Account Manager Civil Southern Cone

hace 2 semanas

Santiago de Chile Thales A tiempo completo

In fast changing markets, customers worldwide rely on Thales. Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other. In aerospace, transportation, defence, security and space, our architects design innovative solutions that make our tomorrow's possible.

The role of the Account Manager is to understand the customer’s business and to articulate how Thales, as a Group, can help the customer to perform better. With this understanding, the Account Manager delivers profitable order intake based on the account plan. The role helps Thales to increase its long-term wallet share with the customer.

This position is dedicated to the development of civil markets, mainly for Aerospace (in particular with DGAC in Chile,) and for Security business (Urban Sec, Airports, Cybersecurity and B2B markets not yet explored by Thales (such as mining and others)).

The Account Manager Civil will be also responsible for the development of the account of Santiago Airport (Vinci/ADP concession) in order to promote all Thales portfolio to this customer.

Finally, the Account Manager Civil will have to monitor closely the performance of our projects in the civilian markets, especially Calama project with DGAC.

This role requires both technical and sales skills to be able to understand customer needs/requirements in order to assist in the qualification of sales opportunities.

MISSIONS & RESPONSIBILITIES

Build the Account Plan in order to define the account strategy and align the plan with the customer and the internal stakeholders by:

- Understanding the customer's stakes, expectations and vision and how Thales offers can support the customer's business
- Monitoring the performance of Thales’ competitors with the customer
- Identifying and Defining Strategic Initiatives, in collaboration with the customer, to generate growth beyond business as usual and contributing to build and strengthen a customer relationship based on partnership
- Working closely with the Account Marketing for support on actions plans (growth opportunities, engagement plan, must-wins, market segment content)

Orchestrate and network with all internal and external stakeholders by:

- Sharing general interest information on the customer (i.e. Customer strategy and structure, customer needs, budgets) and represent the Customer internally
- Sharing the Account Plan and facilitating the execution of the related action plan with countries and GBUs involved. The Account Manager takes part in the enhancement and update of Group CRM data
- Informing the account team and account steering committee of customer satisfaction issues and supporting the development of customer satisfaction measuring in the account

Act as “One face to the customer” on behalf of Thales by:

- Maximizing customer satisfaction
- Setting actions together with the customer to develop trust and loyalty between both organizations
- Developing Group Order Intake in the short and medium term by managing Customer intimacy
- Driving and secururing strategic Initiatives as defined in the Account Plan

DECISIONS OWNED / KEY DELIVERABLES
- Engage all actions required to execute the Account plan
- Define Customer governance, as part of the Account Plan (“who meets who and when”)
- Deliver an aligned and reviewed Account Plan (at least twice a year)
- Perform the Opportunity presentations (“Gate 0: Early Opportunity Review”)
- Deliver Order Intake forecast

KEY INTERACTIONS
- The Account Team: BL Sales Manager, Project Teams, Capture teams, Service teams, Account Marketing Manager
- Local Head of Account management
- Heads of GBUs, GBU VP Sales, BL Sales director
- Account Executive Sponsor
- Segment Marketing
- Digital
- Communications
- Any other member of the Thales organization and leadership as required (Finance, Legal, Quality, Program, Bid )

SKILLS & EXPERIENCE REQUIRED
- Extensive exposure to the customer industry
- Capable of driving results across virtual teams and able to represent Thales Group as a whole
- Entrepreneur mindset with a true sense of initiative, curiosity and autonomy
- Acts naturally as a team builder and is a good communicator
- Ability to convince, persuade and negotiate, both internally & externally

KPIs
- Group OI and GMOI for the Fiscal Year with yearly OI growth 3% for Key Accounts and 5% for Strategic Accounts (will account for 40% of variable income)
- 3 year average Group OI and GMOI (will account for 20% of variable income)
- Customer satisfaction rating percentage increase (will account for 40% of variable income)

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