channel sales manager Belfast, Northern Ireland
Job description
Position: Indonesia Export Sales Manager - Weapons Systems Export.
Location: Based in Jakarta is a strong preference. In an exception, the base location may be any Thales site location, such as Belfast, Glasgow, Crawley, Reading, Templecombe, Cheadle, or Bristol, but needs to be deputed at Jakarta, Indonesia.
The IAS-UK Sales function covers the whole business winning life cycle and encompasses key products across the warfare domains. As the IAS UK Capture Lead for Indonesia, you will be the ‘voice of the customer’ at all times and must balance business performance with customer satisfaction in striving to deliver the best outcomes for Thales and our customers.
You will have the support of and should maximise the benefits of, in-country teams including Business Development & Key Account Managers (KAM).
Primary Purpose of the Role:
In line with the overarching strategic objectives, you will lead the IAS UK Campaigns into Indonesia and potentially some additional emerging countries in that region.
These opportunities are of varying maturity and will require different levels of effort to support. High priority at the moment are Shoulder Launch, Missiles procurement and potentially additional very short term opportunities within the current 5 year budget.
You will achieve, and exceed, budgeted Order Intake and OI GM commitments, whilst relentlessly pursuing Customer satisfaction. Additionally you will coordinate with internal stakeholders to ensure appropriate governance in line with company policy and standards.
Key Tasks:
Reporting directly to the IAS UK Sales Director you will work collaboratively with the appropriate Business Area team.
Key priorities are
Quickly gain the trust and support of the
In-country team within DGDI, especially the Country Director and Key Account Management team.
The Regional Company based in Singapore and ensure that the advice given shapes our approach to business in the region.
Key Industrial Partners, developing an understanding of the culture of the organisations, enabling a collaborative and ethical business relationship that increases the efficiency of our campaigns.
Revise, own and drive current campaigns within the current 5 year Budget.
Review longer term opportunities.
UK Government support will be important to advancing these opportunities and you will need direct relationships as well as being able to utilise the UK Export Business Development team’s relationships and expertise.
Key responsibilities will include but are not limited to:
Maintaining the IAS UK Strategic Plans for Indonesia, ensuring alignment with the IAS BL and Thales Indonesia.
Predominantly focused on Ground Based Air Defence (GBAD), VSHORAD solutions form Thales.
Fully integrated solutions (Radar, C2, Fire Control Systems, LMM and STARStreak Missiles.
Lead the wider Capture Team on campaigns, in a collaborative manner, ensuring that opportunities are qualified and endorsed by the
Business
In-country teams
Manage CRM entries status for your opportunities.
Part of your responsibility will be to pursue Customer satisfaction, ensuring ‘voice of the customer’ fully resonates within the IAS Business.
Achieving sales targets relating to growth, revenue and margin and overall profitability for the IAS UK in your area of responsibilities as defined in the Multi-Year Business Plan (MYB).
Work across the Business Line (BL) to explore portfolio products, particularly those that harness the potential offered by alternative solutions.
Proactively delivering the required level of reporting to the Sales Operations team.
Ensuring core values and established best practices are adopted within the Business Winning Team.
Work closely with commercial, technical and project teams to optimise customer solutions and support the preparation of winning proposals – including post-proposal communications.
Working closely with the wider Business Winning Teams, within the IAS-BL and GBUs, to ensure the best outcomes for the Company.
Operating fully in accordance with Company policies and procedures.
Professional Skills:
Essential:
Resilient Team player and leader, able to execute complex tasks with minimal supervision.
Strong understanding/Experience of
Winning Export business.
The Thales DGDI Organisation, culture and operations.
UK Government organisations and how you work with these departments to maximise support in a timely manner.
Demonstrable experience in developing strategies for, and winning in, Export markets along with domain expertise in related fields of Air, Naval and Battlefield defence weapon systems.
Extensive experience in defence focussed business development with a proven track record of engaging and influencing Senior Strategic Deciders, delivery and procurement executives and operational users.
An ability to develop positive customer relationships to elicit capability requirements and build business intelligence to develop winning bid themes.
Strong Capture Lead mind-set and an ability to focus on building the best offer to win a defined bid.
Ability to influence internal stakeholders to achieve the optimum Sales strategy for a given opportunity.
Preferable:
Understanding of Thales Integrated Airspace and protection Systems (IAS) solutions.
Fully integrated solutions (Radar, C2, Fire Control Systems, LMM and STARStreak Missiles.
Sound understanding of the culture & priorities of your markets of responsibility.
Experience/Knowledge of G2G relationships and how they work.
Knowledge of recognised bidding process and demonstration of successful market growth.
A working knowledge of lightweight weapon systems, Fire Control Systems, associated Sensors and Capability Service solutions.
Strong negotiation skills and experience.
Recognised team member with the ability to motivate others via a combination of excellent communication skills and proven pragmatism, including capacity to adapt style in different situations.
In line with Thales' Baseline Security requirements, candidates will be asked to provide evidence of identity, eligibility to work in the UK and employment and/or education history for up to three years. Some vacancies may require full Security Clearance which can require further evidence to be provided. For further details of the evidence required to apply for Baseline and Security Clearance please refer to the Defence Business Services National Security Vetting (DBS NSV) Agency.
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.
Thales UK is committed to providing an inclusive and barrier-free recruitment process. We will provide reasonable adjustments and support to ensure neuro-diverse applicants or those with a disability or long-term condition can be their best during the recruitment process. To request an adjustment, if you need this job advert in an alternative format or if you have any questions about the recruitment process, please contact Resourcing Ops for mid to senior roles, or the Early Careers Team for graduate and apprentice roles.
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