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Account Manager

Date: 24-Nov-2022

Location: EG

Company: Majid Al Futtaim

B2B Sales Account Manager

Role Purpose:

The Account Manager is responsible for establishing and fostering relationships internally and externally across small and medium businesses to ensure strong ties at multiple levels, including higher level relationships to develop ongoing budget allocation and upsell opportunities. The account manager is expected to significantly enhance the client experience and set Majid Al Futtaim Retail apart from the rest in the region.

Role Details – Key Responsibilities and Accountabilities:

Role Summary

  • Drive revenue and market share in a defined region or set of strategic accounts
  • Responsible for building relationships with retail store owners and on-boarding clients to fulfill the supply side of our business.
  • Oversee and maintain accounts while developing strategies to expand and better the business
  • Effectively prioritize and lead a pipeline of sellers to consistently meet/exceed quarterly targets
  • Work closely with new sellers, educating them about MAF digital platform and the high standards of Delivery and Customer Experience
  • Learn and understand the specificities of your categories to spot popular brands, trends, seasonal items and pricing to best tailor your pitch and advice to sellers
  • Identify, action and/or provide advice on how to improve business input metrics that drive growth and improve end customer experience, in collaboration with other MAF Digital programs and teams.
  • Collaborate cross-functionally to ensure timely, accurate and professional operational support to all Selling Partners.

 

Selling Partner Relationship Management

  • Build strong relationships with Merchants and Partners across the portfolio / Category; proactively build joint business plan action items and act as a point of escalation for outstanding issues, questions, and concerns.
  • Manage Selling Partner needs and monitor complexity through efficient engagement allocation
  • Monitor Selling Partner satisfaction survey results or Anecdotes to analyze both positive and negative feedback trends. Establish improvement plans and mange expectations with Account Managers as appropriate.

Program Process Excellence

  • Collaborate with other internal departments to support the improvement of tools and processes to enhance the Merchant Partner experience and drive productivity for Account Managers.
  • Identify, quantify, and define feature enhancements and new products to improve our service offerings based on customer feedback, data analysis, and feature gaps with competitive products.

Leadership

  • Raise the bar for Account Managers, prioritizing strategic initiatives and escalation support as needed.
  • Partner with external teams including Category Management, Finance, Global Account Management, and Central Support teams to align programs and initiatives to drive growth.

 

 Human Capital Responsibilities 

  • Assist with the implementation of the performance management process by setting objectives, monitoring performance, and provide constructive feedback and provide inputs to senior management
  • Develop and implement on the job-training for the team
  • Provide inputs for the development of annual manpower plan
  • Ensure the implementation of MAF Retail’s corporate policies and relevant procedures

Functional/Technical Competencies

  • Understands the digital eco systems and e-commerce environment
  • Has the knowledge of selling solutions – consultative sales
  • Owns and drives assigned sales quotas
  • Track, report and comprehend results – Good with Microsoft Excel/Sheets
  • Well versed with Microsoft Office products (Docs, Sheets, Power Point, Outlook)
  • Excellent written and verbal communication: able to express thoughts logically and succinctly

Qualification, Experience & Skills :

Minimum Qualifications/education

Bachelor's degree in business, Information technology, computer science, engineering or a related field

Master’s degree is a plus

 

Experience and skills

  • 5+ years of experience in account management, category management, sales/business development. 4+ years experience managing teams
  • Hands-on experience of creating and implementing long-term transformational account strategies in a customer-facing role
  • Significant and relevant experience with multinational organizations
  • Experience communicating, presenting and influencing key decision makers in the market and in the senior leadership at MAF Digital business
  • Proven track record of leading large accounts
  • Strong organizational and workload management skills including prioritizing, scheduling, time management, and meeting deadlines
  • Strong critical thinking and analytical skills and expertise in Excel
  • Strong written and verbal communication skills. Proficiency in composing concise, accurate and appropriately targeted responses
  • Experience using analytical, sales, and productivity tools, proficient in basic data analysis and SQL  
  • Strong attention to detail and excellent problem-solving skills
  • Excellent interpersonal and communication skills, analytical skills, leadership and project management skills
  • Experience in Retail is mandatory.
  • Knowledge in Finance is must
  • Cross functional selling experience (Architect, Sales Engineer, Professional Services, Partner, and ISV