Location: Crawley, United Kingdom
Thales people architect solutions at the heart of the defence-security continuum. Interoperable and secure information and telecommunications systems for defence, security, and civil operators, are based upon innovative use of radiocommunications, networks, and cybersecurity. We are groundbreaking new digital technologies such as 4G mobile communications, cryptography, cloud computing and big data for use in physical protection systems, and critical information systems. Together we offer fantastic opportunities for committed employees to learn and develop their career with us. At Thales UK, we research, develop, and supply technology and services that impact the lives of millions of people each day to make life better, and keep us safer. We innovate across the major industries of Aerospace, Defence, Security and Space. Your health and well-being matters to us and that’s why we offer you the flexibility to do what’s important to you; whether that’s part time hours, job sharing, home working, or the ability to flex your start and finish times. Where possible, we support a working pattern that suits your lifestyle and helps you reach your ambitions.
Job Title: Sales Manager - Land Communications (Export)
Base location: Crawley / Reading, UK
Reporting to the Head of Sales, Land Communications and part of the Business Growth function.
Missions & Responsibilities
1. Act as the primary point of contact with export customers and partners (internal and external) for Land Communications, in coordination with the portfolio and Key Account Managers.
Order Intake
2. Development, generation and agreement of the Land Communications order intake pipeline.
3. Management and delivery of the agreed annual order intake budget/target.
4. Identification, qualification, development and bid of Thales Land Communications products and services into the export military markets.
Capture and Bid Management
1. Become the Capture Lead for captures as appropriate.
2. Ensure appropriate Capture Reviews and tailored Gate 0, 1, 2 and 3s are conducted for each opportunity and capture.
3. Generate credible and timely Price to Win (PTW) targets to drive competitive pricing and higher PWin.
4. Ensure capture and bid resource and budget requirements are defined, managed and communicated effectively.
5. Agree prioritisation of captures and bids to best utilise business resources.
6. Manage the development and execution of Capture Plans including win strategy, hot buttons, Price to Win, stakeholder mapping and engagement.
Marketing
1. Development and delivery of product/service marketing plans, in coordination with the functions and Thales UK.
Stakeholder Management
1. Establish strong, collaborative relationships with the customer and industry partners.
2. Establish strong internal collaborative relationships with sister businesses within Thales UK.
Governance and Financial
1. Ensure Business Winning Governance policies are understood and followed.
2. Ensure UK Government export Licence requirements are met.
3. Ensure Thales 360 data is kept up to date at all times.
4. Support the setting, prioritisation, approval and management of the annual Bids and Proposals (B&P) budget.
Decisions Owned & Key Deliverables
1. Prioritisation of opportunities and captures.
2. Price to Win.
Key Deliverables
1. Annual order intake budget/target.
2. Capture plans.
3. Price to Win.
4. B&P, T&S, Events & Exhibitions budget planning and delivery.
Skills & Experience Required
Skills
1. Interpersonal.
2. Analytical approach.
3. Critical decision making.
4. Collaborative working.
5. Technical understanding.
6. Problem solving, innovative thinking.
7. Leadership and communication.
8. Deal closure.
Experience
1. Defence marketing and sales.
2. Defence procurement.
3. Capture management.
4. Export markets.
5. Contracts and commercial.
6. OI pipeline management.
7. Cost, schedule and risk management.
8. Partnering.
9. Technology transfer.
KPIs
1. Portfolio OI and GMOI (in year and five year plan).
2. Contribution to Capture Plans.
This role will require SC Clearance. It would be advantageous if currently held, however, if not currently held, it is a requirement that the successful applicant will undergo, achieve, and maintain SC Clearance.
To be eligible for full SC, you generally need to have resided in the UK for the last 5 years.
For further details of the evidence required to apply for Baseline and Security Clearance please refer to the National Security Vetting (NSV) Agency.
At Thales we provide CAREERS and not only jobs. 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.
Great journeys start here, apply now!
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