Senior Key Account Manager

Job Description:

Airbus Defense and Space Saudi Arabia is looking for a Senior KAM to join our team. We create innovative, effective space and defense solutions and services for our customers, driving our industry forward. We focus on the people we work with and for.

SUMMARY

Under limited supervision, the Senior Key Account Manager is responsible to:

• Deliver the order intake contribution according to the operative planning (OP) of the Region.

• Lead sales and pre sales efforts on selected key campaigns in the Kingdom.

• Review and align sales strategy with Head of Sales.

• Maintain a qualified sales funnel and accurately forecast order in-take and revenues, including filtering information to predict success.

• Maintain a competitive edge, obtain competitor information and share this promptly within Airbus Public Safety and Security (PSS) marketing and product portfolio strategic group.

• Maintain customers’ satisfaction.

• Assist finance in obtaining full and timely payment from customers if necessary.

• Act according to PSS ethic and compliance policy.

This position interfaces with all the PSS departments supporting the Sales effort, establishes peer-to-peer relationships aimed to coordinate the needed activities, creates and leads virtual sales team with the goal to grow PSS reputation and position in the target market and to identify strategies to improve winning rate.

ESSENTIAL DUTIES, RESPONSIBILITIES AND CORE COMPETENCIES

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

• Synthesize 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

• Prioritizes 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 analyzes information skillfully

• 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 Wireless Communications sales in the Kingdom governmental organizations 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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