Customer Account Manager

Date Posted:
‎2023-‎08-‎05
Country:
Saudi Arabia
Location:
SAU01115: RTN SA Riyadh Front HQ, ‎9054 King Khaled International Airport
Street, S1, King Khaled International Airport District, Riyadh, ‎01,
‎13413-‎3677, Saudi Arabia
Position Role Type:
Unspecified
About Us:
At Raytheon Missiles & Defense, by combining our vast resources and
investments, we are able to dedicate ourselves to solving mission-level vs.
product-level customer challenges - together we can anticipate more, move
faster and make a bigger impact on the big picture.
Job Summary:
This role is responsible for growing Raytheon 's business in the Kingdom of
Saudi Arabia (KSA) as well as pipeline development, external customer
engagement and serving as the voice of the customer to internal Raytheon
stakeholders. This position is located in the Kingdom of Saudi Arabia and will
be a member of the country team reporting to the Raytheon Saudi Arabia
Director of Requirements & Capabilities.
Additionally, this role will assist the Country R&C Director by ensuring
compliance with all internal operational policies, procedures, and practices
within the RTN SA R&C Organization. This position will coordinate the planning
and management of customer correspondence, capture/proposal gate reviews,
leadership visits, trade shows, external consultants and internal team
reviews. This individual will also develop associated financial tools and
track relevant metrics, to include ‎5-Year Plan assessments, New Business
Investment (NBI) requirements and Enterprise Raytheon Pipeline Manager (ERPM)
opportunities. This individual will be accountable for the day-to-day cadence
of tasks, processes and implementation of enabling infrastructure necessary to
operate the RTN SA R&C function effectively and efficiently.
The role is the "right hand person" of the Country R&C Director to ensure all
activities of the R&C team are run well so the rest of the team can focus on
deepening customer intimacy, developing and executing winning capture
strategies and proposals, and developing a robust pipeline.
Responsibilities to Anticipate:
* Partner with requirements & capabilities, product line and functional leaders across the enterprise to evaluate customer insights and market dynamics to support the development and implementation of an enterprise-wide strategy for the Royal Saudi Armed forces.
* Regularly update Raytheon stakeholders with customer needs assessments, market data, opportunity identification and development status and key pursuits and milestones.
* Understand and communicate the budgeting and requirements process for the KSA customer, including but not limited to the process steps that the customer uses.
* Develop input to country strategies, driving the development and communication of those strategies back to RTN strategic business units.
* Strategy should be linked to operational analysis and show how the customer will employ capabilities against existing and future threats.
* Articulate through customer intimacy, the priorities of the customer and their concept of operations to help align internal priorities of RTN to meet the requirements of the customer.
* Based on customer priorities and gaps, develop and shape new business opportunities to aid the customer in filing the gaps in line with their priorities.
* Institute an internal network to enable reach back for product and service knowledge and support.
* Develop and maintain customer contact and engagement plans to establish a one Raytheon approach to managing the customer relationship.
* Lead the conduct of RTN SA R&C staff calls and opportunity reviews.
* Organize logistics and management of outside business development consultants.
* Manage ERPM opportunities in coordination with business area capture leads and R&C ops.
* Track customer engagements and coordinate on internal visitors for KSA.
* Lead the development of visitor guide (agendas, background material) for senior leadership visits.
* Facilitate implementation of initiatives across the function focused on continuous improvement and efficiency achievement.
* Track Integrated Product Development System (IPDS) milestones for KSA opportunities and apply IPDS best practice processes.
* Provide support to the development of the overall RTX strategy for KSA.
* Leverage Requirements & Capabilities metrics for continuous improvement initiatives.
Qualifications You Must Have:
* Bachelor 's Degree in Business, International Affairs, Engineering or other relevant discipline.
* Ability to work effectively and efficiently in a fast-paced dynamic environment with time criticality.
* High level of computer literacy in Microsoft Office applications.
* Excellent communication skills - both written and verbal with all levels of management
* Strong collaboration skills enabling business results working internally and externally
* ‎12+ years of experience with progressive leadership positions in Business Development or Defense Sales.
* Demonstrated success in relationship building in the Kingdom of Saudi Arabia.
* Ability to leverage customer knowledge to identify potential growth opportunities in KSA.
* Understanding of the global competitive defense market, including customers and industry players, within KSA.
* Experience tracking financial metrics and plans.
* Experience with the IPDS, ERPM, and NBI processes (or similar)
* History of providing clear direction and leading teams to success.
Qualifications We Value:
* Prior military or defense market experience.
* Knowledge of Raytheon Technologies (RTX) products and services.
* Prior involvement with KSA MoD programs, captures, and product lines.
* Demonstrated ability to communicate directly and effectively with key decision makers.
* Experience with RTX (or equivalent) financial planning and analyses (FP &A) processes and procedures.
* Understanding of customer culture, political and military environment and cultural customs and norms of the region.
* Understanding of the procurement, fiscal and regulatory environment within the country.

Additional Details:
This position requires either a U.S. Person or a Non-U.S. Person who is
eligible to obtain any required Export Authorization.
RTX is An Equal Opportunity/Affirmative Action Employer.
All qualified applicants will receive consideration for employment without
regard to race, color, religion, sex, sexual orientation, gender identity,
national origin, disability or veteran status, age or any other federally
protected class.
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