Key Account Manager, Transportation
19 hours ago
Strategy: - Formulate 5-year Country Strategic Plan with clear understanding of the impact of economic and industrial trends, including customer needs and competitor’s offerings in order to secure Thales’ position and growth. - Develop and update at regular intervals the Key Account Plan with short, medium and long term objectives to exceed sales, growth and profitability targets and to position Thales as the dominant solution and service provider. - Contribute to the order intake and profitable growth targets as defined in the Account Plan. - Devise complex account management strategies with an emphasis on bridging major opportunities. Marketing: - Understands/analyses the customer’s mission, operational environment and priorities. Broadens the customers’ understanding of Thales GTS solutions in connection with their missions, and provides customer/market information feedback to the relevant GBUs. Generates a Marketing Plan aligned with the Country Strategic Plan (CSP) and coordinate corresponding actions - Defines the best solution (product/system/service offering) to address customers’ needs and requirements and drives the marketing effort to promote these Thales solutions. In addition, the KAM shall build a strong Thales Brand with the Transportation Account stakeholders. - Support or co-lead relevant Marketing activities, e.g. relevant trade shows or customer events Stakeholder Management: - Actively engages the Transportation Account Stakeholders to understand the acquisition plans and prepare the BLs for the submission of bids and proposals to place Thales GTS in a strong position to win. - Identifies key stakeholders in the Transportation Accounts; develops and maintains a close relationship with these Stakeholders. - Actively engages the Business Lines (BLs) Key Stakeholders and update them on the market development - Engages industry partners for collaboration to strengthen the sales propositions. - Act as the key customer interface, developing and maintaining strategic relationships with existing and potential new customers, anticipating and providing solutions and services to current and emergent business needs. - Creates the "context" within which the account will operate - the account vision and culture that best supports the client needs. - Works with senior client stakeholders to ensure Thales is supporting their agenda and represents client perspectives to Thales senior executives of involved businesses. - Works to develop and maintain "trusted advisor" relationship with the clients. - Bring “the best of Thales” to the accounts. - Manages the flow of information and requests from Thales to the clients, e.g. references, marketing events, case studies. Sales: - Develops the sales pipeline / funnel for the Transportation Accounts. Maintains regular engagement of the account stakeholders to align the sales pipeline priority and focus to deliver a high success rate of closure. - Establishes and monitors order intake forecasts in the Salesforce tool, in support of the Sales Ops Team to ensure sales data are updated and consistent with the Business Lines. - Active participation in opportunity, bid and proposal preparations. Supports the contract negotiation with customers to ensure successful closure. Continual support of successful bids in customer engagement and expectation management. - Contributes to Project Capture.
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