DohaLocation : Doha, QatarIn 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 Qatar for over 35 years and with over 350 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 Connectiivity systems.
Responsible for the entire portfolio of defense accounts in Qatar, being of strategic importance to the group and of considerable complexity.
Own total relationship with the overall defense account, encompassing the forces and the associated industrial companies of the Ministry of Defense.
Responsible for growing order intake, by identifying and prioritizing all opportunities from those accounts and managing sales pipeline, and for ensuring customer satisfaction.
Manage a team of Key Account Managers to : Understand 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)Understand key drivers and vectors of change impacting organizations operating in this marketUnderstand the strategic initiatives and expectations of the customerIdentify the customer’s view of valueBuild and maintain enduring customer relationshipsEnsure overall customer satisfactionCapture and feed Strategy & Marketing departments with inputs from competition and customers insightDeploy Key Account Plan as key management tool to mobilize the complete Account Team Achieve profitable growth within the account, being responsible for total order intake, revenue and profit of the account / sectorDemonstrate knowledge of the entire defense portfolio to enable opportunity identification across all business lines and grow pipeline for future years’ growthCreate, maintain and implement account plans and opportunities capture plans strategies both internally and with customer stakeholder involvementLead 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, maintain contact with the customer through project delivery in accordance with Thales internal governance (Chorus 2.
0 or appropriate)Work collaboratively with Business Lines, Global Business Units, Middle East region, bid managers, portfolio managers and product teams to build value-creating offerings for customers and to maximize overall order intake, revenue and profit for ThalesEnsure Thales technical and commercial offerings are aligned with customers’ business and operational needsInfluence the market, customers and internal business lines to position Thales to winUse the Thales GCRM tool to track and manage opportunitiesConceal the complexity of doing business with Thales from the customer and simplifying doing businessResolve channel conflict within the company.
Large account / customer management experience within relevant or allied market with a proven sales or program experienceWorking to targets / clear objectives and with demonstrable track recordPrevious experience within defense industryQualified to a level of higher education, management degree or equivalentStandard IT skills (word, excel, power point, etc.
experience with sales pipeline tools, ability to operate customer’s portals.Demonstrate customer focusExcellent leadership and communication skillsGood relationship building skills and ability to influence key stakeholdersBe ambitious and accountableInnovation and visionShape solutions out of complexityCommercial awareness and numeracy toanalyze reports and understand marginsTeam player, Perform through co-operationTransparency, timeliness, focus, clarityTake care of your own safety and the safety of others as far as is practicable.
To be aware of, and play an active role in the development and implementation of the HSE Management System, project HSE requirements and Policy Statements.
Comply with local laws and legislation regarding HSE.To use safety equipment (including PPE) as required and intended and observe that this is also enforced within their departments and among subcontractors and third parties working in Thales’s controlled premises / systems.
Lead by example and actively encourage their departments to look at ways to conserve energy, water and resources and minimize the generation of waste through personal performance and raise recommendations on how to improve existing processes on this regard within / outside their departments.
Conduct regular reviews on the HSE Management System Performance within their areas of responsibility and seek ways of continual improvement.
Every one within Thales has the right to stop work if they believe that their activities may affect the health and safety or that of others.
In this circumstance, such conditions must be reported immediately to their line manager and the HSE department.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!