KAM - Public Institutions Morocoo
À propos de l’offre d’emploi
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)
Great journeys start here, apply now!
Lieu de travail
Maroc| Rabat et région, Maroc
Date d'expiration
11 Juin
Niveau de poste
Débutant / Junior| Confirmé / Expérimenté
Secteur d'activité
Industries
Niveau d'étude (diplome)
Licence (LMD), Bac + 3| Master 1, Licence Bac + 4| Master 2, Ingéniorat, Bac + 5
Nombre de postes
01
Type de contrat
CDI| CDD ou Mission
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)
Great journeys start here, apply now!
Lieu de travail
Maroc| Rabat et région, Maroc
Date d'expiration
11 Juin
Niveau de poste
Débutant / Junior| Confirmé / Expérimenté
Secteur d'activité
Industries
Niveau d'étude (diplome)
Licence (LMD), Bac + 3| Master 1, Licence Bac + 4| Master 2, Ingéniorat, Bac + 5
Nombre de postes
01
Type de contrat
CDI| CDD ou Mission