Customer Engagement Manager

About This Role

Location: DOHA BIP QFZA W4, Qatar

Thales people architect solutions at the heart of the defence-security continuum. Interoperable and secure information and telecommunications systems for defence, security, and civil operators, are based upon innovative use of radiocommunications, networks, and cybersecurity. We are ground breaking new digital technologies such as 4G mobile communications, cryptography, cloud computing and big data for use in physical protection systems, and critical information systems.

We have been present in Qatar for over 35 years and with over 350 employees to date and we are growing rapidly. Thales in Qatar is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Our people are working on two major urban rail projects; the Doha Metro and Lusail Tramway and providing security and communications systems for Hamad International Airport and Doha Port as well as delivering world-class In-Flight entertainment and Connectiivity systems.

Missions & Responsibilities

• Promotes and sells a dedicated portfolio for potential opportunities
• Takes in orders (sales function), through actions ranging from pre-sales in cooperation with the KAMs/CDs and Business Development teams, up to the end stages of sales finalization;
• In charge of summarizing and monitoring sales forecasts;
• Promotes and sells a dedicated portfolio. Manages the overall sale process including, change requests and partners;
• Runs sales teams and ensures that the necessary interaction takes place with the Countries, in particular through Opportunity pipeline Reviews, Sitcom meetings and Business Forums;
• Supports the definition of the sales strategy for a project or, more broadly speaking, the sales approach in relation to a specific customer, working in conjunction with the KAM or CD;
• Ensures customer satisfaction in cooperation with the KAM, through appropriate initiatives, addressing problems and complaints on a case-by-case basis;
• Captures information on aspects such as risks & opportunities, marketing and sales to share in the Unit ( incl. with Bid/project teams), develops awareness of customer environment
• Manages the team including the ability to anticipate forecast ….
• Able to successfully negotiate the terms of an agreement and close sales in line with expectations

DECISIONS OWNED / KEY DELIVERABLES

• Mandate of the gate (=head of sales, decision co-owned)
• OI target proposal
• Gate 1 (When no CL)
• Executive Summary
• Commercial strategy

KEY INTERACTIONS

• Account Team
• Bids and Capture teams
• Sales Operations
• Finance
• Quality & Customer Satisfaction
• Legal
• BL Stakeholders

Skills & Experience Required

• Listening, empathy
• Ability to adapt the offer to customer needs
• Resilience
• Negotiation
• Closing skills

KPIs

• OI
• GMOI & AGM
• Pipeline accuracy
• Pipeline growth on sales perimeter (BD KPI as well)

At 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!