Key Account Manager (KAM) ARAMCO

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.

JOB OBJECTIVE:

The Key Account Manager will drive the specific ARAMCO Account in order to define the account strategy and align the plan with the customer expectation and the internal stakeholders by:

1. Understanding the customer's stakes, expectations and vision and how Thales offers can support the customer's business.
2. Monitoring the performance of Thales competitors with the customer.
3. Identifying and defining Strategic Initiatives, in collaboration with the customer, to generate growth beyond business as usual and contributing to build and strengthen a customer relationship based on partnership.
4. Working closely with Account Marketing for support on actions plans (growth opportunities, engagement plan, must-wins, market segment content).

The Key Account Manager will orchestrate and network with internal and external stakeholders by:

1. Sharing general interest information on the customer (i.e. customer strategy and structure, customer needs, budgets) and represent the Customer internally.
2. Orchestrating, aligning and managing the account team (on subjects such as tendering, project execution, technology portfolio, customer satisfaction) and supporting the sales teams in all actions required to close OI.
3. Validate and promote at executive level the Account Plan and facilitating the execution of the related action plan with countries and GBUs involved.
4. Driving the account team and account steering committee of customer satisfaction issues and supporting the development of customer satisfaction measuring in the account.

In close coordination with the account team The Key Account Manager act as One face to the customer/Senior Management on behalf of Thales Group, without overstepping the role of the Country KAMs by:

1. Maximizing customer satisfaction facing executive level of the customers and partners organization while supporting ARAMCO accounts teams.
2. Setting actions together with the customer to develop trust and loyalty between both organizations.
3. Developing Group OI in the short and medium term by managing Customer intimacy.
4. Driving and securing strategic initiatives as defined in the Account Plan.

ROLES & RESPONSIBILITIES:

DECISIONS OWNED / KEY DELIVERABLES

1. Engage all actions required to execute the Account plan
2. Define Customer governance, as part of the Account Plan (who meets who and when)
3. Deliver an aligned and reviewed Account Plan (at least twice a year)
4. Perform the Opportunity presentations (Gate 0: Early Opportunity Review)
5. Deliver Order Intake forecast
6. Represent always Thales Group interest in front of ARAMCO Accounts or Segment Accounts.

KEY INTERACTIONS:

1. The Account Team: BL Sales Manager, Project Teams, Capture teams, Service teams, Account Marketing
2. Local Head of Account management
3. Heads of GBUs, GBU VP Sales, BL Sales director
4. Account Executive Sponsor
5. Segment Marketing
6. Digital
7. Communications
8. Any other member of the Thales organization and leadership as required (Finance, Legal, Quality, Program, Bid)

WORK EXPERIENCE REQUIREMENTS:

1. 10+ years experience in account management
2. Proven background in the Security industry
3. Mandatory experience in managing ARAMCO account
4. Proven experience in customer management and engagement
5. Track record of leading diverse and senior blended teams of various backgrounds
6. Knowledge of KSA business and political challenges and opportunities is a must
7. Commercial and Project Knowledge skills to manage Project delivery issues and develop strategies on new business.

MANDATORY SKILLS:

1. Have a thorough understanding of the Security Solution market in KSA, including but not limited to, a clear understanding of the customers operational needs and their technical and commercial procurement processes
2. Act as the Capture Lead for complex or high value business opportunities. Have an ability to manage, influence and motivate internal stakeholders from Technical, Operational, Commercial and Legal disciplines as well as an ability to structure the capture from a route-to-market perspective
3. Be able to develop customer loyalty through actions designed to foster long-term relations, including ensuring customer satisfaction by dealing with possible non-compliance and complaints
4. Should track market dynamics and foster close customer working relationships in order to anticipate future requirements
5. Must ethically obtain and share marketing and commercial information for customers and competitors and provide advice to the Business Lines based on locally obtained knowledge
6. Should provide necessary reports, plans and data and update the Customer Relationships Management tool in timely manner together with the Sales & Marketing Team in Thales KSA.

QUALIFICATION, CERTIFICATION & EDUCATIONAL REQUIREMENTS:

1. Bachelors/Masters degree
2. Engineering background is desired

PREFERRED SKILLS:

Languages:

1. Fluent English & Arabic
2. Knowledge of French is desirable

Technical Skills:

1. Experience from related technical positions
2. Extensive exposure to the customer industry
3. Capable of driving results across virtual teams and able to represent Thales Group as a whole
4. Organisational skills, ability in problem solving and negotiation
5. Ability to drive and define priorities

Soft Skills:

1. Entrepreneur mindset with a true sense of initiative, curiosity and autonomy
2. Acts naturally as a team builder and is a good communicator
3. Ability to convince, persuade and negotiate, both internally & externally
4. Communication, cross cultural and interpersonal skills

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!