Senior Key Account Manager Saudi

Airbus S.A.S; Saudi Arabia; On-site; SAR 200,000 - 300,000; Full time

Job summary

A leading aerospace and defense company in Saudi Arabia is seeking a Senior Key Account Manager in Riyadh. The role involves delivering order contributions, developing sales strategies, and maintaining customer relationships. Ideal candidates will have over 10 years of experience in Wireless Communications, strong negotiation skills, and the ability to manage complex campaigns. Saudi nationals are preferred, and a Master’s degree is required. Join a company committed to diversity and innovative, flexible working.

Qualifications

• 10+ years of experience in Wireless Communications sales targeting governmental organizations.
• Ability to manage complex sales campaigns effectively.
• Strong interpersonal skills with the capability to build customer relationships.

Responsibilities

• Deliver order intake contribution according to the operative planning.
• Lead sales and pre-sales efforts on key campaigns.
• Maintain customer satisfaction and address their needs.

Skills

Communication skills

Negotiation skills

Strategic thinking

Problem-solving skills

Education

Master in Management or related degree

Job description

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 culturally 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.
• Gather and analyze information skillfully.
• Develops alternative solutions.
• Resolve 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, prioritise 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

Experience Level: Professional

Job Family: Sales, Marketing & Commercial Contracts

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Airbus is committed to achieving workforce diversity and creating an inclusive working environment. We welcome all applications irrespective of social and cultural background, age, gender, disability, sexual orientation or religious belief.

Airbus is, and always has been, committed to equal opportunities for all. As such, we will never ask for any type of monetary exchange in the frame of a recruitment process. Any impersonation of Airbus to do so should be reported to [e-mail].

At Airbus, we support you to work, connect and collaborate more easily and flexibly. Wherever possible, we foster flexible working arrangements to stimulate innovative thinking.