Account Manager – B2B Sales

**Key Roles and Responsibilities** **1\. Business Development** * Identify and develop new B2B opportunities within assigned territories and customer segments. * Prospect hotels, hotel groups, hospitals, procurement companies, contractors, project developers, restaurants, laundries, corporate clients, and government entities. * Generate leads through market visits, calls, referrals, networking, email outreach, exhibitions, and industry events. * Identify upcoming hotel openings, renovations, replacement requirements, tenders, and major procurement projects. * Arrange customer meetings, product presentations, and site visits. * Maintain a consistent pipeline of qualified opportunities to support sales targets. **2\. Account and Relationship Management** * Manage and grow a portfolio of new and existing customer accounts. * Serve as the main point of contact for assigned customers. * Build relationships with procurement teams, department heads, finance personnel, senior management, and business owners. * Conduct regular account visits, follow\-ups, and business review meetings. * Understand each customer’s purchasing process, budget, approval structure, operational needs, and future requirements. * Identify repeat\-order, cross\-selling, upselling, and account\-development opportunities. * Maintain regular engagement with key accounts and address relationship risks promptly. **3\. Customer Needs and Product Consultation** * Understand the customer’s technical, operational, aesthetic, and commercial requirements. * Collect accurate information regarding specifications, quantities, branding, budgets, delivery schedules, and payment expectations. * Recommend suitable products based on the customer’s requirements, operational conditions, expected product life, and budget. * Provide appropriate guidance regarding sizes, fabric composition, thread count, GSM, construction, customization, branding, care, and lead times. * Maintain strong knowledge of RHT’s product portfolio, including: * Bed and bath linen * F\&B linen * Pillows, duvets, protectors, and toppers * Mattresses * Bathrobes * Hospitality, healthcare, corporate, and industrial uniforms * Guest amenities * Customized textile and hospitality products **4\. Sales Pipeline Management** * Manage opportunities through all stages of the sales funnel, from lead generation to order completion and payment collection. * Qualify opportunities based on customer need, expected value, budget, timeframe, decision process, competition, and likelihood of closure. * Maintain a clear next action and follow\-up date for every active opportunity. * Keep the CRM updated with meetings, quotations, samples, approvals, expected values, and closing dates. * Prepare realistic sales forecasts and pipeline updates. * Identify delayed or at\-risk opportunities and escalate them to the Sales Manager. * Record the reasons for lost or cancelled opportunities and ensure follow\-ups do not remain overdue. **5\. Quotations and Commercial Proposals** * Collect complete customer requirements before preparing or requesting a quotation. * Confirm product specifications, sizes, quantities, branding, delivery location, required date, and payment terms. * Prepare accurate and professional quotations using approved prices and commercial conditions. * Check pricing, VAT, calculations, delivery charges, specifications, lead times, and terms before submission. * Follow up consistently on submitted quotations and revisions. * Explain the company’s product quality, service capabilities, and overall value proposition. * Negotiate within approved commercial guidelines while protecting the company’s margins. **6\. Samples and Product Approvals** * Coordinate customer sample, mock\-up, branding, and technical approval requirements. * Ensure samples are provided for qualified and commercially viable opportunities. * Maintain records of samples issued, including quantities, recipients, costs, dates, and approval status. * Follow up until written approval, rejection, or revision instructions are received. * Arrange the return of reusable samples where applicable. * Communicate approved samples and specifications accurately to the relevant internal departments. **7\. Negotiation and Sales Closing** * Understand the customer’s budget, decision criteria, approval process, competitors, and expected order timeline. * Negotiate prices, quantities, product alternatives, delivery schedules, and commercial terms. * Address customer objections professionally and propose suitable commercial solutions. * Maintain structured follow\-up and a clear closing plan for every major opportunity. * Secure a valid purchase order, signed quotation, contract, or other formal confirmation. * Ensure the final agreement accurately reflects the approved specifications and commercial terms. **8\. Order Handover and Delivery Coordination** * Review customer purchase orders against approved quotations before order processing. * Identify and resolve differences in pricing, quantities, specifications, delivery dates, or payment terms. * Provide complete order information to Finance, Operations, Procurement, Production, Warehouse, and Logistics. * Ensure internal teams receive all required documents, including approved quotations, purchase orders, specifications, samples, branding artwork, payment confirmation, and delivery instructions. * Monitor order progress from confirmation through production and delivery. * Keep customers informed using accurate, internally confirmed updates. * Coordinate inspections, delivery appointments, partial deliveries, and acceptance documentation where required. * Escalate potential delays or supply issues early. **9\. Payment Collection and Credit Control** * Take ownership of payment collection for assigned customer accounts. * Confirm payment terms before finalizing orders. * Coordinate with Finance to ensure invoices, statements, VAT documents, and supporting records are submitted