Key Account Manager

4 days ago

Riyadh, Ar Riyāḑ, Saudi Arabia Thales Group Full time

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. Thales has been selected to supply major electronic systems for air defence and the Group also supplied communication and optronic systems for the Army, the Saudi Arabia National Guards and the Air Force.

JOB OBJECTIVE:

The Key Account Manager will drive the specific ARAMCO Account 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 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 executive level of the customers and partners organisation while supporting ARAMCO 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 ARAMCO 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 account management
  • Proven background in the Security industry
  • Mandatory experience in managing ARAMCO account
  • 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
  • Commercial and Project Knowledge skills to manage Project delivery issues and develop strategies on new business.

MANDATORY SKILLS:

  • Have a thorough understanding of the Security Solution market in KSA, including but not limited to, a clear understanding of the customers' operational needs and their technical and commercial procurement processes
  • Act as the Capture Lead for complex or high value business opportunities. Have an ability to manage, influence and motivate internal stakeholders from Technical, Operational, Commercial and Legal disciplines as well as an ability to structure the capture from a route-to-market perspective
  • Be able to develop customer loyalty through actions designed to foster long-term relations, including ensuring customer satisfaction by dealing with possible non-compliance and complaints
  • Should track market dynamics and foster close customer working relationships in order to anticipate future requirements
  • Must ethically obtain and share marketing and commercial information for customers and competitors and provide advice to the Business Lines based on locally obtained knowledge
  • Should provide necessary reports, plans and data and update the Customer Relationships Management tool in timely manner together with the Sales & Marketing Team in Thales KSA.

QUALIFICATION, CERTIFICATION & EDUCATIONAL REQUIREMENTS:

  • Bachelor's/Master's degree
  • Engineering background is desired

PREFERRED SKILLS:

Languages:

  • Fluent English & Arabic
  • Knowledge of 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

#J-18808-Ljbffr

  • Key Account Manager

    4 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia resilience Full time

    Reports to Sales Manager or Business Development ManagerJob Title: Key Account Manager (KAM)Department: Sales and Business DevelopmentJob Purpose: Manage and develop relationships with key accounts to enhance customer loyalty and achieve revenue targets, while delivering innovative and tailored IT solutions that meet customer needs and align with the...

  • Key Accounts Manager

    4 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia NTS Group Full time

    Key Accounts ManagerRiyadh, KSAGlobal Market LeaderSAR 40,000 - 50,000NTS Group are exclusively representing a market leading pharmaceutical company as a Key Account Manager.Our client offers an employment environment where talented pharmaceutical sales professionals can develop and thrive through excellent career prospects and training...

  • Key Account Manager

    4 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Thales Full time

    Location: Riyadh, Saudi ArabiaIn 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...

  • Key Account Manager

    4 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Thales Group Full time

    Key Account Manager (KAM) PIF & ARAMCOLocation: Riyadh, Saudi ArabiaIn 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...

  • Key Account Manager

    4 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Jal | جال Full time

    The Key Account Manager plays a crucial role in managing and nurturing relationships with strategic clients in the transportation and logistics sector. This role is responsible for ensuring client satisfaction, optimizing service delivery, and driving business growth through upselling and cross-selling opportunities. The Key Account Manager will act as the...

  • Key Accounts Manager

    1 week ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Trimble Full time

    Your Title: Key & Major Accounts Manager, Trimble Construction SoftwareYour Location: Dubai, UAEIf your vision is about transforming the construction industry landscape using innovative technology solutions then you can be the one we are looking for.We are seeking a dynamic and results-driven Key & Major Accounts Manager for our Construction division at...

  • Key Accounts Manager

    7 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Arab National Bank Full time

    Your Title: Key & Major Accounts Manager, Trimble Construction SoftwareYour Location: Dubai, UAEIf your vision is about transforming the construction industry landscape using innovative technology solutions then you can be the one we are looking for.We are seeking a dynamic and results-driven Key & Major Accounts Manager for our Construction division at...

  • Key Account Manager

    4 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Al Futtaim Private Company (LLC) Full time

    The Key Account Manager plays a crucial role in driving the growth of Al Futtaim Electric Mobility by identifying and cultivating relationships with both potential and existing fleet customers. This position is focused on presenting tailored fleet mobility solutions to B2B (business-to-business) and B2G (business-to-government) clients, with a strong...

