Key Account Manager (KAM) PIF & ARAMCO
Job details
Key Account Manager (KAM) PIF & ARAMCO
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 tomorrow's 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 country's critical infrastructure and e-security solutions that secure the country's electronic payment systems.
Job Objective
The Director of Civil Accounts KSA is to lead the identification, qualification, and booking of "Civil Business" opportunities in the Middle East Region, supporting the respective "Key Account civil teams". For clarity, "Civil Business" means Aerospace, Space, and Security Business.
The Key Account Manager reports to the Director Civil Accounts KSA and will drive the specific Account Plan to define the account strategy and align the plan with customer expectations and internal stakeholders by:
Understanding the customer's stakes, expectations, and vision and how Thales offers can support the customer's 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 action plans (growth opportunities, engagement plan, must-wins, market segment content).
The Key Account Manager will orchestrate and network with internal and external stakeholders by:
Sharing general interest information on the customer (i.e. customer strategy and structure, customer needs, budgets) and representing 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 OI.
Validating and promoting at the executive level the Account Plan and facilitating the execution of the related action plan with countries and GBUs involved.
Driving the account team and account steering committee of customer satisfaction issues and supporting the development of customer satisfaction measuring in the account.
In close coordination with the account team, the Key Account Manager acts as "One face to the customer"/Senior Management on behalf of Thales Group, without overstepping the role of the Country KAMs by:
Maximizing customer satisfaction facing the executive level of the customers and partners organization while supporting the Civil Accounts teams.
Setting actions together with the customer to develop trust and loyalty between both organizations.
Developing Group OI in the short and medium term by managing Customer intimacy.
Driving and securing strategic initiatives as defined in the Account Plan.
The Key Account Manager should integrate, together with other GBU/BLs, notably DIS, synergies in all offers (where applicable).
ROLES & RESPONSIBILITIES
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.
Represent always Thales Group interest in front of Civil Key Accounts or Segment Accounts.
KEY INTERACTIONS
The Account Team: BL Sales Manager, Project Teams, Capture teams, Service teams, Account Marketing.
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…).
WORK EXPERIENCE REQUIREMENTS
10+ years' experience in strategic account management.
Proven experience in customer management and engagement.
Track record of leading diverse and senior blended teams of various backgrounds.
Knowledge of KSA business and political challenges and opportunities is a must.
Proven background in the Aerospace, Space, or Security industry.
Commercial and Project Knowledge skills to manage Project delivery issues and develop strategies on new business.
Experience in either of the following domains: Aeronautics, Transportation, Cyberspace, Airline Inflight Entertainment systems or relevant market verticals.
QUALIFICATION, CERTIFICATION & EDUCATIONAL REQUIREMENTS
MBA, BSc/BA in business administration.
Engineering background is desired.
PREFERRED SKILLS
Languages:
Fluent English.
Knowledge of Arabic and French is desirable.
Technical Skills:
Extensive exposure to the customer industry.
Capable of driving results across virtual teams and able to represent Thales Group as a whole.
Organisational skills, ability in problem solving and negotiation.
Ability to drive and define priorities.
Soft Skills:
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.
Communication, cross-cultural, and interpersonal skills.
At Thales, we provide CAREERS and not only jobs. With Thales employing 80,000 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!
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