Key Account Manager (KAM)

Job Objective

Director 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 sake of clarity, “Civil Business” means Aerospace, Space and Security Business, essentially.

 

The Key Account Manager reports to the Director Civil Accounts KSA

 

The Key Account Manager will drive the specific Account Plan in order to define the account strategy and align the plan with the customer expectation and the 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 actions 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 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 OI.
• Validate and promote at 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 act 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 executive level of the customers and partners organisationin 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 (as required, a contact plan may be required which should always give priority to Country Account Management Teams)

• 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: Experience from related technical positions

• 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: Soft skills in accordance with Thales Leadership Model

• 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