About the Role
Based in Abu Dhabi, the Key Account Manager (KAM) will integrate into the EBM team and report to the Head Of Sales Middle – East. This position is intended for an experienced Sales Manager/Key Account Manager responsible for managing governmental accounts and major campaigns in the region, including the UAE. The successful candidate will possess a robust background in governmental and military business within the Middle East and/or Africa, along with a solid understanding of aeronautical knowledge.
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Owning the account involves leadership across all activities, from business development to sales support. The Key Account Manager will:
- Manage all bids and campaigns internally and towards customers.
- Negotiate contracts and any changes or amendments with customers.
- Develop and enhance the company's market share while identifying prospects and opportunities aligned with the regional strategy.
Key Responsibilities
For assigned accounts, the Key Account Manager will be responsible for commercial interests, customer relations, and campaigns. Primary responsibilities include:
- Maintaining knowledge of competitors’ products and sales activities.
- Overseeing the preparation of competitive offers for customers by coordinating with other departments based on a robust capture plan and clear sales strategy, which includes defining competitive pricing and drivers for customer satisfaction.
- Managing all bids and campaigns directed towards customers.
- Identifying local offsets or industrial participation demands and needs or enablers.
- Leading contract negotiations in line with the established mandate.
- Applying commercial, pricing, and distribution policies and processes.
- Developing and submitting accurate forecasts for assigned accounts to the Head of Sales as applicable, along with ensuring data accuracy in CRM tools.
- Following up on customer activities and ensuring satisfaction through close customer relationships.
- Leading customer interactions regarding all support and services activities in collaboration with the Customer Service Manager (CSM).
- Managing overdue accounts with customers and ensuring timely payments.
- Managing all ethics and compliance activities and applying associated processes (HRDD/SCP/KYC/G&H) regarding these accounts.
- Ensuring proper adherence to the Export Control process.
- Continually updating knowledge of competitors’ products and sales activities.
Required Education Background, Skills, and Experience
- Over 5 years of experience in governmental/military marketing and sales, including in the Middle East.
- Expatriation experience in the Middle East or Africa.
- Willingness and ability to travel (approximately 50% of the time) to high-risk countries.
- Strong aeronautical knowledge.
- Degree in Business or Engineering.
- Fluent in English; knowledge of French and/or Arabic is considered a plus.
- Strong relationship-building, networking, negotiating, interpersonal, and communication skills.
- High degree of initiative, credibility, independence, integrity, confidentiality, and trust.
- Autonomy and planning capabilities with a proactive mindset and creative ideas.
- Team spirit.
This role necessitates awareness of potential compliance risks and a commitment to integrity, which serves as the foundation for the company's success, reputation, and sustainable growth.
Employment Type
Permanent
Experience Level
Professional
Job Family
Sales, Marketing & Commercial Contracts
The company is committed to achieving workforce diversity and creating an inclusive working environment, welcoming all applications irrespective of social and cultural backgrounds, age, gender, disability, sexual orientation, or religious beliefs. We support flexible working arrangements to stimulate innovative thinking.
