Key Account Manager (Kam) - Defence & Security Integrators And Platformists

Location: Firenze, ItalyIn 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.Sesto Fiorentino is the Headquarter of Thales Italia.
It hosts two Domains: Ground Transportation Systems (GTS) and Security (SIX).
The activity of GTS domain: Security systems, telecommunications, supervision, control & management information and signalling solutions for trains, trams and metros Regarding railway solutions, Thales is the homologated supplier of Rete Ferroviaria Italiana for Axel Counters, Tunnel Security, Energy Saving, SCADA systems and Asset Management.
Italy is Thales Group's competence centre for tramway signalling solutions.
The activity of SIX domain: mission critical solutions and applications for assets and citizens security (supervision, control and information management systems) as well as cybersecurity.
Thales offers solutions to protect the information systems and critical data of its civilian and military customers and helps its customers to detect and prevent cyberattacks by devising secure architectures from the design stage, overseeing these architectures and ensures that they are kept in secure working order.
Italy is Thales Group's competence centre for Airport security and operations management solutions.JOB OBJECTIVE The owner of the role is responsible for shaping and growing profitable opportunities for Thales business in the given accounts and turning those opportunities into leads/contracts.In particular she/he will be focused on:Understanding end customers' (Ministry of Defence and Interior, Public Administrations, Large Enterprises) market evolutions and relevant needs and requirementsUnderstanding assigned Accounts strategy, business evolution and needs and defining Thales strategies for capturing relevant business opportunities as per assigned targets as well as partnering opportunitiesPromoting Thales' Defence & Security products, systems and solutions within the accountsMaintaining an excellent customer relationship at all levels in the accounts organization and facilitating the cooperation between relevant Thales entities and the specific accounts organizationsFostering long-term trusted partnerships role with the accountsMISSIONS & RESPONSIBILITIESThe KAM is responsible for developing profitable business opportunities and transforming innovation into leads/contracts for the given accounts.
He/she interacts with the Sales Teams and GBU/BL relevant functionsIn particular, she/he needs to:Identify business opportunities and Thales value proposition in line with Accounts needs and requirementsPromote Thales portfolio for potential opportunitiesContribute to orders development, through actions ranging from pre-sales in cooperation with the KAMs and GBUs/BLs teams, up to the end stages of sales finalization;Summarize and monitor accounts forecasts;Definition of the account development strategy in relation to identified opportunities, working in conjunction with the Country, KAMs and GBUs/BLs;Ensure customer satisfaction, through appropriate initiatives, addressing problems and complaints on a case-by-case basis;Capture information on aspects such as risks & opportunities, marketing and sales to share within the Unit and GBUs/BLs (incl.
with Bid/project teams), developing awareness of customer environmentManage the Account team including the ability to anticipate forecastSKILLS, EXPERIENCE AND QUALIFICATIONSSkillsHave a thorough understanding of the Defence & Security market in Italy, including but not limited to, a clear understanding of the customers' operational needs and their technical and commercial procurement processesCan interact with the community of End Customers' and Defence & Security Industry players in a proactive, analytical and coherent manner in order to identify opportunities that Thales businesses can address.
Aiming to become a trusted partner for each account , in order to create an order intake pipelineAct as the Capture Lead for complex or high value business opportunities.
Have an ability to manage, influence and motivate internal stakeholders from Technical, Operational, Commercial and Legal disciplines as well as an ability to structure the capture from a route-to-market perspectiveCan run the account process within the given perimeter, using Thales' best practices throughout the win cycleCan actively promote the Group's capabilities and advise the Thales entities on how they can maximize their return of investmentBe able to develop customer loyalty through actions designed to foster long-term relations, including ensuring customer satisfaction by dealing with possible non-compliance and complaintsCan track market dynamics and foster close customer working relationships in order to anticipate future requirementsCan ethically obtain and share marketing and commercial information for customers and competitors and provide advice to the Thales entities based on locally obtained knowledgeCan provide necessary reports, plans and data and update the Customer Relationships Management tool in timely manner together with the Sales & Marketing Team in Thales ItalyProfessional ExperienceSignificant international commercial experience from a comparable position in similar businessTypically requires multi year experience of working within Defence & Security end customers or Industrial playersA well established relationship network with the Defence & Security Italian industry and stakeholdersA background in Bids and/or Program Management can also be consideredPersonal behavioursMust have a positive attitude i.e.
high level of social skills, with an ability to quickly create strong relationships, at all levels, both internally and externallyBe solution-oriented with a broad understanding of military operational and technical areas and in running a business in generalMust have political awareness and the ability to act autonomously but with a clear team focusMust understand how to operate in an environment where Customers, Competitors, Partners and Suppliers are interchangeableBe a trusted advisor/partner and have confidence in their own capabilityThorough knowledge of methods and best practices for Key Account ManagementExcellent communication skills and an ability to present at exhibitions and conferencesMust be fluent in Italian and English in writing and oralTravel:    -         This position demands an ability to travel, largely in Italy but also frequently in Europe.At Thales we provide CAREERS and not only jobs.
With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields.
Together we believe that embracing flexibility is a smarter way of working.
Great journeys start here, apply now!SummaryLocation: FirenzeType: Full time