Key Account Manager - Civil

Location: Riyadh Saudi Arabia

In fast changing markets customers worldwide rely on Thales. Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other. In aerospace transportation defence security and space our architects design innovative solutions that make our tomorrows possible.

We have been present in Saudi Arabia for 40 years and with over 600 employees to date we are growing rapidly. Together we are delivering our signalling control and train protection systems for the North South Railway (NSR) the longest system of its kind in the world. Together we are key suppliers of In-flight entertainment and connectivity systems as well as air traffic management solutions in Saudi. We are making Saudi Arabia a safer place by securing the countrys critical infrastructure and e-security solutions that secure the countrys electronic payment systems. Thales has been selected to supply major electronic systems for air defence and the Group also supplied communication and optronic systems for the Army the Saudi Arabia National Guards and the Air Force.

JOB OBJECTIVE

The role of the Key Account Manager is to understand the customers business and to articulate how Thales as a Group can help the customer to perform better.

With this understanding the Key Account Manager delivers profitable order intake based on the account plan. The role helps Thales to increase its long-term wallet share with the customer.

ROLES & RESPONSIBILITIES MISSIONS & RESPONSIBILITIES

Build the Key Account Plan in order to define the account strategy and align the plan with the customer and the internal stakeholders by:

• Understanding the customers stakes expectations and vision and how Thales offers can support the customers business
• Monitoring the performance of Thales competitors with the customer
• Identifying and Defining Strategic Initiatives in collaboration with the customer to generate growth beyond business as usual and contributing to build and strengthen a customer relationship based on partnership
• Working closely with Account Marketing for support on actions plans (growth opportunities engagement plan must-wins market segment content)

Orchestrate and network with all internal and external stakeholders by:

• Sharing general interest information on the customer (i.e. customer strategy and structure customer needs budgets) and represent the Customer internally
• Orchestrating aligning and managing the account team (on subjects such as tendering project execution technology portfolio customer satisfaction) and supporting the sales teams in all actions required to close Order Intake
• Sharing the Account Plan and facilitating the execution of the related action plan with countries and GBUs involved. The Strategic Account Manager takes part in the enhancement and update of Group CRM data
• Informing the account team and account steering committee of customer satisfaction issues and supporting the development of customer satisfaction measuring in the account

Act as One face to the customer on behalf of Thales by:

• Maximizing customer satisfaction
• Setting actions together with the customer to develop trust and loyalty between both organizations
• Developing Group Order Intake in the short and medium term by managing Customer intimacy
• Driving and securing strategic initiatives as defined in the Account Plan

DECISIONS OWNED / KEY DELIVERABLES

• Engage all actionsrequiredto execute the Account plan
• Define Customer governance as part of the Account Plan (who meets who and when)
• Deliver an aligned and reviewed Account Plan (at least twice a year)
• Perform the Opportunity presentations (Gate 0: Early Opportunity Review)
• Deliver Order Intake forecast

KEY INTERACTIONS

• BL Sales Manager Project Teams Capture teams Service teams Account Marketing
• Local country management
• Heads of GBUs GBU VP Sales BL Sales director
• Account Executive Sponsor
• Segment Marketing
• Digital
• Communications
• Any other member of the Thales organization and leadership as required (Finance Legal Quality Program Bid)

WORK EXPERIENCE REQUIREMENTS

• Proven experience in account/customer management within relevant or allied markets and/or sales in complex environments.
• Demonstrated ability to work to targets and clear objectives with a strong track record.
• Strong leadership and management skills with experience leading teams.
• Excellent ability to adapt and work within complex organizations.
• Commercial awareness and numeracy to analyze reports and understand margins.
• Experience in Key Account Management and Business
• Experience working with Business Units (BUs) and Global Business Units (GBUs) is an advantage.

PREFERRED SKILLS

• Extensive exposure to the customer industry
• Capable of driving results across virtual teams and able to represent Thales Group as a whole
• Entrepreneur mindset with a true sense of initiative curiosity and autonomy
• Acts naturally as a team builder and is a good communicator
• Ability to convince persuade and negotiate both internally & externally

QUALIFICATION CERTIFICATION & EDUCATIONAL REQUIREMENTS

• Masters / bachelors in management/engineering or similar

At Thales we provide CAREERS and not only jobs. With Thales employing 80000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here apply now!