About the Role :
We are looking for a dynamic and results-driven Key Account Manager (KAM) with a strong background in AV/IT solutions to drive sales, expand client relationships, and achieve revenue growth. The ideal candidate will be responsible for managing end-user accounts, developing long-term relationships, and ensuring that client needs are translated into effective AV/IT solutions.
Key Responsibilities :
- Play a critical role in generating new sales opportunities and converting them into long-term business relationships.
- Manage and expand relationships with existing key accounts by understanding client requirements and offering tailored AV/IT solutions.
- Work closely with Presales teams to develop technically and commercially viable proposals, including BOQs and design documents.
- Conduct customer presentations, product demos, and solution walkthroughs at client premises or other suitable locations.
- Monitor and analyze industry trends, competitors, and market dynamics to identify growth opportunities.
- Utilize various lead generation methods including digital outreach, networking, and social media to build a strong sales funnel.
- Ensure a healthy sales pipeline (4x forecast) to achieve quarterly and annual sales targets.
- Accurately forecast sales on a weekly, monthly, and quarterly basis aligned with active pipeline opportunities.
- Collaborate with internal teams to ensure timely delivery and customer satisfaction.
- Provide continuous market feedback to the leadership team for product and service improvements.
Essential Skills & Competencies :
- Strong knowledge of AV/IT solutions and understanding of OEM products.
- Familiarity with AV requirements for meeting rooms, huddle rooms, boardrooms, reception areas, cafeterias, training rooms, etc.
- Proven track record in B2B sales, account management, and solution selling.
- Ability to develop BOQs, coordinate with Presales, and deliver client-specific proposals.
- Excellent communication, presentation, and negotiation skills.
- Strong customer relationship management and problem-solving abilities.
- Self-motivated with the ability to work independently and meet targets.
Qualifications :
- Bachelors degree in Engineering, IT, Electronics, Business, or a related field (preferred).
- 310 years of proven experience in Key Account Management / Sales in the AV or IT industry.
- Strong network of contacts within the AV/IT ecosystem is an advantage.
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