Location: Riyadh, Saudi ArabiaThales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.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 it’s 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.
MISSIONS & RESPONSIBILITIES
Sales Execution
-Builds order intake ambition
-Assigns order intake targets to accounts and sales resources
-Implements and coordinates sales forecasting, planning, and budgeting processes with Head of Sales and Account Managers
-Ensures the development of Account plans
-Maintains regular check-ins with BL Sales Managers to review closing plan (especially for Must Win opportunities)
-Supports Marketing in lead qualification and pipeline growth programs
-Supports the Sales & Operations planning process (workload capacity)
Reporting & Performance Analysis
-Provides order intake forecasts per GBU/BL (if in GBU) or per country/account (if in Destination)
-Performs recurring sales reporting (i.e. MOIR, BOR, OI Rally)
-Measures sales efficiency by monitoring win rate, profitability of order Intake (GMOI) and sales expense ratio (Revenue over JF02 function costs)
-Proposes assignment of sales awards to maximize order intake
Operations Management
-Continuously improves sales efficiency
-Drives the improvement of sales capabilities and performance of the accounts
-Proactively identifies CRM platform improvements
-Helps with the identification of sales talents and supports process
-Facilitates on-boarding of new sales resources
Data Stewardship
-Ensures customer data integrity
-Ensures that sales data for the opportunities & accounts is updated and accurate
KEY DELIVERABLES
-Delivery of sales execution plans
-Delivery of sales reports and performance analyses as required
-Data accuracy
KEY INTERACTIONS
-Head of Sales
-Sales Managers
-Account Managers
-Other members of the Account teams
-Marketing (Segment, PLMs)
-Human Resources
-Finance
SKILLS & EXPERIENCE REQUIRED
Skills
-Business analytics
-Operations planning
-Advanced knowledge of Excel & CRM tools
-Fluent in English
-Works across different job families
-Business issue identification and mitigation
Experience
-Experience as Sales manager, finance and controlling or quality management
Leadership
-Think Big: Systematically builds an OI ambition that exceeds committed budget
-Make It Happen: Systematically proposes next best actions
-Together: Enables others to succeed
KPIs
-OI forecast accuracy (ideally +/- 3%)
-Sales Expense Ratio
-Data quality (pipeline, customer related data, opportunities)