Customer Account Manager - Advanced Products and Solutions MENA

Raytheon

Summary :

The Customer Account Manager (CAM) is responsible for growing Raytheon s business in the United Arab Emirates (UAE) and representing Raytheon s portfolio of products and services to the UAE customer.

Key Responsibilities:

• Collaborate with Requirements & Capabilities (R&C), product line and functional leaders across the RTN enterprise to develop in-country strategies, plans, and risk mitigation activities that align customer needs and local market understanding with the opportunities for RTN s relevant products and services in country.
• Own and operate the assigned R&C pipeline.
• Prepare artefacts in support of Gate reviews (Gates 1 thru 4)
• Develop and maintain effective relationships with customers as well as key partners and suppliers, both locally and internationally as necessary by the needs of the opportunity/pursuit
• Maintain clear communication lines with all stakeholders including provision of routine updates/status at business development meetings/collaborations
• The CAM is responsible as the primary point of contact for customer engagement and shaping efforts.
• The position is located in the United Arab Emirates and will be a member of the REL Requirements & Capabilities team.
• Develop and maintain customer contact and engagement plans to establish a one Raytheon approach to managing the customer relationship.
  
  

Qualifications & Experiences:

• A University Degree or equivalent experience and minimum 12 years prior relevant experience, or an Advanced Degree in a related field and minimum 10 years experience with progressive leadership positions in Business Development or Defense Sales.
• Experienced in the Microsoft Office suite, to an intermediate level (or above)
• Experience new business creation / business captures in UAE environment
• Skill and capability to develop pipeline generation, integrated solutions and cross-selling strategies
• Demonstrated relationships and a solid network with Saudi customers and partners
• Ability to leverage customer knowledge to identify potential growth opportunities in UAE
• Understanding of UAE customer culture, political and military environment and cultural customs and norms of the region
• Understanding of the procurement, fiscal and regulatory environment within UAE
• Broad understanding of Raytheon s solutions portfolio, technologies and services
• Fluency in written and spoken Arabic and basic English
• Experience managing projects within Defense/ defense industry
• Experience in solution and proposal development
• Experience in developing capture schedules
• Experience with US export control processes and regulations.
• Detailed understanding of Raytheon s solutions portfolio, technologies and services
• Fluency in written and spoken Arabic and English
  
  

Technical Competencies:

• Ability to drive priorities and enhance performance of job area.
• Ability to solve moderately complex problems by drawing on prior experience and undertaking detailed information gathering, analysis, and investigations
• Demonstrated competence in Project Management
• Understanding of the application of Raytheon s management and technology capability.
• Ability to support the development of business proposals, including request for tender responses.
• Ability to plan and manage cross program communication and information flow.
• Ability to manage moderately complex pursuits in a multi-disciplinary environment.
  
  

Behavioral Competencies:

• Ability to communicate with parties within and outside of own job function, which may include external customers or vendors.
• Ability to develop and manage effective cooperative working relationships with internal and external customers and associates.
• Ability to explain policies, practices, and procedures of the job area to others within the organisation.
• Ability to influence and gain cooperation of other parties on practices, policies, and procedures.
• Ability to manage customer expectations in a dynamic and demanding environment.
• Ability to work independently with minimal guidance and supervision when required but also to work as part of a team and to put the needs of the team first.
• Ability to pick up new concepts and information quickly and employ them to achieve Program.
• Consistent and unquestionable ethical conduct in all business interactions and agreements with internal and external parties.
  
  

Management Competencies:

• Ability to manage a small team consisting of experienced professionals.
• Ability to review the work of a team who exercise latitude and independence in their assignments.
• Ability to understand the customer s acquisition process and capability life cycle.
• Demonstrated ability to apply decision analysis and resolution techniques.
• Skilled in maintaining composure and objectivity when confronted with conflict.
• Readiness to make decisions, render judgments, take actions or commit oneself.
• Establishment of a course of action for self and/or others to accomplish a specific goal.
• Ability to accept and provide professional advice as appropriate.