correctly. * Follow up on advance payments, progress payments, due invoices, and outstanding balances. * Contact customers before payment due dates and maintain an updated collection plan. * Coordinate with procurement, accounts payable, finance, and senior customer contacts to resolve payment delays. * Record customer payment commitments and expected payment dates. * Report collection risks, disputes, and overdue balances to the Sales Manager and Finance Department. * Support formal recovery processes by providing complete order, delivery, invoice, and communication records. **10\. After\-Sales Support** * Follow up after delivery to confirm customer satisfaction. * Respond promptly and professionally to product, quality, delivery, or service concerns. * Collect the information and evidence required to investigate customer complaints. * Coordinate with relevant departments to determine the cause and appropriate resolution. * Keep customers informed until complaints are formally resolved. * Use customer feedback to improve service, strengthen relationships, and generate repeat business. **11\. CRM, Reporting and Documentation** * Maintain complete and accurate customer and opportunity information in the company CRM. * Record calls, emails, meetings, site visits, quotations, samples, orders, deliveries, invoices, collections, and complaints. * Maintain updated details of customer contacts and decision\-makers. * Submit required weekly and monthly activity reports, pipeline updates, sales forecasts, and collection reports. * Attend weekly sales meetings and provide clear updates on opportunities, confirmed orders, deliveries, collections, and account risks. * Follow company policies relating to lead ownership, customer assignments, reporting, and documentation. * Protect confidential customer, pricing, product, and company information. **12\. Target Achievement and Account Growth** * Achieve assigned monthly, quarterly, and annual revenue targets. * Achieve collection, customer\-visit, new\-business, and account\-development targets. * Maintain sufficient pipeline coverage to support future sales goals. * Generate profitable business while protecting approved margins. * Increase revenue from existing customers through account development, repeat orders, cross\-selling, and upselling. * Acquire new customers within assigned markets and territories. * Improve customer retention and repeat\-order frequency. * Prepare corrective action plans when performance falls below target. **13\. Internal Coordination and Teamwork** * Work closely with the Sales Manager, Finance, Operations, Procurement, Production, Warehouse, Logistics, and Marketing teams. * Communicate customer requirements accurately, completely, and on time. * Provide realistic forecasts to support production, purchasing, inventory, delivery, and cash\-flow planning. * Participate in sales meetings, product training, performance reviews, and planning sessions. * Respect assigned accounts, lead ownership, reporting lines, and internal procedures. * Escalate commercial, operational, customer, and collection risks promptly. * Contribute positively to the performance and development of the wider sales team. **14\. Market Intelligence and Brand Representation** * Monitor customer demand, market trends, competitor activity, pricing developments, and upcoming projects. * Identify potential new products, sectors, partnerships, and market opportunities. * Share relevant customer and market insights with the Sales Manager. * Represent RHT professionally during meetings, site visits, exhibitions, networking events, and industry activities. * Maintain professional conduct, communication, and appearance. * Protect the company’s reputation, brand identity, and commercial interests. **Key Performance Indicators** The Account Manager’s performance may be evaluated based on: * Sales revenue and gross profit * Payment collection and overdue receivables * New qualified leads and customers acquired * Customer meetings and site visits * Quotations submitted and conversion rate * Repeat business and account growth * Cross\-selling and upselling performance * Pipeline value and coverage * Forecast accuracy * Sample\-to\-order conversion * CRM accuracy and follow\-up compliance * Customer retention and satisfaction * Complaint\-resolution time * Quality of order handovers and internal coordination **Qualifications and Experience** * Bachelor’s degree in Business Administration, Sales, Marketing, Hospitality, Textiles, or a related field. * Minimum 2–3 years of experience in B2B sales, account management, or business development. * Experience in hospitality supplies, hotel OS\&E, textiles, uniforms, mattresses, healthcare supplies, construction, or project sales is preferred. * Existing relationships within the hospitality, healthcare, procurement, construction, or institutional sectors are an advantage. * Experience managing quotations, negotiations, purchase orders, deliveries, customer service, and payment collection. * Familiarity with CRM or ERP systems is preferred. * Valid Saudi driving licence and access to transportation are preferred. **Required Skills and Competencies** * Business development and lead\-generation ability * Account management and relationship\-building skills * Strong communication, presentation, negotiation, and closing skills * Customer\-focused problem\-solving * Commercial understanding of pricing, margins, VAT, and payment terms * Strong follow\-up and payment\-collection discipline * Ability to understand technical product specifications * Attention to detail and accurate documentation * Effective time management and territory planning * Ability to work independently and take ownership * Ability to coordinate effectively across departments * Proficiency in Microsoft Office and CRM systems * Good command of English; Arabic is an advantage * Ability to work effectively under sales targets and deadlines Pay: Up to ﷼4,000\.00 per month Work Location: In person