CAM Customer Account Manager
Job details
Job Summary : This role is responsible for growing Raytheon's business in the Kingdom of Saudi Arabia (KSA) as well as pipeline development, external customer engagement and serving as the voice of the customer to internal Raytheon stakeholders. This position is located in the Kingdom of Saudi Arabia and will be a member of the country team reporting to the Raytheon Saudi Arabia Director of Requirements & Capabilities. Additionally, this role will assist the Country R&C Director by ensuring compliance with all internal operational policies, procedures, and practices within the RTN SA R&C Organization. This position will: Coordinate the planning, management, and execution of customer correspondence. Assists and facilitate customer engagements, leadership visits, trade shows, and reviews. Participate in and provide input to internal team capture/proposal gate reviews. This individual will use associated financial tools and track relevant metrics, to include 5-Year Plan assessments, New Business Investment (NBI) requirements, and Enterprise Raytheon Pipeline Manager (ERPM) opportunities. This individual will be accountable for the day-to-day cadence of tasks, processes, and implementation of enabling infrastructure necessary to operate the RTN SA R&C function effectively and efficiently. The role is focused on maintaining and building customer and end-user relationships in the aim of identifying, validating, maturing, and capturing new business. Responsibilities to Anticipate: Partner with requirements & capabilities, product line and functional leaders across the enterprise to evaluate customer insights and market dynamics to support the development and implementation of an enterprise-wide strategy for the Royal Saudi Armed forces. Regularly update Raytheon stakeholders with customer needs assessments, market data, opportunity identification and development status and key pursuits and milestones. Understand and communicate the budgeting and requirements process for the KSA customer, including but not limited to the process steps that the customer uses. Develop input to country strategies, driving the development and communication of those strategies back to RTN strategic business units. Strategy should be linked to operational analysis and show how the customer will employ capabilities against existing and future threats. Articulate through customer intimacy, the priorities of the customer and their concept of operations to help align internal priorities of RTN to meet the requirements of the customer. Based on customer priorities and gaps, develop and shape new business opportunities to aid the customer in filing the gaps in line with their priorities. Institute an internal network to enable reach back for product and service knowledge and support. Develop and maintain customer contact and engagement plans to establish a one Raytheon approach to managing the customer relationship. Confer with outside business development contact and consultants to advance business development efforts. Manage ERPM opportunities in coordination with business area capture leads and R&C ops. Track customer engagements and coordinate on internal visitors for KSA. Provide input to the development of visitor guide (agendas, background material) for senior leadership visits. Facilitate implementation of initiatives across the function focused on continuous improvement and efficiency achievement. Track Integrated Product Development System (IPDS) milestones for KSA opportunities and apply IPDS best practice processes. Provide support to the development of the overall RTX strategy for KSA. Leverage Requirements & Capabilities metrics for continuous improvement initiatives. Proactively engage the customer and end-user to support business needs Support cash collection as needed and directed (secondary responsibility) Qualifications You Must Have: Bachelor's degree in Business, International Affairs, Engineering or other relevant discipline. Ability to work effectively and efficiently in a fast-paced dynamic environment with time criticality. High level of computer literacy in Microsoft Office applications. Excellent communication skills - both written and verbal with all levels of management Strong collaboration skills enabling business results working internally and externally Typically, requires 8years of experience with progressive leadership positions in Business Development or Defense Sales. Demonstrated success in relationship building in the Kingdom of Saudi Arabia. Ability to leverage customer knowledge to identify potential growth opportunities in KSA. Understanding of the global competitive defense market, including customers and industry players, within KSA. Experience tracking financial metrics and plans. Experience with the IPDS, ERPM, and NBI processes (or similar) History of providing clear direction and leading teams to success. Qualifications We Value: Prior military or defense market experience. Knowledge of Raytheon Technologies (RTX) products and services. Prior involvement with KSA MoD programs, captures, and product lines. Demonstrated ability to communicate directly and effectively with key decision makers. Experience with RTX (or equivalent) financial planning and analyses (FP&A) processes and procedures. Understanding of customer culture, political and military environment and cultural customs and norms of the region. Understanding of the procurement, fiscal and regulatory environment within the country.
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