Key Account Manager

Innovations Global; Dubai; On-site; AED 240,000 - 360,000; Full time

Job summary

Innovations Global is seeking a Key Account Manager - AV to develop and manage large corporate accounts in the Dubai area, driving revenue through consultative AV solutions and strong customer relationships.

Responsibilities include identifying new business, presenting tailored AV solutions, managing tenders, and maintaining an accurate sales pipeline. Relevant AV industry experience and a proven track record in B2B sales are required.

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.
• 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 would be an advantage.
• Established relationships with corporate customers, consultants, system integrators, contractors, or AV channel partners would be an advantage.

Responsibilities

• Key Account Management: develop and maintain relationships with corporate accounts, consultants, system integrators, contractors, end users, and other stakeholders.
• Business Development: identify and pursue new opportunities across offices, meeting rooms, conference facilities, educational institutions, hospitality, government entities, and other sectors.
• AV Solution Selling: promote and sell AV products and solutions across the full product portfolio.
• Customer Needs Assessment: understand requirements, project specs, challenges, and operational needs to tailor solutions.
• Consultative Sales Approach: develop value-based proposals addressing business needs and improving collaboration.
• Project and Opportunity Management: identify, qualify, and track opportunities from inquiry to handover.
• Sales Pipeline Management: maintain CRM records, update progress, and provide forecasts.
• Product Demonstrations: conduct presentations to communicate features and benefits.
• Tender and Proposal Management: review RFQs/RFPs, coordinate quotations and submissions.
• Negotiation and Sales Closure: negotiate terms and close deals while preserving profitability.
• Market and Competitor Analysis: monitor market trends and opportunities for expansion.
• Sales Reporting and Target Achievement: achieve revenue and gross profit targets and report progress.

Skills

Key Account Management

Consultative Sales

AV Solution Selling

CRM & Forecasting

Negotiation

Education

Bachelor's degree or diploma in Business Administration, Sales, Marketing, Electronics, Information Technology, or a related field

AV industry training or manufacturer certifications

Job description

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.