep scope and change under control: make sure every change the client asks for is recorded, priced and agreed before work proceeds.
• See it finished: attend the key site meetings, walk the installation with the client, and stay with the project until it is accepted.

Creative Design

• Shape the concept: turn a client's brief into an idea for how the space should look, sound and feel, across audio, video and lighting.
• Show it: prepare the concept presentations, mood boards, sketches and visuals that let a client see the result before it is built.
• Work with the design team: brief Design and CAD clearly and review what goes to the client, so the creative idea and the engineered system are the same thing.
• Keep it buildable: match creative ambition to the budget, the programme and what can be engineered.

Targets below are the standing expectation for the role. They are reviewed with the line manager each period and may be adjusted by agreement.

Reporting

• Pipeline accuracy: 100% of open opportunities carry a current stage, value, expected close date and next activity at every review.
• Forecast reliability: committed forecast against what actually closes, tracked and improving.
• Activity recorded: client meetings, decisions and commitments logged against the opportunity or the project.

Timelines

• Response speed: client enquiries acknowledged within one working day.
• Proposal turnaround: proposals issued within the agreed time of a complete brief.
• Tender deadlines: 100% submitted before the client's deadline.
• Project milestones: milestones on the projects you manage met against the agreed programme.

Quality & Customer Satisfaction

• Client satisfaction and loyalty on managed accounts, measured and improving.
• Sold as deliverable: zero projects where delivery discovers a commitment that was never recorded.
• Complaints: zero unresolved client complaints on managed accounts.
• Repeat business: proportion of revenue from returning clients.

Effectiveness

• Revenue against target, by period.
• Conversion rate: proposals to orders, by count and by value.
• Margin won: the margin sold, not just the revenue.
• Concepts taken forward: concept presentations that go on to a priced proposal, tracked.

Planning, Task Management & Scheduling

• Nothing unowned: every live opportunity and every project action has a next step and a date.
• Forward view: the coming quarter's pipeline built ahead rather than chased at the end.
• Internal notice: Design, Estimation and Projects given workable notice of what is coming.

Essential

• Fluent Arabic and English, spoken and written - you will present, negotiate and write to clients in both.
• A technical background in audio, visual and lighting systems: hands-on experience in design, engineering, installation, programming or technical sales.
• A background in project work. You have taken audio visual or lighting projects from brief to handover, and you like being close to them.

Education & Experience

• Degree or diploma in a relevant field - Audio Visual Technology, Electrical or Electronic Engineering, Lighting Design, Architecture or Interior Design, Business - or equivalent practical experience.
• Experience in account management or sales within audio visual, lighting or systems integration.
• UAE or GCC market experience, with a network among consultants, designers, contractors or end clients, is a strong advantage.

Technical

• Strong working knowledge of audio, video, lighting, control and the networks underneath them, and the ability to discuss them credibly with clients and consultants.
• Able to read a specification, a bill of quantities and a drawing.
• Confident using a CRM and working through an ERP for quotations and orders.

Project & Commercial

• Working knowledge of project management: scope, programme, budget, change control and handover.
• Able to negotiate price, payment terms and contract conditions, and to recognise risk in them.
• Understands margin, not just revenue.

Creative

• An eye for design, and the ability to present a concept visually - presentations, mood boards, sketches or renders.
• Comfortable with presentation and design tools. CAD or 3D visualisation experience is an advantage.

Personal Attributes

• Excellent communication with clients, consultants and colleagues.
• Organised across several live accounts and projects at once.
• Attention to detail and a high standard in client-facing work.
• Self-directed, and straight with colleagues about what is really happening on a deal or a project.