Job Description

To develop a strategic relationship between Thales and UAE Armed Forces aiming at capturing a sustainable order intake for the relevant Thales Business Lines.

Roles & Responsibilities

• Manage the team of KAM’s for Defense Accounts in UAE
• Understanding the customer's stakes, expectations and vision and how Thales offers can support the customer's business
• Monitoring the performance of Thales’ competitors with the customer
• Identifying and defining Strategic Initiatives, in collaboration with the customer, to generate growth beyond business as usual and contributing to build and strengthen a customer relationship based on partnership
• Working closely with KAM team, Sales team, SAM & CD for support on actions plans (growth opportunities, engagement plan, must-wins, market segment content)
• Develop and maintain deep client relationships through the KAM team
• Lead and leverage early identification of new opportunities
• Develop in depth understanding of the customer strategy and identify how Thales can best support the implementation
• Act as the key interface with the customer and coordinate access to the account to maintain and improve customer satisfaction
• Achieve good quality order intake through customer advocacy
• Preparation of regular reports of progress and forecasts to internal and external stakeholders using key account metrics
• Working and supporting the executive team and GBU’s to ensure a full understanding of the customer requirements
• Keep informed of commercial actions regarding all accounts
• Contribute directly or indirectly to the negotiation process

Work Experience Requirements

• 10+ years’ experience in a senior leadership management role
• 10+ years’ experience in Defense account management
• Proven experience in customer management and engagement
• Track record of leading diverse and senior blended teams of various backgrounds
• Knowledge of UAE business and political challenges and opportunities is a must
• Proven background in the Defense industry is a MUST
• Commercial and Project knowledge skills to manage project delivery issues and develop strategies on new business
• Team player, Leadership skills, innovative thinker
• Excellent communication skills and strong networking a must

Qualification, Certification & Educational Requirements

• >15y Experience in Defense systems or relevant market verticals
• Engineering background is desired
• MBA, BSc/BA in business administration
• Fluent English and French
• Knowledge in Arabic is desirable

Preferred Skills

• Strong communication and interpersonal skills
• Excellent organisational skills, strong ability in problem solving and negotiation
• Ability to drive and define priorities
• Innovative thought leader
• Proactive leadership style
• Should be able to demonstrate a proactive, entrepreneurial, problem solving spirit and accelerate growth

Skills Required

• Communication
• Interpersonal Skills
• Management