Senior Key Account Manager Saudi

Role Overview

Senior Key Account Manager for Airbus Defence and Space Saudi Arabia, located in Riyadh, Kingdom of Saudi Arabia.

Company Overview

Airbus Defence and Space creates innovative, effective space and defense solutions and services for customers. The organization operates through the Public Safety and Security (PSS) division and is committed to workforce diversity and inclusive working environment.

Role Purpose

Under limited supervision, the Senior Key Account Manager is responsible for delivering order intake contribution according to the operative planning of the Region, leading sales and pre-sales efforts on selected key campaigns in the Kingdom, and maintaining customer satisfaction while driving business growth and PSS market penetration.

Key Responsibilities

Sales Leadership & Campaign Management

• Lead sales and pre-sales efforts on selected key campaigns in the Kingdom.
• Define sales strategy and capture plan for major campaigns.
• Coordinate commercial actions and submission of offers prepared by the bid team.
• Deliver the best commercial proposal according to internal PSS rules.
• Negotiate with customers and close deals.
• Assist in organizing and effectively managing customer meetings.

Business Development & Market Expansion

• 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.
• Develop strategies to achieve organizational goals and adapt strategy to changing conditions.
• Identify external threats and opportunities in the market.
• Develop innovative approaches and ideas to improve winning rate.

Sales Planning & Forecasting

• Deliver order intake contribution according to the operative planning of the Region.
• Maintain a qualified sales funnel and accurately forecast order intake and revenues.
• Elaborate with the Head of Sales Business Plan and Sales Forecasts.
• Filter information to predict success.
• Review and align sales strategy with Head of Sales.

Customer & Market Intelligence

• Obtain deep knowledge of customer environment and detect needs regarding PSS products, services and solutions.
• Respond to customers' needs with Airbus PSS solutions.
• Match products and solutions to customer needs.
• Maintain customers' satisfaction.
• Obtain competitor information and share this promptly within PSS marketing and product portfolio strategic group.
• Maintain a competitive edge.
• Demonstrate knowledge of market and competition.

Relationship & Team Management

• Establish peer-to-peer relationships across all PSS departments supporting the Sales effort.
• Create and lead virtual sales teams with the goal to grow PSS reputation and position in the target market.
• Build customer relationships.
• Display ability to influence key decision-makers.
• Inspire respect and trust with colleagues and customers.
• Motivate others to perform well.

Compliance & Financial Support

• Act according to PSS ethics and compliance policy.
• Assist finance in obtaining full and timely payment from customers if necessary.
• Demonstrate awareness of potential compliance risks and commitment to act with integrity.
• Align work with strategic goals.

Qualifications & Experience

• Master's degree in Management, Telecom, or related field.
• 10+ years of experience in Wireless Communications sales in the Kingdom governmental organizations in the field of communications and information systems.
• Experience of large campaigns management with ability to manage complex sales campaigns.
• Saudi nationals are preferred.

Skills & Competencies

• Strong verbal, written, and interpersonal communication skills.
• English and Arabic negotiation capability.
• Ability to synthesize complex and diverse information.
• Ability to challenge quotes and use intuition to complement data.
• Consultative approach to selling and problem solving.
• Cultural awareness.
• Ability to take ownership of tasks and work on own initiative and under pressure.
• Ability to build customer relationships.
• Ability to multi-task, prioritize tasks, and make critical decisions.
• Ability to handle uncertainty and stress.
• Knowledge of PSS products, solutions, features and benefits.
• Ability to explain product and solutions features and benefits.
• Original thinking and creativity.
• Resourcefulness in meeting challenges.
• Confidence in self and others.
• Ability to react well under pressure.
• Courage to take action.
• Prioritize and plan work activities.
• Use time efficiently.
• Set goals and objectives.
• Tailor presentations to audience needs.
• Engage and focus attention in presentations.
• Present information logically and persuasively.
• Handle difficult questions and situations.
• Identify problems in a timely manner.
• Gather and analyze information skillfully.
• Develop alternative solutions.
• Resolve problems in early stages.
• Work well in group problem solving situations.
• Understand business implications of decisions.
• Display focus on profitability.
• Pursue and win support for ideas.
• Achieve win-win outcomes.
• Use authority appropriately to accomplish goals.
• Address divergent opinions.
• Generate suggestions for improving work.
• Plan for additional resources.
• Integrate changes smoothly.
• Inspire audience to action.
• Understand organization's strengths and weaknesses.
• Analyze market and competition.

Additional Information

• Employment Type: Fixed term.
• Experience Level: Professional.
• Job Family: Sales, Marketing & Commercial Contracts.
• Flexible working arrangements are fostered wherever possible to stimulate innovative thinking.
• Airbus is committed to equal opportunities and will never ask for monetary exchange in the recruitment process.