Director of Civil Accounts

Job description / Role

Director of Civil Accounts UAE / KAM Emirates Group

Location: Dubai, United Arab Emirates

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 achitects design innovative solutions that make our tomorrow's possible.

Thales has built a presence in the United Arab Emirates for over 35 years, and today has over 300 employees. Thales in the UAE is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Together we delivered technology for the Dubai metro, the longest driverless metro network in the world and a fare collection system that processes up to 250,000 transactions per day. We make UAE a safer place by providing secure electronic payment solutions, cyber security systems and communications as well as security systems for Dubai International Airport and air traffic management and navigation systems for Abu Dhabi's airport.

JOB OBJECTIVE

As the Director of Civil Accounts UAE/ KAM Emirates Airlines you will be responsible to

- Develop a strategic relationship between Thales and Emirates Group aiming at capturing a sustainable order intake for the relevant Thales Business Lines.
- Manage the Civil Key Account Team UAE

Leveraging the whole Thales organization the KAM is in charge of:

- Developing the intimacy at all levels
- Identify, qualify and support the capture of new opportunities and variation orders
- Support ongoing project and keep the channel of communication always open with the client
- Ensure the consistency of the messages delivered to the client
- Ensure and drive Customer satisfaction

ROLES & RESPONSIBILITIES

- Lead Civil programs and their various stakeholders
- Develop and maintain deep client relationships through the KAM team
- Lead and influence business strategy and cultivate business development with new clients
- Lead and leverage early identification of new opportunities
- Develop in depth understanding of the customer strategy and identify how Thales can best support the implementation
- Act as the key interface with the customer and coordinate access to the account to maintain and improve customer satisfaction
- Achieve good quality order intake through customer advocacy
- Preparation of regular reports of progress and forecasts to internal and external stakeholders using key account metrics
- Should be able to demonstrate a proactive, entrepreneurial, problem solving spirit and accelerate growth
- Working and supporting the executive team and GBU's to ensure a full understanding of the customer requirements
- Manage and support KAM's to resolve any issues and problems faced by customer
- Keep informed of commercial actions regarding all accounts
- Contribute directly or indirectly to the negotiation process

WORK EXPERIENCE REQUIREMENTS

- 10+ 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 UAE 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
- Team player, Leadership skills, innovative thinker
- Excellent communication skills and strong networking a must

Requirements

QUALIFICATION, CERTIFICATION & EDUCATIONAL REQUIREMENTS

- Experience in either of the following domains; Aeronautics, Transportation, Cyberspace, Airline Inflight Entertainment systems or relevant market verticals
- Engineering background is desired
- MBA, BSc/BA in business administration
- Fluent English
- Knowledge of Arabic and French is desirable

PREFERRED SKILLS

- Strong communication and interpersonal skills
- Excellent organisational skills, strong ability in problem solving and negotiation
- Ability to drive and define priorities
- Innovative thought leader
- Proactive leadership style

At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now!

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€.