KAM Civil

The role of the 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 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.

MISSIONS & RESPONSABILITIES

-Build the 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 the 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 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 secururing strategic Initiatives as defined in the Account Plan

DECISIONS OWNED / KEY DELIVERABLES
-Engage all actions required to 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
-The Account Team: BL Sales Manager Project Teams Capture teams Service teams Account Marketing Manager
-Local Head of Account 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)

SKILLS & EXPERIENCE & EDUCATION

- Minimum 5 years proved track record in sales activities and/or account
management
-Technical Knowledge: Security/Aerospace Security

- Advanced English
Competences :Knowledge of Integrated Management System Policies (ISO 9001; ISO; ISO 27001)
-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