Sales Manager - Civil at Thales

Job Description:

Responsible for building financial and commercial offers.  Selling Thales portfolio of solutions to new and existing customers and to capture Order Intake (Sales) and relationship building in the Civil Markets within SADC countries. Responsible for Order Intake (Sales) for Airspace Mobility Solutions, broader CyberSecurity and Satellite business underpinned by Services and Support business by negotiating a full value chain up to closing the deals.

KEY PERFORMANCE AREAS AND JOB DETAILS

• Business development: promote Thales products in the civil domains of Airspace Mobility Solutions, broader Cyber-Security, and Satellite.
• Take ownership of sales activities with limited supervision to deal closure however in compliance to Thales ethical rules
• Register and update order intake CRM systems, through actions ranging from pre-sales up to the end stages of sales finalization
• Define the sales strategy, the sales approach in relation to a specific account in a target country – report/share up to date quality of information to the Country and respective Business Line to ensure consistency of information to build a winning offer
• Ensure preparation of Key Account Management Plans and maintenance of the information with the respective Business Lines
• Ensure customer satisfaction through appropriate initiatives, addressing problems and complaints on a case-by-case basis
• Contribute to promote upsell or market penetration opportunities for revenue growth
• Able to successfully negotiate the terms of an agreement and close sales in line with expectations in local and international environment
• Capture information on aspects such as risks and opportunities, tenders, marketing and sales to share with respective GBU (Global Business Units)and Bid/project teams as well as develop awareness of customer environment
• Ability to anticipate forecast; summarizes and monitors sales forecast and input to the weekly or monthly or Quarterly BOR (Business Operations Review and SITCOMS)
• Ensure that the necessary interactions take place with the Countries, in particular through opportunity pipeline Reviews, Sitcom meetings and Business Forums

Sales Management

• Provide leadership to achieve annual order intake targets
• Take ownership of all Sales activities with respective Global Business Units / Business lines
• Identify and generate new business from existing clients in area of responsibility
• Achieve assigned annual sales and profit targets
• Provide leadership to the solution development effort with respective Business Lines to address customer needs
• Update the CRM management systems and ownership thereof
• Participate in Global Business Units and Business Lines
• Sales management meetings and reporting of quality of information on Order Intake focus

Key Account Management/Plans

• Formulate key account plans to Thales standards with respective Global Business Units and Business Lines
• Professional interfacing between Country and respective Global Business Units and Business Lines
• Coordinate the involvement of all necessary Thales personnel towards providing customer solution in area of responsibility
• Lead the effort to achieve customer satisfaction and problem resolution with various technical divisions in Thales
• Build effective and trustful relationships with customers
• Ensure customer needs and expectations are met by the company
• Proactively assess, clarify and validate that customer needs on ongoing basis
• Proactively address customer issues and make sure they are closed to the customer satisfaction.
• Maintain high customer satisfaction ratings to Thales standards

Education, Skills and knowledge

• Background in the Civil industry.
• Minimum 5 years Sales experience.
• B-Degree.
• Relationship building and Customer focused
• High quality decision in customer industry
• Expert in analytics and sales automation tools (sales analytics, sales tracking, reporting, performance…) and problem-solving skills
• Manages risk taking and fosters entrepreneurship
• Leadership/ Ability to reassess strategy (strategic thinking) and champion innovative approaches and initiatives
• Promotes diversity and creates an inclusive environment
• Strong communication skills, partner relationship skills, and team leadership skills
• Technical skills