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:
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
Key Performance Indicators:
Competences / Skills Required:
Additional competences / qualities required for this role:
Experience:
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.
Company:
Airbus Defence and Space Saudi Limited
Contract Type:
Permanent
Experience Level:
Professional
Job Family:
Sales, Marketing & Commercial Contracts
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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