Regional Sales Manager (Defense)

About This Role

About the role:

The Business Development role within CAE Arabia LLC is crucial to CAE’s strategy to maintain its leadership in the training and military operational support sectors and growth of its business in the Middle East region. Working closely with the Country Manager, the Business Development will be instrumental in pursuing, developing, and securing training and mission support business opportunities in the Kingdom of Saudi Arabia.

Key Responsibilities:

Business Development & Sales:

• Develop relationships with the Armed Forces of Saudi Arabia and other members of the defense ecosystem (procurement agency, OEMs as partner/customers, suppliers).
• Achieve significant order intake ($50M+) and oversee the short-term sales pipeline.
• Assist or lead all assigned business-to-business (B2B) and business-to-government (B2G) opportunities from prospecting to contract award in accordance with corporate governance and lead-to-award process.
• Prepare and submit winning proposals for assigned opportunities.
  
  

Offset/Industrial Participation:

• Develop, negotiate, and implement effective industrial participation strategies for the business and programs in accordance with local policies and contractual requirements.
• Liaise with the industrial participation authority.
• Explore partnerships with local suppliers and academic institutions.
• Support the entire lifecycle management of an offset/industrial participation obligation, including administering obligations.
  
  

Internal Stakeholders’ Management:

• Work with engineering and product teams to develop innovative solutions and drive the development of competitive CAE solutions.
• Collaborate with the marketing and communications team to plan events and outreach activities, deliver strategic sales presentations, and develop the CAE brand.
• Ensure alignment of S&BD organization with the rest of the business (Capture, Bid, Program, Customer Services, Portfolio, Legal and Contracts, Finance).
  
  

Reporting:

• Maintain accurate records in CAE’s customer relationship management (CRM) tool.
• Deliver requested reporting to diverse internal stakeholders (ExCom members, direct managers, BEA).
  
  

Experience & Skills:

• Operational background (ex-Military, MoD, or Procurement Agency) and “face-to-the-end-user” sales experience in KSA in the military domain is a must.
• Demonstrable track record of development of defense customer relationships, ability to influence decision-making, and large aerospace/defense program wins.
• Strong network of industry contacts in KSA and enthusiasm for frequent customer engagement and relationship development.
• Experience and utilization of Customer Relationship Management (CRM) programs.
• Experience and understanding of new business capture processes, including development and execution of capture strategies, requirements shaping, development of price-to-win and competitive assessment, and understanding of key discriminators and most important requirements necessary to win competitive opportunities.
• High level of autonomy.
• English is a must; Arabic is a very nice to have.
  
  

Position Type

Regular

CAE thanks all applicants for their interest. However, only those whose background and experience match the requirements of the role will be contacted.

Equal Opportunity Employer

CAE is an equal opportunity employer committed to providing equal employment opportunities to all applicants and employees without regard to race, nationality, colour, religion, sex, gender indentity and expression, sexual orientation, disability, neurodiversity, veteran status, age, or other characteristics protected by local laws.

If you don't see yourself fully reflected in every job requirement listed in the job posting, we still encourage you to reach out and apply. At CAE, everyone is welcome to contribute to our success. Applicants needing reasonable accommodations should contact their recruiter at any point in the recruitment process. If you need assistance to submit your application because of incompatible assistive technology or a disability, please contact us at

[email protected]

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