Regional Account Manager

Location: Dubai, United Arab Emirates

In 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.

Thales has built a presence in the United Arab Emirates for over 35 years, and today has over 300 employees. Thales in the UAE is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Together we delivered technology for the Dubai metro, the longest driverless metro network in the world and a fare collection system that processes up to 250,000 transactions per day. We make UAE a safer place by providing secure electronic payment solutions, cyber security systems and communications as well as security systems for Dubai International Airport and air traffic management and navigation systems for Abu Dhabi’s airport.

Position Summary

The Regional Sales Manager (RSM) for In-Flight Entertainment (IFE) will be responsible for driving sales and managing relationships with airline customers within a defined region. This role will focus on promoting and selling IFE solutions to both existing and new airline clients, ensuring their needs are met with innovative and tailored solutions that enhance the passenger experience. The RSM will work closely with internal teams, including product, marketing, and operations, to deliver comprehensive sales strategies and achieve revenue goals

Essential Functions / Key Areas of Responsibility

Ensure Customer Success through

• Develop and execute a sales strategy to meet regional targets, focusing on increasing revenue from both new business and existing customers in the airline sector.
• Identify and pursue new business opportunities within the region by researching potential airline clients, attending trade shows, and networking with industry professionals.
• Collaborate with internal teams such as product management, engineering, and operations to ensure seamless implementation and delivery of IFE solutions to customers.
• Drive the entire sales process from lead generation to closing deals, ensuring alignment with company objectives.
• Building relationships with C-suite executive and strategic ecosystem partners within the region
• Developing trusted advisor relationships with key customer stakeholders and executive sponsors
• Ensuring the timely and successful delivery of our solutions according to customer needs and objectives
• Collaborating with Account team to identify and grow opportunities within the account
• Collaborating with customer account team for all issues impacting the customer experience
• Assisting with challenging client requests or issue escalations as needed
• Monitor competitor activities, market trends, and customer feedback to identify opportunities and threats.
• Provide insights and recommendations to senior leadership on how to improve sales processes, product offerings, and customer engagement.
• Collaborating with the customer success account team to provide proactive, world class support for the customer, focusing on responsiveness, product, service quality, speed of resolution to achieve Customer Success

Customer Commercial Negotiations and Customer Strategy

• Negotiating contracts and close agreements to maximize profits
• Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
• Track and report on sales performance, pipeline activity, and customer feedback to senior management.
• Provide regular sales forecasts and analysis to ensure alignment with company goals.
• Ensure to meet committed lead times and airline deadlines for proposals, while continuously working on improving efficiency opportunities within the process
• Work with the marketing team to design targeted campaigns and promotions to attract new customers and retain existing ones.

Customer Analysis and Consultation

• Prepare and maintain reports, metrics, proposal requirement tools, documents and schedules
• Create and track account specific opportunities pipeline
• Identify and report sales phase, win probability, plan of actions
• Lead negotiation and escalation of proposal quote requirements.
• Create Capture plan and lead proposal activities, including creating presentations, compliance matrix.
• Prepare reports and professional presentations in order to communicate potential opportunities and /or problems to customer teams and senior management.
• Provide reports to management, customer teams, and the customer relating to improvement of products, trends, innovations and roadmap item.
• Maintain inputs/updates of Customer Relationship Management tool (CRM, Salesforce) as appropriate

Minimum Requirements: Skills, Experience, Education, Technical/Specialized Knowledge, Certifications, Language

• Bachelor’s degree or equivalent in marketing, business administration, sales, or relevant field;
• Proven experience in sales within the aviation or technology industry, with a focus on in-flight entertainment solutions or similar technologies (e.g., cabin management systems, connectivity).
• Proficient with CRM (Salesforce) software and the Microsoft Office Suite
• Exceptional communication, negotiation, and presentation skills.
• Evidence of strong negotiation skills, with ability follow-through on client contracts
• Proven results of delivering client solutions and meeting sales goals
• Ability to work independently and manage multiple priorities in a fast-paced environment.
• Willingness to travel frequently within the designated region.

Preferred Qualifications

• Able to multitask, prioritize, and manage time efficiently
• Goal-oriented, organized team player
• Encouraging to team and staff; able to mentor and lead
• Self-motivated and self-directed
• Excellent interpersonal relationship skills
• In-depth understanding of company key clients and their position in the industry
• Eager to expand the company with new sales, clients, and territories
• Able to analyze data and sales statistics and translate results into better solutions
• Excellent verbal and written communication skills; must be a listener, a presenter, and a people-person
• Ability to multitask and manage more than one client account
• Proven results of delivering client solutions and meeting sales goals

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!