Account Manager - Public Institutions Morocoo
Thales Holding Maroc
Rabat
il y a 2j

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.

PURPOSE

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.

MISSIONS & RESPONSIBILITIES

Build the Account Plan of key Public Institutions in Morocco 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 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
  • Orchestrating, aligning and managing the account team (on subjects such as tendering, project execution, technology portfolio, customer satisfaction ) and supporting the sales teams in all actions required to close Order Intake
  • 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 securing 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
  • Country Director
  • 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

  • Proven CxO Level relationship within Key Public Institutions of the Country
  • Moroccan Nationals (dual citizenships accepted)
  • Fluent in French, Arabic and English
  • 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)
  • At Thales we provide CAREERS and not only jobs. With Thales employing 80, 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.

    Signaler cette offre d'emploi
    checkmark

    Thank you for reporting this job!

    Your feedback will help us improve the quality of our services.

    Postuler
    Mon email
    En cliquant sur « Continuer », je consens au traitement de mes données et à recevoir des alertes email, tel que détaillé dans la Politique de confidentialité de neuvoo. Je peux retirer mon consentement ou me désinscrire à tout moment.
    Continuer
    Formulaire de candidature