  • Key Account Manager

    1 week ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Signify Full time

    Get AI-powered advice on this job and more exclusive features.Direct message the job poster from SignifyTalent Acquisition Manager at Signify (formerly Philips Lighting)We're looking for a Key Account Manager - Public & Sports to join our commercial team in Riyadh, KSAWe are Signify, formerly Philips Lighting.Through bold discovery and cutting-edge...

  • Key Account Manager

    1 week ago

    Riyadh, Ar Riyāḑ, Saudi Arabia geidea Full time

    To drive enterprise sales growth by acquiring new enterprise merchants and maintaining strong relationships with existing merchants.Key accountabilities:Review and respond to customer inquiries and requests.Develop and maintain relationships with key decision-makers at customer accounts.Identify and qualify new sales opportunities.Manage customer accounts...

  • Key Accounts Manager

    4 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Trimble Inc. Full time

    Your Title: Key & Major Accounts Manager, Trimble Construction SoftwareYour Location: Dubai, UAEIf your vision is about transforming the construction industry landscape using innovative technology solutions then you can be the one we are looking for.We are seeking a dynamic and results-driven Key & Major Accounts Manager for our Construction division at...

  • Key Account Manager

    4 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Abunayyan Holding Full time

    Key Account ManagerRole PurposeWe are looking for a Key Account Manager to drive growth and manage large strategic accounts in the irrigation and pumping solutions sector. This role involves cross-selling across MEAC's product offerings, ensuring customer satisfaction, and assisting the Sales Operations Manager in regional and team management.Key...

  • Key Account Manager

    6 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Kinetic Business Solutions Full time

    A reputable and well-established Energy & Light Systems Manufacturing company is actively recruiting a Key Account Manager for their team in Riyadh.***Please take the time to read the job description, you must meet all the criteria set out below for your application to be considered. We do check all applications and suitable candidates will be contacted...

  • Key Account Manager

    6 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Geidea Group Full time

    Join to apply for the Key Account Manager role at geidea.Established in 2008, Geidea epitomises customer-focused empowerment and commercial success through continuous innovation.Geidea makes best-in-class digital payment solutions available for all by attracting and leveraging the best creative & entrepreneurial talent in the market.Our solutions give any...

  • Key Account Manager

    1 week ago

    Riyadh, Ar Riyāḑ, Saudi Arabia JODAYN | جودين Full time

    We are looking for a skilled Key Account Manager to oversee the relationships of the company with its most important clients. You will be responsible for obtaining and maintaining long term key customers by comprehending their requirements.Requirements:2-3 years' experience in sales or marketing domain.Develop trust relationships with a portfolio of major...

  • Key Account Development Manager

    3 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Amazon Full time

    About the RoleWe are looking for a highly motivated Key Account Development Manager to join our team. The successful candidate will be responsible for developing and executing strategies to grow key accounts on our platform, with a focus on driving business growth, improving profitability, and delivering exceptional customer experiences.The ideal candidate...

  • Key Account Manager

    1 week ago

    Riyadh, Ar Riyāḑ, Saudi Arabia DHL Germany Full time

    Key Account Manager / Technology & AutomotiveWould you like to be part of the most international company in the world? A company operating in more than 220 countries worldwide and has been pioneering cross-border express shipping since 1969. Would you like to be part of a business that connects people across the globe and want to make a difference? Then...

  • Key Account Manager

    4 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia DHL Germany Full time

    Key Account Manager / Technology & AutomotiveWould you like to be part of the most international company in the world? A company operating in more than 220 countries worldwide and has been pioneering cross-border express shipping since 1969. Would you like to be part of a business that connects people across the globe and want to make a difference? Then...

  • Key Account Manager

    6 days ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Afuturewithus Full time

    Key Account Manager | Al-Futtaim Automotive | FAMCOLocation: Riyadh, SA Job Requisition ID: 162605Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions; automotive,...

  • Key Account Manager, Strategic Accounts

    1 week ago

    Riyadh, Ar Riyāḑ, Saudi Arabia Merck Gruppe Full time

    Key Account Manager, Strategic Accounts & Projects, Saudi ArabiaYour RoleAs a Key Account Manager in our Life Science, Science & Lab Solutions division, you will be instrumental in managing and growing our relationships with key customers in the life science sector. Your primary focus will be on understanding customer needs, delivering tailored solutions,...