Campaign Manager Middle East Sales
Skills
About This Role
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
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