Account Manager – Defense Qatar

Location: DOHA BIP QFZA W4, Qatar

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.

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.

JOB OBJECTIVE:

• The role of the Account Manager is to understand the customer’s business and to articulate how Thales, as a Group, can help the customer to perform better.
• With this understanding, the Account Manager delivers profitable order intake based on the account plan. The role helps Thales to increase its long-term wallet share with the customer.

ROLES & RESPONSIBILITIES:

1)Define, in coordination with the Head of Defense Accounts, the account strategy in line with the Strategic Account Plan:

• Understand the structure of the market for the customer account
• Build and maintain enduring customer relationships and satisfaction
• Understand key drivers and vectors of change impacting organisations operating on the account
• Influence the market, customers and internal business lines to position Thales to win
• Understand the business initiatives of the customer(s)
• Identify the customer’s view of value
• Lead 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)
• Ensure Thales technical and commercial offerings align with customers’ business and operational needs
• Develop and implement business development strategies to achieve sales and growth targets.

​2) Collaborate closely with Business Lines (BLs) and Global Business Units (GBUs) to leverage resources and expertise in addressing account-specific requirements.

3) Orchestrate and network with all internal and external stakeholders by:

• Sharing general interest information on the customer (i.e. Customer strategy and structure, customer needs, budgets) and represent the Customer internally
• Orchestrating, aligning and managing the account team (on subjects such as tendering, project execution, technology portfolio, customer satisfaction…) and supporting the sales teams in all actions required to close Order Intake
• Resolving channel conflict within the company.
• In coordination with Head of Defense Account, contribute to deployment and feeding of the Strategic Account Plan in cooperation with Middle East Region’s Marketing department and Business Lines involved

4) Act as “One face to the customer” on behalf of Thales by:

• Maximize customer satisfaction
• Set actions together with the customer to develop trust and loyalty between both organizations
• Align actions with the customer and the internal stakeholders
• Develop Group Order Intake in the short and medium term by managing Customer intimacy

WORK EXPERIENCE REQUIREMENTS:

• Commercial and Project knowledge skills to manage project delivery issues and develop strategies on new business 
• Work to targets / clear objectives and with demonstrable track record
• Excellent ability to adapt and to work with complex organizations
• 5 years of proven experience in Account Management and Business Development in complex environment, preferably in the Defense, Security & Aerospace & sectors.
• Strong interest in Middle East geopolitics and strong interest in business landscape in the region
• Experience working with Business Lines (BLs) and Global Business Units (GBUs) is an advantage.

QUALIFICATION, CERTIFICATION & EDUCATIONAL REQUIREMENTS:

• Master's degree, BSc/BA in business administration.
• Fluent in English.
• Standard IT skills, (word, excel, power point), experience with sales pipeline tools, ability to operate customer portals.

PREFERRED SKILLS:

• Team player, proactive Leadership skills, innovative thinker.
• Strong communication and interpersonal skills.
• Strong ability in problem solving, negotiation, and excellent organizational skills.
• Ability to drive and define priorities.
• Innovative thought leader.
• Adaptability to work in multicultural environment and customer.
• Should be able to demonstrate a proactive, entrepreneurial, problem-solving spirit and accelerate growth.

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!