Sales Manager - Land Communications (Export): Thales

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 ground breaking 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 co-ordination with the portfolio and Key Account Managers: typically S01 below and civilian equivalent.

Order Intake

1. Development, generation and agreement of the Land Communications order intake pipeline.
2. Management and delivery of the agreed annual order intake budget/target.
3. Identification, qualification, development and bid of Thales Land Communications products and services into the export military markets in co-ordination with the Land Communications portfolio team, functions, Thales UK and Thales France business lines; primarily focussed on opportunities typically of value £20m and below.

Capture and Bid Management

1. As appropriate, become the Capture Lead for captures.
2. Ensure appropriate Capture Reviews and appropriately 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, BP budget, resourcing and return on investment.

Marketing

1. Development and delivery of product/service marketing plans, in co-ordination with the functions and Thales UK; to include: marketing collateral, attendance at events and exhibitions, sponsorships and donations, demonstrations etc.

Stakeholder Management

1. Establish strong, collaborative relationships with the customer and industry partners to deliver superior market understanding drive competitive advantage.
2. Establish strong internal collaborative relationships with sister businesses within Thales UK, the Thales GBUs, Business Lines and Thales CBUs to identify, develop and win business opportunities utilising Thales products, technologies and services from outside of the UK.

Governance and Financial

1. Ensure Business Winning Governance, Travel & Subsistence, Sponsorships & Donations, Gifts & Donations and Ethics policies, processes are understood and followed.
2. Ensure UK Government export Licence requirements are met for all export opportunities.
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 and Events & Exhibitions budget for Land Communications.

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 5 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. Please visit the UKSV website for further guidance.

To be eligible for full SC, you generally need to have resided in the UK for the last 5 years. In some circumstances, a minimum of 3 years’ residence in the UK over the last 5 years may be accepted, with additional overseas checks.

For further details of the evidence required to apply for Baseline and Security Clearance please refer to the National Security Vetting (NSV) Agency -United Kingdom Security Vetting - GOV.UK (www.gov.uk)

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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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