Job Description

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.

MISSIONS & RESPONSIBILITIES
BUILD STRATEGY & IMPLEMENT ROADMAP
-Build and share vision: context, stakes, challenges, market evolution(including services and digital business),objectives, projects in progress, prospects, …
-Prepare & schedule roadmaps : Market share, allocated resources (strategic workforce planning, budget, anticipating risk analysis, alternative scenario, tools ..).
-Provide focus and priorities, set up objectives
-Organize the periodic team meeting addressing actual & forecast OI, revenue, opportunities, …

CUSTOMER-ORIENTED BUSINESS
-Develop and foster cooperation with other GBUs/ BLs/Countries/SAM/KAM to facilitate win-win approach and develop THALES business
-Contribute to building and executing the account plans (Strategic & Key)
-Work closely with Value & Bid and Capture functions to address to an opportunity, in order to deliver high level value propositions and winning bids
-Act as THALES group representative of accounts (BD, Customer satisfaction, Voice of customer…)
-Establish and develop high level trust-based relationships with his/her key customers to improve the capture rate
-Anticipate complex negotiation closing including partnerships
-Coordinate and influence with other functions in the group such as legal, finance, Bids, to deliver winning bids.
-Act as a voice of the customer

SALES PEOPLE ENGAGEMENT
-Manage performance - including poor performance - with established guiding sales organizational principles across sales channels, markets and countries
-Coordinate team efficiency and involvement of sales teams to ensure quality deliveries
-Provide managerial leadership to ensure initiatives and foster relevant practices (Value proposition, Black Hat, Price to Win…)
-Engage and develop people through regular feedback, coaching attitude…
-Encourage digital, disruptive or innovative offers
-Act as a role model for coaching teams, helping team members find their way
-Promote diversity and create an inclusive environment
-Select, recruit sales team members, propose allocation of resources

MANAGE RISK TAKING & FOSTER ENTREPRENEURSHIP
-Mitigate the risks using appropriate lessons learnt from successes and failures
-Encourage digital, disruptive or innovative offers

DECISIONS OWNED / KEY DELIVERABLES
DECISIONS OWNED
-Sales organization : selection and development of Sales profiles & objectives of each sales team member
-Allocation of resources on Gate 0, 1, 2
-Winning price
-Bid/no Bid at BL level
-Ensure that the deal is closed except B2/C or strategic deals, the responsibility of which lies with the CL

DELIVERABLES PRODUCED
-Business roadmap: MYB/SBP/SITCOM? / ..
-Contribute to SBP ambition and implementation
-Develop and implement the MYB
-5 years SITCOM

KEY INTERACTIONS
-Sales Team
-Sales Operations
-Value & Bid
-Account Teams
-BL Managers
-Finance
-Quality & Customer Satisfaction
-Legal

SKILLS & EXPERIENCE REQUIRED
-High quality decisions in customer industry
-Expert in analytics and sales automation tools (sales analytics, sales tracking, reporting, performance…) and problem-solving skills
-Manages risk taking & fosters entrepreneurship
-Leadership/ Ability to reassess strategy (strategic thinking)
-Promotes diversity and creates an inclusive environment
-Strong communication skills, partner relationship skills, and team leadership skills

KPIs
-OI/GMOI/ Revenue/Cash in his/her perimeter by portfolio/region/Countries
-OI in current year* GMOI
-OI in 5 years period * GMOI/ Profitable long term sales
-Sales execution plan : accepted or not
-Change = time spend by Sales teams with customer
-Grow pipeline market share
-Number of new customers per year/ Number of customers visits

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. Great journeys start here, apply now!