Head of Projects & Key Accounts Division

Job description / Role

The position reports to the Managing Director of the Company with a responsibility to head & lead the Key Accounts Division. The portfolio of the Division consists of following activities generating yearly revenue over 100 millions SAR.

• Land Mobile Communication Projects for various Ministries and Corporations
• Projects Implementation, managed services and after sales services
• Enterprise solutions on turnkey basis for various Ministries, Corporations and Institutions

The Key Accounts Division Head is responsible for the formulation of sales strategies, actively interface customers and ensure that the customer and market demands are understood by the rest of the organization and enhance performance of all enterprise and mobile communication sales and solutions activities representing the full range of systems, products and services for voice & data communication targeting the private and public Sector in Saudi Arabia. The position holder must ensure to provide and manage implementation of strategies for the company to become the profitable Market Leader in all segments of the business...

Responsibilities
• Build, coach and lead the Division’s staff in the area of sales activities, project implementation, managed services projects and ensure customer satisfaction.
• Build and maintain a network of key contact persons with Customers, Vendors, Suppliers and other third parties to secure latest technology information and actively follow up business leads.
• Establishment of Business Plans including customers, products and solution strategies.
• Frequent and proactive positioning of the company as leading preferred business partner towards major customers
• Ensure that product and solutions are well defined and approved in order to secure sales.
• Lead technical discussions and negotiations with the Customers
• Ensure that all parameters related to company’s targets are met with regard to Project sales and its implementation.
• Maintain good knowledge with regard to general market developments and competitors
• Provide monthly/quarterly business reports indicating forecast information and prospect updates to the management. Evaluate performance against budget, financial and operational goals of the Division. Identify and report threats/opportunities.
• Ensure appropriate communication and information flow within the Division and organization.
• Profit and Loss responsibility for all contracts/Projects pertaining to Enterprise Solutions and Land Mobile Communication.
• Support the bid management with all commercial and technical work related to tenders.
• Organize and lead the Customer Services Department activities that include implementation of Projects, Managed Services Projects and after Sales Services and Contracts.
• Plan, develop and implement a market plan and formulate the short and long term sales strategies.
• Prepare market forecasts, budget and estimates at given times
• Develop new business opportunities by understanding the market place and drivers
• Identify and build long term business relationships with Key Customer contacts
• Identify ways of developing new products/services to meet customers specific needs
• Interact with the Suppliers for detailed technical product information and provide support both internally and externally.
• Interaction and follow up with other Departments in the organization for the fulfillment of the company’s objectives and goals in general.

Requirements

• Qualification : University Degree in Communication Engineering from a reputed University.
• Familiarity with the business trends in the market and good understanding and experience from customer relationship, business approach & Project management especially in Land Mobile Communications.
• Experience in similar role for 15 years or more in a multinational Technology & Communications Co.
• Proven leadership and analytical skills and ability to manage the Key Accounts Division.
• Applicant must have previously worked in a senior management role.
• Negotiation skills and in depth knowledge of commercial contracts
• Excellent presentation and communications skills

About the Company

Saudi Ericsson is a limited liability company (100% Saudi Company), founded on July 1, 1980 as a joint venture between E. A. Juffali & Brothers and L.M Ericsson of Sweden. It took over the activities of EPPCO, a pioneer in the supply of telecommunication systems in the kingdom of Saudi Arabia since 1964. For more than three decades, Saudi Ericsson is able to service its large customer base through a well established infrastructure of three branches; Riyadh, Jeddah, and Dammam, supported by 400+ professional employees. Saudi Ericsson aims to provide the Saudi and Middle-East markets, with state-of-the art communication solutions, to meet the needs and expectations of the growing market place. In order to meet the market requirements and customer’s needs, Saudi Ericsson is determined to provide high quality products and optimal pre-sales, and after-sales services at competitive prices.

Saudi Ericsson is classified as a Class “A” contractor by Saudi Authorities in the field of communication.