ARRON ARKI
Summary
Experienced Customer Centric Enterprise Account Manager with experience in managing and growing relationships with large organizations in the SasS, Mining, Travel Management & Logistics industries. Proven track record of success in selling, identifying customer needs and proposing solutions that align with business goals. Driven to exceed and grow accounts through building long-term executive client relationships and effectively communicating at every level of an organisation
Overview
22
22
years of professional experience
Work History
Enterprise Account Manager - Mining
CorpCloud Pty Ltd
12.2023 - Current
- Managing two of the largest clients both tier 1 mining with high touch enterprise day-to-day interactions and building strong relationships, presenting and managing commercial agreements
- Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
- Delivering on contractual obligations to clients in accordance with MSA, SLA's
- Conducted regular account reviews to identify areas for improvement and ensure continued success.
- Build and execute sales plans to drive growth and profitability across the assigned portfolio
- Facilitating client discovery meetings and workshops
- Preparing accurate scoping documents with Solution Architects and Technical Team and working closely with the Project Team ensuring successful customer delivery
- Liaising with clients throughout projects, reporting on progress and gathering feedback; ensuring all elements of the project run smoothly
- Enhanced client relationships by actively engaging with key stakeholders and addressing their concerns.
Enterprise Account Manager - Mining
INX Software Pty Ltd
10.2021 - 10.2023
- Collaborating with all business partners to find alternatives and solutions to business challenges.
- Identifying, understanding, negotiating, and documenting business requirements with various groups
- Strengthening the Company's business development and marketing processes, systems and procedures including the marketing and contacts database, database management, lead identification, selection and management, lead, and opportunities pipeline, etc
- Maintaining a cycle of business development activities including the identification and cultivation of potential clients, market research, preparing marketing strategies and plans, marketing visits, presentations, events networking and generally maintaining for the Company a high-profile presence in the market
- Acting as primary liaison with business functions and solution management during the development lifecycle, from needs analysis and rollout
- Developing and managing direct relationships with key stakeholders and subject matter experts to ensure the business solutions are aligned with their goals and priorities.
- Creating and maintaining compelling travel proposals and sales presentations, coordinating plan to deliver solutions that meet the needs of the business.
- Strengthening the processes, systems, and procedures to improve the quality of services and to meet contractual agreements and service level agreements for customers.
- Achieved sales targets consistently by implementing effective account management strategies and providing exceptional customer service.
Head of Operations and Account Management
Reed & Mackay
09.2017 - 10.2021
- Coaching, motivating, and developing team performance
- Day to day management of office facilities, employees and HR duties
- Recruiting and onboarding new employees
- Supporting team leaders and their teams, motivating and coaching to ensure they are fully equipped to deliver exceptional customer service
- Lead project manager for the implementation and roll out of Concur OBT and Expense Management
- Procurement and management of key clients and supplier contracts performance and reviews
- Analysing and providing improvement recommendations and savings to clients
- Overseeing the smooth implementation of new client business
- Solving complex problems - evaluation, analysis and resolution
- Identifying, developing new business and marketing opportunities
- Implementing, improving and maximising operational efficiency and new technology systems
- Assist Sales by providing operational and account management expertise for new business presentations and assist in the introduction of new accounts
- Strategic business planning to ensure maximum growth, increased margin and profit
- Cultivated strong multifaceted client relationships ensuring strong client retention
- Overseeing change management with clients and staff
- Client crisis and risk management and after-hours support
- Monitoring financial risk of trading clients and credit line
- Forecast staffing resource for the coming financial year based on the Sales Pipeline, up and coming client RFPs and expediential growth of existing clients
- Collaborated with executive leadership on strategic planning initiatives to drive business growth.
- Streamlined operational processes by identifying inefficiencies and implementing best practices.
- Developed strong working relationships with clients by maintaining open lines of communication, regularly soliciting feedback, and demonstrating a genuine commitment to their success.
- Managed a diverse portfolio of accounts across multiple industries, adapting strategies based on unique client needs and objectives.
- Expanded revenue opportunities by identifying potential upsells and cross-sells within existing accounts.
Operations Manager / Account Manager
FCM Travel Solutions
03.2012 - 06.2017
- Management of calendar scheduling and staff rostering
- Managing travel portfolios of clients in diverse industries in line with their travel policy
- Fares and Ticketing
- Client account management, reporting and in person reviews
- Consultant performance management and training
- Negotiating with industry suppliers - Airlines, Hotels and Wholesalers
- Accounts receivable and reconciliations
- Building relationships with existing and potential clients at all levels
- Implementing new clients and developing travel policies
- Mentoring team members into leadership roles and identifying training requirements
- Financial accountability including P&L management and sales forecast
Operations Manager / Account Manager
FCM Travel Solutions
02.2006 - 03.2012
Team Leader
FCM Travel Solutions
11.2002 - 02.2006
Education
High School Diploma -
Southern Cross College
Perth, WA11-1998
Skills
- Salesforce Proficiency
- Effective Organisation
- Strong Interpersonal Communication
- Customer Engagement
- Detail-Oriented Focus
- Effective Self-Management
- Critical Thinking
- Effective Team Collaboration
- Critical Thinking/Problem Solving
- Operational excellence
- Team supervision
- Relationship building and management
Career Achievements
- Contract Renewal, Resigned two largest second tier Mining Clients for current employer, securing $12.5M in Revenue for 2 years, 01/01/22
- Contract Renewal & Growth, Secured largest contract with largest Minerals company, resulting in over $9.4 million in reoccurring revenue, 06/01/23
- Contract Closures, Secured contract with 3rd largest Minerals company, resulting in over $4.8 million in reoccurring revenue, 12/01/22
- Contract Closures, Secured contract with large Minerals company, resulting in over $3.2 million in reoccurring revenue, 10/01/22
- Contract Management, Co-Creation and Implementation of first SaaS Contract securing and protecting both company and client, 06/01/23
- Client Retention Success, Implemented a proactive client retention strategy, resulting in a 100% customer retention rates, 01/01/22
- Revenue Growth, Consistently exceeded sales targets, achieving an average annual revenue growth of 60% over a two-year period, 01/01/22
- Strategic Account Development, Successfully developed and executed strategic account plans for key clients, resulting in a 30% increase in upselling and cross-selling opportunities, 01/01/22
- Customer Satisfaction Improvement, Led a customer feedback initiative, resulting in a 85% increase in overall customer satisfaction scores and a 20% reduction in customer complaints, 01/01/22
Timeline
Enterprise Account Manager - Mining
CorpCloud Pty Ltd
12.2023 - Current
Enterprise Account Manager - Mining
INX Software Pty Ltd
10.2021 - 10.2023
Head of Operations and Account Management
Reed & Mackay
09.2017 - 10.2021
Operations Manager / Account Manager
FCM Travel Solutions
03.2012 - 06.2017
Operations Manager / Account Manager
FCM Travel Solutions
02.2006 - 03.2012
Team Leader
FCM Travel Solutions
11.2002 - 02.2006
High School Diploma -
Southern Cross College
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