Regional Sales Manager

Location: Riyadh, Saudi Arabia
Thales people architect identity management and data protection solutions at
the heart of digital security. Business and governments rely on us to bring
trust to the billons of digital interactions they have with people. Our
technologies and services help banks exchange funds, people cross borders,
energy become smarter and much more. More than ‎30,000 organizations already
rely on us to verify the identities of people and things, grant access to
digital services, analyze vast quantities of information and encrypt data to
make the connected world more secure.
We have been present in Saudi Arabia for ‎40 years and with over ‎600 employees
to date, we are growing rapidly. Together we are delivering our signalling,
control and train protection systems for the North -South Railway (NSR), the
longest system of it's kind in the world. Together we are key suppliers of In-
flight entertainment and connectivity systems as well as air traffic
management solutions in Saudi. We are making Saudi Arabia a safer place by
securing the country's critical infrastructure and e-security solutions that
secure the country's electronic payment systems. Thales has been selected to
supply major electronic systems for air defence and the Group also supplied
communication and optronic systems for the Army, the Saudi Arabia National
Guards and the Air Force.
MISSIONS & RESPONSIBILITIES

• Promotes and sells a dedicated portfolio for potential opportunities


• Takes in orders (sales function), through actions ranging from pre-sales in cooperation with the KAMs/CDs and Business Development teams, up to the end stages of sales finalization;


• In charge of summarizing and monitoring sales forecasts;


• Promotes and sells a dedicated portfolio. Manages the overall sale process including, change requests and partners;


• Runs sales teams and ensures that the necessary interaction takes place with the Countries, in particular through Opportunity pipeline Reviews, Sitcom meetings and Business Forums;


• Supports the definition of the sales strategy for a project or, more broadly speaking, the sales approach in relation to a specific customer, working in conjunction with the KAM or CD;


• Ensures customer satisfaction in cooperation with the KAM, through appropriate initiatives, addressing problems and complaints on a case-by-case basis;


• Captures information on aspects such as risks & opportunities, marketing and sales to share in the Unit ( incl. with Bid/project teams), develops awareness of customer environment


• Manages the team including the ability to anticipate forecast ….


• Able to successfully negotiate the terms of an agreement and close sales in line with expectations

DECISIONS OWNED / KEY DELIVERABLES
* Mandate of the gate (=head of sales, decision co-owned)
* OI target proposal
* Gate ‎1 (When no CL)
* Executive Summary
* Commercial strategy

KEY INTERACTIONS
* Account Team
* Bids and Capture teams
* Sales Operations

• Finance


• Quality & Customer Satisfaction


• Legal


• BL Stakeholders

SKILLS & EXPERIENCE REQUIRED
* Listening, empathy
* Ability to adapt the offer to customer needs
* Resilience
* Negotiation
* Closing skills

KPIs
* OI
* GMOI & AGM
* Pipeline accuracy
* Pipeline growth on sales perimeter (BD KPI as well)
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!