Job Description:
Main Responsibilities
- Lead sales and pre sales effort on selected campaigns including notably:
- definition of the sales strategy and the capture plan;
- coordination of the commercial actions and submission of the offer prepared by the bid team;
- delivery of the best commercial proposal according to the internal PSS rules;
- negotiation with the customer;
- Closing.
- Drive business growth and expand PSS market penetration by fostering new business models and product innovations.
- Reinforce PSS commercial position by supporting relevant strategic partnerships.
- Maintain a qualified sales funnel.
- Get a deep knowledge of customer’s environment, detecting needs regarding PSS products, services and solutions.
- Respond to customers’ needs with Airbus PSS solutions.
- Elaborate with the Head of Sales Business Plan and Sales Forecasts.
Analytical Skills
- Synthesise complex and diverse information
- Ability to challenge quotes
- Use intuition and experience to complement data
- Able to organise and effectively manage customer meetings
- Ability to take ownership of tasks and work on own initiative and under pressure to meet customer and company deadlines.
- Consultative approach to selling and problem solving
- Being cultural aware
Business Acumen
- Understands business implications of decisions
- Demonstrates knowledge of market and competition
- Aligns work with strategic goals
- Displays focus to profitability
Impact & Influence
- Pursues and wins support for ideas
- Displays ability to influence key decision-makers
- Achieves win-win outcomes
- Uses authority appropriately to accomplish goals
- Addresses divergent opinions
Innovation
- Displays original thinking and creativity
- Meets challenges with resourcefulness
- Generates suggestions for improving work
- Develops innovative approaches and ideas
Leadership
- Exhibits confidence in self and others
- Inspires respect and trust
- Reacts well under pressure
- Shows courage to take action
- Motivates others to perform well
Planning & Organization
- Prioritises and plans work activities
- Uses time efficiently
- Plans for additional resources
- Integrates changes smoothly
- Sets goals and objectives
Presentation Skills
- Tailors presentation to audience needs
- Engages and focuses attention
- Presents information logically and persuasively
- Handles difficult questions and situations
- Inspires audience to action
Problem Solving
- Identifies problems in a timely manner
- Gathers and analyses information skilfully
- Develops alternative solutions
- Resolves problems in early stages
- Works well in group problem solving situations
Product Knowledge
- Displays knowledge of products & solutions
- Responds to product & solutions questions
- Explains product & solutions features and benefits
- Matches products and solutions to customer needs
Strategic Thinking
- Develops strategies to achieve organizational goals
- Understands organization’s strengths and weaknesses
- Analyzes market and competition
- Identifies external threats and opportunities
- Adapts strategy to changing conditions
SKILLS AND QUALIFICATIONS
- Master in Management or Master in Telecom or related degree
- 10+ year experience in sales to the Kingdom governmental organisations in the field of communications and information systems
- Experience of large campaigns management, ability to manage complex sales campaigns
- Strong communication skills - verbal, written, and interpersonal
- Ability to build customer relationship
- Ability to multi-task, prioritize tasks, make critical decisions
- Ability to handle uncertainty and stress
- English and Arab negotiation
- Saudi nationals are preferred
- Position is located in Riyadh, KSA
This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.
Company:
Airbus Defence and Space Saudi Limited
Employment Type:
Fixed term
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Experience Level:
Professional
Job Family:
Sales, Marketing & Commercial Contracts <JF-MC-VE>
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