Prs Sales Director

7 months ago

Riyadh, Saudi Arabia Thales Full time

Location: Riyadh, Saudi Arabia

Thales people architect solutions at the heart of the defence-security continuum. Interoperable and secure information and telecommunications systems for defence, security, and civil operators, are based upon innovative use of radiocommunications, networks, and cybersecurity. We are ground breaking new digital technologies such as 4G mobile communications, cryptography, cloud computing and big data for use in physical protection systems, and critical information systems.

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.

In order to further accelerate its growth in key development regions, Thales is looking for a Sales Director to manage its security activities covering Saudi Arabia, among the fastest growing regions, based in Riyadh.

MISSIONS & RESPONSIBILITIES
- Promotes and sells a dedicated portfolio for potential opportunities
- Takes in orders (sales function), through actions ranging from pre-sales in cooperation with the KAMs/CDs and Business Development teams, up to the end stages of sales finalization;
- In charge of summarizing and monitoring sales forecasts;
- Promotes and sells a dedicated portfolio. Manages the overall sale process including, change requests and partners;
- Runs sales teams and ensures that the necessary interaction takes place with the Countries, in particular through Opportunity pipeline Reviews, Sitcom meetings and Business Forums;
- Supports the definition of the sales strategy for a project or, more broadly speaking, the sales approach in relation to a specific customer, working in conjunction with the KAM or CD;
- Ensures customer satisfaction in cooperation with the KAM, through appropriate initiatives, addressing problems and complaints on a case-by-case basis;
- Captures information on aspects such as risks & opportunities, marketing and sales to share in the Unit ( incl. with Bid/project teams), develops awareness of customer environment
- Manages the team including the ability to anticipate forecast.
- Able to successfully negotiate the terms of an agreement and close sales in line with expectations

DECISIONS OWNED / KEY DELIVERABLES
- Mandate of the gate (=head of sales, decision co-owned)
- OI target proposal
- Gate 1 (When no CL)
- Executive Summary
- Commercial strategy

KEY INTERACTIONS
- Account Team
- Bids and Capture teams
- Sales Operations
- Finance
- Quality & Customer Satisfaction
- Legal
- BL Stakeholders

SKILLS & EXPERIENCE REQUIRED
- Strong business background in security and selling end-to-end integrated solutions
- Deep knowledge and experience in Middle-East region, especially Saudi Arabia but all GCC is preferred
- Strong experience in working in large industrial companies
- Important track record in selling complex solutions to highly demanding customers
- Experience in managing sales teams and driving them to success, building and implementing clear growth strategy
- Strong communication skills, business drive, transparency and trust
- Capabilities to adapt into complex environment and organizations

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