Campaign Manager Middle East Sales

Job Description

• Over the last 20 years Airbus Defence and Space - Secure Connectivity has become one of the global leaders in secure communications solutions, operations and services ensuring time-and-mission critical communication services.
• Airbus Defence and Space is seeking a dynamic and experienced professional with a proven track record in sales and business development within the Military Space, Systems and Services sector.
• We are looking for a highly motivated sales manager to join our team based in Riyadh with regular travel within the Middle East region.
• The international team is composed of eight Sales Managers across a number of regional and institutional markets extending our global reach beyond traditional European markets.
• The Secure Connectivity Sales team focuses on four main business pillars servicing the global government market:
• Space Segment focused MilSatCom and ISR and Space Control missions
• MilSatCom Ground Segment systems and infrastructure
• User Segment products including Terminals, Modems, Management Systems and Support
• Satcom Services as a Metaoperator; integrating commercial SatCom services agnostic of provider with augmented resilience and security features, enabling delivery of dependable military grade services and providing a foundation requirement to deliver the above serials
• In an increasingly congested and contested space environment, your mission will be to support the resilient communications needs of existing and emerging SatCom users in the Middle East.
• A key challenge will be to understand the dynamic threat environment and local politics in region, identify emerging requirements and the optimal route to market using political and industrial levers as the Middle East comprises existing and nascent SatCom domain operators.

Key Responsibilities

• Sales Management covering Middle eastern customers in the Secure Connectivity sector:
• To develop and maintain trustful relationships with customers in conjunction with regional Key Account managers towards Middle Eastern customers at a senior level
• To develop and maintain trustful relationships with the Middle east KAMs and Head of Institutions
• Develop and maintain a deep understanding of the local procurement process in target nations
• Develop a relationship with the Defence and Trade representatives of our domestic governments to enable political support
• Develop and manage the Secure Connectivity Middle east sales pipeline and provide input to annual operating plan
• Develop and maintain a relationship with sales representatives in Airbus programme line such as Space Systems, Defence Digital and PSS
• To be the main point of contact on customer responses including but not limited to White papers, RFIs, RFP’s, tenders and formal customer proposals
• Develop a win strategy for each campaign (products & services) to meet the requirement of the customer
• Achieve budgeted target for new business meeting order intake, sales and gross margin expectations
• Establish an overall strategic vision based upon a consistent system led approach that exploits the key elements of the Space digital portfolio and the synergistic portfolios of Connected Intelligence Programme Lines, enabling the combination of analytical thinking with overall vision, as well as the definition of priorities on specific responses
• Ensure the voice of the customer and the voice of the market is fed back to the organisation. Working with Strategy and Portfolio management to identify customer needs for input to R&D to execute new strategic areas for revenue and EBIT growth
• Work closely and collaboratively across engineering and programme lines to deliver competitive and coherent proposals
• Provide a sales led Interface with all relevant stakeholders, internal and external, on technical, commercial, delivery and contractual requirements to ensure compliant solutions
• Prepare high quality vetting packages together with the Bid Manager
• Ensure quality of all written output for customer responses ensuring that the Airbus proposal meets the technical, financial and commercial needs of each specific case
• Provide leadership and the voice of the customer to the campaign team on active campaigns
• Report to Head of International Sales on a weekly basis regarding status of all on-going proposals and opportunities.
• Regular update of digital tool-sets to manage sales pipeline and contribution to targets
• Represent Airbus Defence and Space at regional conferences and trade events to develop relationships with customers and key partners
• Represent Airbus Defence and Space in interactions with Export organisations in domestic governments when utilising a Government to Government approach

Key Performance Indicators

• Lead generation
• BU Order intake and growth according to agreed targets
• Sales OI and gross margin
• Consistency of proposal deliverables against defined and agreed requirements
• Rate of RFP wins
• Customer satisfaction

Competences / Skills Required

• Ability to build and maintain strategic relationships with key partners and customers
• Ability to present a compelling narrative towards an audience
• A strong grasp of telecommunications and/or satellite technology and market trends
• Proven ability to manage sales pipelines, plan and conduct contract negotiations and present in a compelling manner
• Ability to effectively present and articulate the pipeline and customer growth strategy at Board level
• Ability to use formal and informal networks to test and gain support and advocacy for proposals
• Ability to close sales through effective customer negotiations
• Additional competences / qualities required for this role:
• Resilience:
• + Self starter with a hunter mentality with the ability to identify requirements ahead of declared customer intent
• + Ability to identify priority tasks, forecast obstacles and pro actively implement mitigation strategies
• + A positive attitude with the perseverance to succeed in a challenging and competitive environment
• Collaboration:
• + Ability to work in a team and demonstrate good interpersonal skills
• + Ability to maintain constant communication on active campaigns
• + Act with transparency and promote an open dialogue with all stakeholders
• + Ability to gain buy-in to follow ideas and strategic intent
• Flexibility
• + Creative “thinking outside the box” approach to tasks
• + Willingness to adapt working hours according to working load in agreement with line manager
• + Readiness to travel in relation with work activities

Experience

• At least 5 years of previous professional experience in sales / proposal management is preferable
• At least 5 years of previous professional experience managing resources and workload is preferable
• Previous professional experience working in a Military and or Government in Middle East environment is preferable
• Previous professional experience in satellite communications is desirable
• Relevant degree, in the field of telecommunications, satellite or business management is desirable
• Able to hold national and NATO Secret security clearance
• 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.

Permanent

• **Experience Level:**

Sales, Marketing & Commercial Contracts \