Director Strategy and Marketing

5 months ago

Riyadh, Saudi Arabia Talent Pal 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.

**GENERAL DESCRIPTION AND MISSIONS**
- Define the Region strategy and its contribution to the SBP process while supporting Corp/GBUs/BLs in the definition and the coordinated execution of their in-country strategies.
- Provide BLs with insights on local market dynamics, opportunities & competitive environment, needs and expectations to grow the pipeline. Enrich and guide BLs market participation strategy, product policy prioritization/adjustments and marketing plans.
- Contribute to the Group M&A strategy execution through target identification, participation in the development of acquisition rationale, and integration of the target into Thales.
- Develop the strategic narrative that demonstrates the economic and social value of Thales to the local economy to maximize opportunities for local investment funding.
- Assess the opportunity for greater pull-through of Group products to the country of destination in coordination with the BLs.
- Identify transversal multi-GBU customer or market segment requirements to underpin the need for new segment-based offers.
- Support and animate the region SAMs/KAMs population in the definition and activation of their account-focused engagement plans. Develop/personalize account-specific integrated value propositions and value selling content. Leverage relevant segment marketing content & campaign assets.
- Localize, develop and execute integrated marketing campaigns - activated through the Communications team channel strategy - in support of the local reputation of the company and region demand generation efforts. Leverage Digital Marketing capabilities to optimize local customer engagement. Track campaign KPIs.
- Develop and execute the local Sales Enablement efforts.
- Support complex capture teams that are tuned to local customer selection criteria, with the support of value & bid marketing (value props, Price to Win, black hats ) and support achievement of GMOI targets.
- Drive local Marketing Network excellence and the performance plan aligned to the changing needs of the business and end-user markets.

**DECISIONS OWNED / KEY DELIVERABLES**
- Region Strategy & Marketing plan
- Region SA/KA engagement plans
- Thales brand alignment
- Marketing Budget

**KEY INTERACTIONS (as required)**
- 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**
- 15+ years’ experience in a senior leadership management role
- 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 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

**EDUCATIONAL REQUIREMENTS**
- MBA, BSc/BA in business administration or Engineering background (desired)

**SKILLS REQUIREMENTS**

**Technical Skills**
- Solid experience in Strategy development and the orchestration of the strategic planning process'
- Solid B2B marketing experience/skills, especially in terms of marketing strategy & planning and campaign activation
- Experience in the markets of Thales
- Ability to drive a customer centric mindset shift
- Ability to federate a team around a common project/objec

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