Sales Account Manager - ICT | Real Estate | AFET

Job description / Role

Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions; automotive, financial services, real estate, retail and healthcare; employing more than 35,000 employees across more than 20 countries in the Middle East, Asia and Africa, Al-Futtaim Group partners with over 200 of the world's most admired and innovative brands. Al-Futtaim Group's entrepreneurship and relentless customer focus enables the organization to continue to grow and expand; responding to the changing needs of our customers within the societies in which we operate.

By upholding our values of respect, excellence, collaboration and integrity; Al-Futtaim Group continues to enrich the lives and aspirations of our customers each and every day

Overview of the role:

The ICT Sales Account Manager - Enterprise Technology is crucial in driving our expansion into enterprise technology solutions. This position is responsible for identifying business opportunities within large-scale organisations, understanding their technological needs, and providing customised ICT solutions that meet their strategic goals. The manager develops and sustains long-term customer relationships, negotiates contracts, closes sales, and ensures high levels of customer satisfaction throughout the process.

The Sales Account Manager - ICT operates in a competitive and fast-evolving enterprise technology market, where understanding client needs and providing tailored ICT solutions is essential for success. This role is integral to driving the expansion of Al-Futtaim Technologies' ICT services across key sectors such as telecommunications, oil & gas, government, BFSI, and retail.

Operating in Dubai, the Sales Account Manager is responsible for identifying business opportunities, nurturing client relationships, and ensuring that solutions align with both client requirements and company profitability goals. This role involves close collaboration with technical, marketing, and finance teams to deliver end-to-end solutions while ensuring client satisfaction. The manager must also ensure alignment with the company's

financial objectives, integrating sales efforts with organizational strategies.

The Sales Account Manager plays a crucial role in the growth of the business, balancing new client acquisition, existing client retention, and operational efficiency in the delivery of high-quality ICT products and services.

What you will do:
- Lead Generation and Customer Acquisition: Continuously identify and qualify high value leads for ICT products and services, targeting key enterprise accounts. Maintain a minimum of [number] qualified leads per quarter, contributing directly to the sales pipeline and ensuring consistent business growth.
- Relationship Management: Develop and manage strategic relationships with high-value clients across sectors like
- telecom, government, and retail. Regularly engage with clients to review solutions, ensuring a minimum customer retention rate of 85% and consistently high customer satisfaction scores.
- Solution Tailoring and Presentation: Assess client requirements and demonstrate how our ICT products and services provide valuable solutions, clearly articulating their features, benefits, and competitive advantages.
- Proposal and Contract Management: Efficiently prepare and deliver proposals, quotes, and contracts. Skillfully negotiate terms to close deals while ensuring alignment with client expectations and company standards.
- Sales Execution and Follow-Up : Actively follow up with clients to close sales promptly and manage the timely delivery and installation of ICT products and services.
- Customer Support and Issue Resolution: Provide comprehensive after-sales support, promptly addressing client issues or complaints to ensure satisfaction and service excellence.
- Performance Monitoring and Reporting: Regularly track and report sales metrics, including lead conversion, customer acquisition costs, and account profitability, with a focus on refining sales strategies to meet quarterly and annual sales targets.
- Collaboration and Coordination : Work closely with procurement, marketing, and finance internal teams to enhance sales operations and achieve seamless execution.
- Professional Development and Industry Engagement: To maintain a competitive edge and stay abreast of the latest developments and innovations in the ICT industry by participating in relevant events and training.

Behavioural Competencies :
- Relationship-building.
- Solution selling.
- Communication.
- Leadership.
- Customer engagement

What Equips you for the role:

Minimum Qualifications and Knowledge:
- Bachelor's degree in computer science, engineering, business, or related field.
- Minimum Experience: 10 plus years of experience

Job-Specific Skills:
- Proven experience as an ICT sales account manager or in a similar role in the ICT industry/ enterprise technology.
- Arabic is a plus.
- Strong knowledge of ICT products and services, such as hardware, software, cloud, network, security, and telecommunications.
- Excellent communication, presentation, and negotiation skills.
- Ability to build rapport and trust with clients and influence their decision-making.
- Customer-oriented, with a passion for delivering high-quality solutions and service.
- Self-motivated, with a results-driven and problem-solving attitude.
- Team player with good collaboration and coordination skills.
- Proficient in Microsoft Office, CRM software, and other relevant tools.
- Willingness to travel and work flexible hours.

About Al-Futtaim Engineering & Technologies

Al-Futtaim Engineering & Technologies offers customers complete engineering and systems integration solutions.

The Engineering arm operates in the UAE, Qatar, Saudi Arabia and Egypt providing a wide variety of products and services from air conditioning, scaffolding and access solutions, elevators and escalators, control and life safety, facilities management, building products, MEP, Energy Management, Technology Infrastructure and Digital Transformation.

The Technologies division provides complete business solutions to large, medium and small customers that include, contact centre solutions, business applications, business intelligence, data management, advanced analytics amongst others. The IT infrastructure portfolio comprises IP telephony, ELV systems, networking solutions, professional audio-visual solutions and managed services.

These solutions are further complemented by services that include project management, installation, testing, commissioning and after-sales maintenance contracts.

About the Company

Established in the 1930's, the Al-Futtaim Group initially operated as a trading enterprise. Rapid development throughout the 1940's and 50's saw it establish itself regionally as an integrated commercial, industrial and services organisation, positioning itself one of the leading business houses in the lower Gulf region. Today, it operates collectively over 40 companies bearing the Al-Futtaim name, dominates many market segments in the UAE, and has expanded its sphere of operation to include Bahrain, Kuwait, Qatar, Oman and Egypt.

The Group comprises a diverse range of strategically positioned operating subsidiaries and associate companies, structured to give the Al-Futtaim Group the flexibility and versatility to keep ahead of local competition while keeping pace with the ever-evolving global business scenario. The Groups continued investment in world-class systems technology is clear evidence of its commitment to maintain leading edge performance and service delivery.

The success of the Al-Futtaim Group can be attributed to a business approach that combines the ability to change with the traditional values of integrity, service and social responsibility that define its core business philosophy. This, linked with the Groups belief in decentralisation, gives the heads of the operating companies a high degree of functional autonomy and authority, providing the Group with essential flexibility, and individual employees a clearly defined work culture and sense of responsibility.