KAM Aero & Navy

Job Description

Location: Doha, Qatar

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 Qatar for over 35 years and with over 350 employees to date and we are growing rapidly. Thales in Qatar is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Our people are working on two major urban rail projects; the Doha Metro and Lusail Tramway and providing security and communications systems for Hamad International Airport and Doha Port as well as delivering world-class In-Flight entertainment and Connectiivity systems.

Primary Purpose of the Role:

Responsible for one or several defense accounts of strategic importance to Thales, and of considerable complexity. Owns the total relationship with this or those accounts. Responsible for identifying and prioritising all opportunities from those accounts and for managing other sales pipeline opportunities as and when required.

Key Responsibilities and Tasks:

The Key Account Manager is responsible of:

• Understanding the structure of the market for the customer account
• Influencing the market, customers and internal business lines to position Thales to win
• Understanding key drivers and vectors of change impacting organisations operating in this market
• Understanding the business initiatives of the customer (s)
• Identifying the customer’s view of value
• Building and maintaining enduring customer relationships and satisfaction
• Creating and implementing account plan (s) for relevant accounts and capture plans for opportunities defining strategies both internally and with customer stakeholder involvement
• Leading the early identification of new opportunities, prioritisation of opportunities, taking ownership of the development and capture of offers to the customer, capture leadership through bid and tender submission to contract award, maintaining contact with the customer through project delivery in accordance with Thales internal governance (Chorus 2.0 or appropriate)
• Ensuring Thales technical and commercial offerings align with customers’ business and operational needs
• Achieving good quality order intake through customer advocacy and excellence of our offering: responsible for total order intake, revenue and profit of the account / sector
• Delivering order quota for the current year and grow pipeline for future years’ growth
• Using the Thales GCRM tool to track and manage opportunities
• Working collaboratively with in- and out-country sales team including bid managers, portfolio managers and product teams to build value-creating offerings for customers
• Demonstrating knowledge of the entire Defense portfolio to enable opportunity identification across all business lines
• Ensuring different domains (Business Lines, Global Business Units and ME region) work together effectively to introduce complementary and value adding solutions to our customers and to maximise overall order intake, revenue and profit for Thales
• Hiding the complexity of doing business with Thales from the customer and simplifying doing business
• Resolving channel conflict within the company.

Principal Relationships:

• Primary interface for Defense Business Lines within this customer account / set of customers / sector
• Sales Managers and Director, Program Managers, Business Line Managers
• Working within the sales team, with significant contact with all other functions through bidding and capture activity.

Key performance Indicators against Responsibilities and Tasks:

• Demonstrable customer intimacy and understanding
• Development of customer relationships to influence requirements and key stakeholders
• Position Thales for success in competitive sales processes
• Preparation of account plans and business winning strategies
• Generate in-year order intake in line with quota
• Generate pipeline for business growth from this account / sector
• Order intake, revenue and profit from this account / sector
• Customer satisfaction with Thales
• Working at a senior level with the executive team to ensure understanding of customer requirements and garner support at all levels for our strategy to secure targeted contracts

Skills

Essential

• Leadership skills
• Timeliness, focus, clarity
• Excellent communication skills
• Good relationship building skills
• Team player and Transparency
• Innovation and vision
• Commercial awareness and numeracy to analyse reports and understand margins

Experience:

• Account / customer management experience within relevant or allied market and/or Sales in complex environment
• Working to targets / clear objectives and with demonstrable track record

Qualifications:

Essential

• Qualified to a level of higher education, Master degree or equivalent
• Standard IT skills, (word, excel, power point), experience with sales pipeline tools, ability to operate customer portals.
• Fluent in English

Values & Behaviours:

To be assessed through the Leadership Competency Assessment:

• Demonstrate customer focus
• Be ambitious and accountable
• Shape solutions out of complexity
• Perform through co-operation
• Influence key stakeholders

Financial / Budgetary Responsibility:

In role of capture lead for any given opportunity, supporting the sales and bid managers to ensure that activity performed to achieve successful order intake is funded by appropriate bid budget – and ensuring activities are managed within a clear bid budget envelope.

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!