Sales Manager

Location: Riyadh Saudi Arabia

Thales people architect solutions at the heart of the defence-security continuum. Interoperable and secure information and telecommunications systems for defence security and civil operators are based upon innovative use of radiocommunications networks and cybersecurity. We are ground breaking new digital technologies such as 4G mobile communications cryptography cloud computing and big data for use in physical protection systems and critical information systems.

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 Objectives:
You will develop sales of the critical infrastructures protection airport security large events and Crisis Management Safe & Smart cities portfolio and contribute to the growth of our activity in the KSA.
By joining us you will perform the missions including typically the following:
Securing the order intake and the required net margin for opportunities ranging from a few hundreds of thousands of SAR up to tens of millions of SAR.
Detecting and developing new opportunities in the domains/areas under your responsibility including existing customer and installed base as well new accounts / customers.
Managing the sales process while adequately qualifying opportunities preparing and submitting proposal negotiating contracts until their signature and coming into force.
Establishing a winning value proposal in partnership with internal and external stakeholders. This encompasses:
i the coordination with relevant Thales Global Business Units such as Thales SIX Thales CDI
2 the lead and transverse management of the relationship with Thales country director Key Account Managers Bid managers Marketing Finance Legal etc
3 the promotion and lead of dedicated working groups on new projects
4 setting up external partnership such as Royal Commissions and municipalities EPC companies (Engineering Procurement and Construction) Telcom etc..
Making sure together with our partners to propose the best offers while preserving the interests of Thales.

This also includes:
Contributing with the sales & marketing team to define and implement business and sales strategy in cooperation with Domain leader PRS Business Line country and sales directorate (SIX).
Contributing to leading transformation towards new digital business model (focus on Thales Security Digital Platform business development) and ensuring meeting business targets.
You shall have extensive sales skills and experience as well as strong business background and track record in the region preferably in security domain.

Work Experience Requirements:
10 years in sales management in GCC preferably in security domain with digital business acumen for complex and highly demanding customers
Experience in selling end-to-end systems and solutions including industrial partners.

Qualification Certification & Educational Requirements:
Masters Degree in Sales or Engineering sales.

Expected skills and behavior:
Strong business background in security and successfully selling end-to-end integrated solutions
Deep knowledge and experience in Middle-East region especially Saudi Arabia but all GCC is preferred
Strong experience in working in large industrial companies
Capability to establish and develop high level trust-based relationships with his/her key customers to improve the capture rate
Successful experience in managing major accounts (EPC Telecom) and setting partnerships with large industrial companies
Important track record in selling complex solutions to highly demanding customers
Successful experience in building and implementing growth strategy
Strong communication skills business drive transparency and trust
Capabilities to adapt into complex environment and organizations
Essential skills
Your adaptability your open-mindedness your listening skills your tenacity your ability to work under pressure on important projects with demanding partners will enable you to evolve in a multicultural and matrix environment.
Your rigor your ability to work in a team to find consensus and your leadership will also be assets to succeed in this position.
You are recognised for your excellent interpersonal skills and endurance your negotiation skills and your ability to understand customer expectations and have them accepted by your internal contacts.
You are ready to travel in KSA and engage in performing negotiations with a true autonomy.

Essential behaviors:
Ensure efficient transparent regular and adequate reporting to KSA Sales Director in-line with Thales sales processes.
Ensure leadership in ensuring exhaustive application of Thales sales processes (gates ethical rules anti-trust rules MYB SBP).
When having a capture leader role coordinate bid team efficiency and involvement to ensure proposal quality deliveries and result achievement.
Push digital disruptive or innovative offers especially around Security Digital Platform
Provide focus and priorities to the management propose objectives.

Required language skills:
English: fluent / bilingual
Arabic: fluent
French: would be an advantage since working in a French company

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!