Regional Sales Director - Security Systems - Middle-East & Saudi Arabia

Job Description

Location: Riyadh, Saudi ArabiaIn 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 tomorrows possible.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:BUILD STRATEGY & IMPLEMENT ROADMAP-Build and share vision: context, stakes, challenges, market evolution(including services and digital business),objectives, projects in progress, prospects, ?-Prepare & schedule roadmaps :Market share, allocated resources (strategic workforce planning, budget, anticipating risk analysis, alternative scenario, tools)-Provide focus and priorities, set up objectives-Organize the periodic team meeting addressing actual & forecast OI, revenue, opportunitiesCUSTOMER-ORIENTED BUSINESS-Develop and foster cooperation with other Global Business Units/ Business Lines/Countries/Strategic Account Manager/Key Account Manager to facilitate win-win approach and develop THALES business-Contribute to building and executing the account plans (Strategic & Key)-Work closely with Value & Bid and Capture functions to address to an opportunity, in order to deliver high level value propositions and winning bids-Act as THALES group representative of accounts (Business Development, Customer satisfaction, Voice of customer?)-Establish and develop high level trust-based relationships with his/her key customers to improve the capture rate-Anticipate complex negotiation closing including partnerships-Coordinate and influence with other functions in the group such as legal, finance, Bids, to deliver winning bids.-Act as a voice of the customerSALES PEOPLE ENGAGEMENT-Manage performance - including poor performance - with established guiding sales organizational principles across sales channels, markets and countries-Coordinate team efficiency and involvement of sales teams to ensure quality deliveries-Provide managerial leadership to ensure initiatives and foster relevant practices (Value proposition, Black Hat, Price to Win?)-Engage and develop people through regular feedback, coaching attitude?-Encourage digital, disruptive or innovative offers-Act as a role model for coaching teams, helping team members find their way-Promote diversity and create an inclusive environment-Select, recruit sales team members, propose allocation of resourcesMANAGE RISK TAKING & FOSTER ENTREPRENEURSHIP-Mitigate the risks using appropriate lessons learnt from successes and failures-Encourage digital, disruptive or innovative offersDECISIONS OWNED / KEY DELIVERABLESDECISIONS OWNED-Sales organization : selection and development of Sales profiles & objectives of each sales team member-Allocation of resources on Gate 0, 1, 2-Winning price-Bid/no Bid at Business Line level-Ensure that the deal is closed except B2/C or strategic dealsDELIVERABLES PRODUCED-Business roadmap: Mid Year Budget/Strategic Business Plan/SITCOM.-Contribute to Strategic Business Plan ambition and implementation-Develop and implement the Mid Year Budget-5 years SITCOMKEY INTERACTIONS-Sales Team-Sales Operations-Value & Bid-Account Teams-BL Managers-Finance-Quality & Customer Satisfaction-LegalSKILLS & EXPERIENCE REQUIRED-High quality decisions in customer industry-Expert in analytics and sales automation tools (sales analytics, sales tracking, reporting, performance?) and problem-solving skills-Manages risk taking & fosters entrepreneurship-Leadership/ Ability to reassess strategy (strategic thinking)-Promotes diversity and creates an inclusive environment-Strong communication skills, partner relationship skills, and team leadership skillsKPIs-OI/GMOI/ Revenue/Cash in his/her perimeter by portfolio/region/Countries-OI in current year GMOI-OI in 5 years period * GMOI/ Profitable long term sales-Sales execution plan : accepted or not-Change = time spend by Sales teams with customer-Grow pipeline market share-Number of new customers per year/ Number of customers visitsAt 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!

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