Customer Engagement Manager

3 days ago

Doha, Baladīyat ad Dawḩah, Qatar Thales Full time

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)

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