Key Account Manager - Defence

Job description / Role

THALES GROUP AND THALES IN QATAR

Worldwide, our customers rely on our expertise and innovation of 62,000 people in 56 countries across five markets; Aerospace, Space, Transportation, Defence and Security.

We have been present in Qatar for over 35 years and with over 200 employees to date and we are growing rapidly. Thales in Qatar is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Our people are working on two major urban rail projects; the Doha Metro and Lusail Tramway and providing security and communications systems for Hamad International Airport and Doha Port as well as delivering world-class In-Flight entertainment and Connectivity systems.

DEFENCE MISSION SYSTEMS

Thales people design solutions that enable armed forces to gain and sustain operational effectiveness at every step of the mission. Our tactical radios are used by soldiers in over 50 countries, and over 80,000 Thales night vision goggles are in service worldwide. Our armoured patrol and combat vehicles have protected countless military personnel against the effects of IEDs and our radar, sonar and optronics systems are relied upon to detect and identify potential threats. Together each and every member of our defence team makes a difference.

We rely on our people to help us master the most complex environments for our customers, and careers start here.

WE ARE CURRENTLY LOOKING FOR A KEY ACCOUNT MANAGER - DEFENCE TO JOIN THE THALES DEFENCE MISSION SYSTEMS TEAM IN QATAR.

The Key Account Manager - Defence will be responsible for one large or several smaller defence accounts of strategic importance to Thales, and of considerable complexity. Own the total relationship with those accounts. Responsible for identifying and prioritizing all opportunities from those accounts and for managing other sales pipeline opportunities as and when required.

Key Responsibilities:

- Understanding the structure of the market for this customer sector or account (where an account is an individual customer and a sector is a collection of customers operating in the same market sector)
- Influencing the market, customers and internal business lines to position Thales to win
- Understanding key drivers and vectors of change impacting organizations operating in this market
- Understanding the business initiatives of the customer(s)
- Identifying the customer's view of value
- Building and maintaining enduring customer relationships
- Creating and implementing account plans and opportunity strategies both internally and with customer stakeholder involvement
- Leading the early identification of new opportunities, prioritization of opportunities, taking ownership of the development and capture of offers to the customer, capture leadership through bid and tender submission to contract award, maintaining contact with the customer through project delivery in accordance with Thales internal governance (Chorus 2.0 or appropriate)
- Creating and maintain account plan (s) for relevant accounts and capture plans for opportunities
- Ensuring Thales technical and commercial offerings align with customers' business and operational needs
- Achieving good quality order intake through customer advocacy and excellence of our offering: responsible for total order intake, revenue and profit of the account / sector
- Delivering order quota for the current year and grow pipeline for future years' growth
- Using the Thales GCRM tool to track and manage opportunities
- Delivering customer satisfaction
- Working collaboratively with bid managers, portfolio managers and product teams to build value-creating offerings for customers
- Demonstrating knowledge of the entire Defence portfolio to enable opportunity identification across all business lines
- Ensuring different domains (Business Lines, Global Business Units and ME region) work together effectively to introduce complementary and value adding solutions to our customers and to maximize overall order intake, revenue and profit for Thales
- Hiding the complexity of doing business with Thales from the customer and simplifying doing business
- Resolving channel conflict within the company.

Requirements

Skills and Experience:

- A Master's / Bachelor's degree from an accredited university or college in related field.
- Standard IT skills (MS Office), experience with sales pipeline tools, ability to operate customer portals.
- Excellent communication skills
- Good relationship building skills
- Team player
- Transparency
- Innovation and vision
- Leadership skills
- Commercial awareness and numeracy to analyze reports and understand margins
- Timeliness, focus, clarity.

Your contributions to Thales' cutting-edge products make possible the continued delivery of excellence and hundreds of millions of satisfied passengers globally. If your skills, experience and attitude match the above and you are looking for exciting challenges, please apply now using the link below and we will be in touch. At Thales in Qatar, we provide careers - not jobs.

About the Company

Thales is a global leader in advanced technologies, investing in digital and “deep tech” innovations – connectivity, big data, artificial intelligence, cybersecurity and quantum computing – to build a confident future crucial for the development of our societies. The Group provides its customers – businesses, organizations and governments – in the defense, aeronautics, space, transport, and digital identity and security domains with solutions, services and products that help them fulfil their critical role, consideration for the individual being the driving force behind all decisions.

Thales has 81,000 employees in 68 countries. In 2020 the Group generated sales of €17 billion and Self-funded R&D 1B€.