Location: Roma, Italy
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.
Roma hosts the commercial offices to be close to Costumer and Public Administration.**Key Responsibilities and tasks**:
**Key Account Manager for Defence & Security Players**:
- Understanding end customers’ (Ministry of Defence and Interior, Public Administrations, Large Enterprises) market evolutions and relevant needs and requirements




- Understanding and defining assigned Accounts strategies and needs and identifying and capturing relevant business opportunities as per assigned targets as well as partnering opportunities towards End Users.
- Promoting Thales’ Defence & Security products, systems and solutions
- Maintaining an excellent customer relationship at all levels in the account organization and facilitating the link between relevant Thales entities and the specific account organization
- Fostering long-term trusted partnerships role with the accounts
**Skills and experience**:
Mandatory
- Skills - KAM
- Have 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 processes
- Can 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 pipeline
- Act 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 perspective
- Can run the account process within the given perimeter, using Thales’ best practices throughout the win cycle
- Can actively promote the Group’s capabilities and advise the Thales entities on how they can maximize their return of investment
- Be able to develop customer loyalty through actions designed to foster long-term relations, including ensuring customer satisfaction by dealing with possible non-compliance and complaints
- Can track market dynamics and foster close customer working relationships in order to anticipate future requirements
- Can ethically obtain and share marketing and commercial information for customers and competitors and provide advice to the Thales entities based on locally obtained knowledge
- Can provide necessary reports,



plans and data and update the Customer Relationships Management tool in timely manner together with the Sales & Marketing Team in Thales Italy
- Experience - KAM
- Senior level international commercial experience from a comparable position in similar business
- Typically requires 5-10 years’ experience of working at a senior level with Defence & Security end customers or Industrial players
- A well established relationship network with the Defence & Security Italian industry and stakeholders
- A background in Bids and/or Program Management
- Personal skills
- Must 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 externally
- Be solution-oriented with a broad understanding of military operational and technical areas and in running a business in general
- Must have political awareness and the ability to act autonomously but with a clear team focus




- Must understand how to operate in an environment where Customers, Competitors, Partners and Suppliers are interchangeable
- Be a trusted advisor/partner and have confidence in their own capability
- Thorough knowledge of methods and best practices as applied to military sales
- Excellent communication skills and an ability to present at exhibitions and conferences
- Must be fluent in Italian and English in writing and oral
- This position demands an ability to travel, largely in Italy but also frequently in Europe.