Key Account Manager

About this opportunity

Title: Key Account Manager - AV Work Location: Dubai, UAE Job Purpose To develop and manage large corporate accounts within the Audio-visual (AV) industry by identifying new business opportunities, building strong customer relationships, and promoting the company's AV products and integrated solutions. The role is responsible for driving revenue growth, achieving sales targets, understanding customer requirements, and providing tailored audio-visual solutions for corporate, commercial, educational, hospitality, and other relevant market segments. Responsibilities Key Account Management: Develop and maintain strong relationships with assigned corporate accounts, consultants, system integrators, contractors, end users, and other key stakeholders to maximize account growth and customer retention. Business Development: Identify and pursue new business opportunities across corporate offices, meeting rooms, conference facilities, educational institutions, hospitality, government entities, and other relevant sectors. AV Solution Selling: Promote and sell audio-visual products and solutions, including professional displays, projectors, video walls, interactive displays, digital signage, conferencing systems, microphones, speakers, control systems, and related accessories, in line with the company's product portfolio. Customer Needs Assessment: Understand customer requirements, project specifications, technical challenges, and operational needs to recommend suitable AV products and solutions. Consultative Sales Approach: Work closely with customers to develop value-based proposals that address their business requirements, improve collaboration, enhance communication, and deliver effective audio-visual experiences. Project and Opportunity Management: Identify, qualify, and track AV sales opportunities from initial inquiry through proposal submission, negotiation, order confirmation, and handover to the relevant project or technical team. Sales Pipeline Management: Maintain an accurate sales pipeline, update CRM records, monitor opportunity progress, and provide regular sales forecasts and business updates to management. Product Demonstrations and Presentations: Conduct product presentations, demonstrations, and solution briefings for customers, consultants, and decision-makers to communicate product features, benefits, and competitive advantages. Tender and Proposal Management: Review customer inquiries, requests for quotations (RFQs), and requests for proposals (RFPs). Coordinate the preparation of quotations, technical submissions, compliance documents, and commercial proposals. Negotiation and Sales Closure: Negotiate commercial terms, manage customer expectations, address objections, and close sales opportunities while maintaining the company's pricing and profitability objectives. Market and Competitor Analysis: Monitor AV market developments, emerging technologies, competitor activities, product trends, and customer requirements to identify opportunities for business expansion. Sales Reporting and Target Achievement: Achieve assigned revenue and gross profit targets, prepare regular sales reports, monitor account performance, and implement action plans to improve sales results. Educational Qualifications: Bachelor's degree or diploma in Business Administration, Sales, Marketing, Electronics, Information Technology, or a related field. Relevant AV industry training or manufacturer certifications would be an advantage. Experience: 5–8 years of experience in B2B sales, preferably in the audiovisual, professional display, conferencing, or integrated AV solutions industry. Proven experience managing corporate accounts and developing new business opportunities. Experience handling AV projects, technical proposals, tenders, and commercial negotiations is preferred. Established relationships with corporate customers, consultants, system integrators, contractors, or AV channel partners would be an advantage.