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.
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, 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)
• 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
In addition, for Business Development:
• Identify and pursue new business opportunities, partnerships, and strategic alliances in the region.
• Conduct market research to understand industry trends, competitor activity, and customer needs.
• Develop and implement business development strategies to achieve sales and growth targets.
• Collaborate closely with Business Units (BUs) and Global Business Units (GBUs) to leverage resources and expertise in addressing country-specific requirements.
• Prepare and deliver presentations, proposals, and contracts tailored to client needs.
Regional Market Expansion:
• Monitor market conditions and regulatory environments across Algeria, Tunisia, Niger, Mali, and Mauritania.
• Work with BL to localize products and services for each country.
• Drive the expansion of Thales footprint in key industries,
Sales and Revenue Growth:
• Achieve or exceed sales targets for the assigned region.
• Develop pricing strategies and negotiate contracts in collaboration with BL to ensure profitability.
• Regularly report on sales activities, forecasts, and market developments to Management.
Client Support:
• Ensure that clients receive the highest level of service by coordinating with technical support, logistics, and other departments.
• Address any issues or concerns raised by clients in a timely and professional manner.
WORK EXPERIENCE 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 organizations
• Commercial awareness and numeracy to analyze reports and understand margins
• Proven experience in Key Account Management and Business Development, preferably in the Security, Aerospace & Digital Identity sectors.
• Strong understanding of the business landscape in North and West Africa,
• Experience working with Business Units (BUs) and Global Business Units (GBUs) is an advantage.
QUALIFICATION, CERTIFICATION & EDUCATIONAL REQUIREMENTS:
• Standard IT skills, (word, excel, power point), experience with sales pipeline tools, ability to operate customer portals.
• Fluency in English and French; Arabic is a plus
PREFERRED SKILLS:
• Excellent communication, negotiation, and presentation skills.
• Ability to work independently and as part of a cross-functional team.
• Willingness to travel extensively within the region.
• Timeliness, focus, clarity
• Good relationship building skills
• Team player and Transparency
• Innovation and vision
HSE RESPONSIBILITIES :
- Ensure both your own safety and the safety of others at all times.
- Maintain an active role in achieving the objectives and adhering to the HSE Thales Policy
- Comply with local HSE laws and legislation.
- To use safety equipment (including PPE) as required and intended.
- Lead by example and actively encourage departments to look at ways to conserve water & energy, minimize the generation of waste, and encourage recycling.
- Everyone within Thales has the right to stop work if they believe that their activities may affect their health and safety or that of others. In this circumstance, such conditions must be reported immediately to their line
Manager and the HSE department.
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