Sales Account Manager- Audio Visual Solutions

Role Overview

Sales Account Manager – Audio Visual Solutions at Ghobash Group, based in Dubai and Abu Dhabi.

Company Overview

GCG Enterprise Solutions, established in 1982, is a leading turnkey tech solutions provider in the UAE and wider region. The company specializes in Print Solutions, IT Services, AV and Digital Transformation Solutions. GCG partners with leading technology vendors to create bespoke solutions and services for key industry sectors.

Role Purpose

Drive revenue growth, market share, and customer acquisition for GCG's AV solutions business across Dubai and Abu Dhabi through enterprise sales, relationship management, and consultative solution selling across the full AV portfolio.

Key Responsibilities

Sales & Revenue Growth

• Achieve assigned sales targets across revenue, margin, and volume for the AV solutions portfolio.
• Build and manage a strong sales pipeline with accurate forecasting and CRM discipline.
• Drive sales of display systems including LED walls, video walls, flat panels, and interactive displays.
• Sell video conferencing and collaboration solutions.
• Sell digital signage and content management systems.
• Sell control systems and room automation including Crestron, AMX, and Extron platforms.
• Sell integrated AV solutions for boardrooms, auditoriums, and command centres.
• Identify and close new business opportunities in enterprise, government, hospitality, and education sectors.

Account Management & Customer Engagement

• Develop and maintain long-term relationships with key accounts across Dubai and Abu Dhabi.
• Engage regularly with clients to understand business and facility needs.
• Identify AV environment challenges and upgrade opportunities with clients.
• Understand client technology roadmap and integration requirements.
• Act as a trusted advisor, ensuring high customer satisfaction and repeat business.

Technical Solution Selling & Value Creation

• Conduct needs assessments and present technically sound AV solutions aligned to client requirements.
• Translate complex AV specifications into clear, compelling proposals and presentations for decision-makers.
• Work closely with pre-sales and AV engineers to deliver tailored, integrated solutions.
• Partner with project teams to deliver tailored, integrated solutions.
• Drive a consultative selling approach, positioning GCG as a technology partner rather than a product vendor.
• Maintain up-to-date knowledge of AV technology trends, product developments, and competitor offerings.

Internal Coordination

• Coordinate with pre-sales and AV engineers on technical solution design and system specifications.
• Coordinate with project delivery team on installation, commissioning, and handover.
• Coordinate with logistics on timely equipment procurement and delivery.
• Coordinate with finance on invoicing, collections, and margin tracking.
• Ensure smooth order-to-delivery and project execution lifecycle.

Market Development

• Build and expand GCG's AV solutions presence in the Dubai and Abu Dhabi markets.
• Target government and public sector clients.
• Target corporate and financial services clients.
• Target hospitality and retail clients.
• Target education and healthcare clients.
• Stay updated on AV technology trends, competition, pricing, and customer expectations in the UAE market.

Performance Monitoring

• Track revenue target achievement.
• Monitor gross margin performance.
• Maintain pipeline coverage of 3x–4x.
• Track new customer acquisition.
• Monitor customer retention and repeat business.
• Adhere to collection cycle and DSO targets.

Qualifications & Experience

• Bachelor's degree in Engineering (Electronics, IT, Electrical, Telecom, or related field).
• 5–8 years of experience in Audio Visual solutions sales.
• Proven track record of selling integrated AV systems to corporate, government, and enterprise clients in the UAE.
• Demonstrated experience in consultative, project-based selling with strong technical understanding of AV systems and architectures.

Skills & Competencies

• Strong technical knowledge of AV systems including display technologies (LED, LCD, interactive displays).
• Expertise in video conferencing platforms including Zoom Rooms, MS Teams Rooms, and Cisco.
• Knowledge of digital signage systems.
• Knowledge of control systems including Crestron, AMX, and Extron.
• Knowledge of integrated AV room solutions.
• Familiarity with AV integration standards and project delivery processes.
• Proficiency in CRM tools, pipeline management, and sales reporting.
• Strong presentation and proposal writing skills.