Key Account Manager
Il y a 2 mois
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.
**Job Description KAM Defense ALGERIA**
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 Algeria for more than 45 years in both Defense segment and Civil segment (mainly transportation). The Defense segment is growing, Algeria being the first acquisition budget in Defense on African continent. In this context, Thales is meant to become more and more a partner of Algerian MoD.
**JOB OBJECTIVE**:
Responsible for the whole Defense account (Land Forces, Airforce, Navy, Gendarmerie, Space Agency). Owns the total relationship with this or those accounts. Responsible for identifying and prioritising all opportunities from those accounts and for managing other sales pipeline opportunities as and when required.
**ROLES & RESPONSIBILITIES**:
The Key Account Manager is responsible for
- Understanding the structure of the market for the customer account
- Influencing the market, customers and internal business lines to position Thales to win
- Understanding key drivers and vectors of change impacting organisations 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 and satisfaction
- Creating and implementing account plan(s) for relevant accounts and capture plans for opportunities defining strategies both internally and with customer stakeholder involvement
- Leading the early identification of new opportunities, prioritisation 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)
- 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
- Working collaboratively with in
- and out-country sales team including bid managers, portfolio managers and product teams to build value-creating offerings for customers
- Demonstrating knowledge of the entire Defense 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 maximise 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.
- Deploying and feeding the Key Account Plan in cooperation with Africa Region’s Marketing department and Business Lines involved
- Under the authority of Country Director, driving the relationship between Business Lines and Key Industrial Partner, in order to increase local footprint in the country
**WORK EXPERIENCE, SKILLS, EDUCATIONAL REQUIREMENTS**:
- Account / customer management experience within relevant or allied market and/or Sales in complex environment
- Working to targets / clear objectives and with demonstrable track record
- Leadership skills
- Excellent ability to adapt and to work with complex organisations
- Timeliness, focus, clarity
- Excellent communication skills in French
- Good relationship building skills
- Team player and Transparency
- Innovation and vision
- Commercial awareness and numeracy to analyse reports and understand margins
- Standard IT skills, (word, excel, power point), experience with sales pipeline tools, ability to operate customer portals.
- **Must - Fluent in French**:
- **Must - Experience in Defense domain**:
- **Preferred - experience in Algeria market**
**Financial/Budgetary Responsibilities**:
In role of capture lead for any given opportunity, supporting the Sales and Bid managers to ensure that activity performed to achieve successful order intake is funded by appropriate bid budget - and ensuring activities are managed within a clear bid budget envelope.
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