Aviation & Aeronautic Account Director

6 months ago

Riyadh, Saudi Arabia Thales 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 it’s 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.

MISSIONS & RESPONSIBILITIES

Build the Account Plan in order to define the account strategy and align the plan with the customer 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 the Account Marketing for support on actions plans (growth opportunities, engagement plan, must-wins, market segment content)

Orchestrate and network with all 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
- Sharing the Account Plan and facilitating the execution of the related action plan with countries and GBUs involved. The Account Manager takes part in the enhancement and update of Group CRM data
- Informing the account team and account steering committee of customer satisfaction issues and supporting the development of customer satisfaction measuring in the account

Act as “One face to the customer” on behalf of Thales by:

- Maximizing customer satisfaction
- Setting actions together with the customer to develop trust and loyalty between both organizations
- Developing Group Order Intake in the short and medium term by managing Customer intimacy
- Driving and secururing strategic Initiatives as defined in the Account Plan

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

KEY INTERACTIONS
- The Account Team: BL Sales Manager, Project Teams, Capture teams, Service teams, Account Marketing Manager
- 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 )

SKILLS & EXPERIENCE REQUIRED
- Extensive exposure to the customer industry
- Capable of driving results across virtual teams and able to represent Thales Group as a whole
- 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

KPIs
- Group OI and GMOI for the Fiscal Year with yearly OI growth 3% for Key Accounts and 5% for Strategic Accounts (will account for 40% of variable income)
- 3 year average Group OI and GMOI (will account for 20% of variable income)
- Customer satisfaction rating percentage increase (will account for 40% of variable income)

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