Key Account Manager

Overview

This role is responsible for leading the Hanwha Systems Saudi Arabia Business while simultaneously acting as a Key Account Manager (KAM) for international markets. The position involves government and stakeholder engagement, policy analysis, strategic business development, and pre-tender advocacy to enhance the organization’s competitive edge in the defense and security sector.

Key Responsibilities

1. Business Development & Market Expansion

• Oversee the operations and management of the Saudi Aranian business opportunities
• Develop business strategies tailored to local market dynamics.
• Lead cross-functional teams from the headquarter to execute projects efficiently.

2. Relationship Management

• Establish and sustain relationships with government officials, policymakers, large and small-medium defense enterprises, and other key stakeholders in the region.
• Engage in high-level discussions with decision-makers to promote business opportunities.
• Identify key stakeholders and construct customer network diagram for various domains.

3. Legislative and Policy Analysis

• Monitor, analyze, and interpret legislation, regulations, and policy documents in target countries.
• Provide strategic insights on how regulatory developments impact the company’s objectives.
• Identify environmental factors that could impact the organisation’s ability to achieve its goals and recommend solutions to mitigate risks.

4. Strategic Business Engagement

• Develop and implement strategies to engage with government officials and policymakers to secure business opportunities.
• Work closely with leadership to shape policy-related business strategies.
• Develop marketing strategies that integrate branding, messaging, pricing, and distribution channels to achieve business goals on a global scale.

5. Pre-Tender Advocacy & Negotiation

• Drive pre-tender engagement activities through customer relationship building (e.g. lobbying), negotiation, and persuasion efforts directly with potential customers.
• Advocate for the organization's interests in procurement and defense sector opportunities.

6. Reporting & Market Intelligence

• Prepare weekly and monthly reports detailing key activities, market intelligence, competitor analysis, and strategic insights.
• Compile supporting materials such as testimonies, factsheets, and policy assessments for executive briefings.

Qualifications & Requirements

Mandatory

• 10+ years of experience in Business Development or Key Account Management (KAM) or Government Relations in an international business(Saudi Experience Preferred)
• Strong knowledge of Saudi Arabian defense market dynamics and policy frameworks.
• Excellent negotiation and lobbying skills with proven stakeholder engagement expertise.
• Ability to interpret and apply legislation to business strategies.
• Fluency in English
• Must be an Saudi Citizen and eligible for an Saudi Government security clearance (minimum of Confidential level, Higher clearance preferred preferred).
• Willingness to undergo national background checks
• Able to travel domestically and internationally as required
• All employees must take reasonable care for their own health and safety when working at Hanwha
• All employees must co-operate with Hanwha on any action taken by the employer to comply with requirements imposed by Saudi labor and occupational safety regulations.

Preferred

• Prior experience leading an international office or regional business unit.
• Military Background (Royal Saudi Land Forces, Navy, Air Force, Ministry of Defense, etc)
• Engineering background in Electrical, Computer Science, SW engineering and Systems Engineering.
• Established network within Saudi defense and government sectors.
• Expertise in pre-tender and tender processes and government procurement stages.
• Established professional network and proven ability to engage ket stakeholders in UAE and Saudi Arabia.
• Strong track record of developing and maintaining business relationships with government entities, defense organizations, and leading industry partners across the GCC region.
• Prior experience in business development, sales, or partnership management within the Middle East market
• Arabic language proficiency and cultural fluency