Business Development – Domestic Surface Ship Sonar

Role overview

The Business Development – Domestic Surface Ship Sonar is a strategic role responsible for securing both sole source and competed sonar outboard equipment on the UK frigate and airborne fleets direct to MoD and through 3rd party industry (BAES / Babcock / Leonardo). It is key to achieving the Order Intake identified within the agreed budget forecasts which you will also be responsible for putting in place.

The candidate will be responsible for stakeholder management in the customer community, as well as pan BL stakeholder management within Thales.

The role will require extensive liaison with UK government organizations involved in the surface fleet and airborne enterprises to secure additional opportunities that enable the growth of the UWS business line. The successful candidate will demonstrate strong leadership qualities to lead strategic captures / campaigns.

The Business Development – Domestic Surface Ship Sonar is a key member of the UWS sales team and wider business line, the submarine based ASW opportunities in this sphere are worth over several hundred million pounds over the next 10 years for supply of towed array, specialist sonars (airborne dipping / processing) and special fit upgrades to the current fleet and future platforms.

• This is a multi-focused role with 50/50 split (on average) between external stakeholder management, positioning for sonar into UK MoD / NCHQ, BAES Maritime / Naval Ships, as well as Thales’ stakeholder management.
• Main products / systems covered are currently:
• Towed Array
• Airborne Dipping Sonars
• Airborne Processing Systems
• Special project fits
• Travel through the UK, and internationally will be required to facilitate the above.
• Responsible for reaching business objectives, specifically order intake by managing people, influencing customers and engaging key stakeholders.
• Development of a robust OI pipeline through sales, capture leadership, and Business Development activities.
• Working with the BL sales team to ensure right skillsets are deployed on the right opportunities at the right time.
• Establish and own the strategic relationship with senior members of customer organisation.
• Present the whole of the product/capability to the customer on a regular basis.
• Identify new business opportunities related to the ASW activities and ensure other elements of the business (within and outside UWS) are aware of programme status (such as T26 export opportunities where UK Gov / BAES is route to market).

• Develop campaigns and strategies to enable business winning and growth.
• Capture leadership including sharing capture information with relevant Businesses within Thales.
• Improve P2 (Thales chance of winning the opportunity) through customer knowledge.
• Engage and establish relationships across other industrial companies that work within the specific account and analyse their capabilities.
• Gather and own customer information to support business forecasts and bid planning.
• Establish regular meetings with key customer contacts.
• Develop messages and themes for relevant shows and events.
• De-conflict any issues in internal positioning and strategy to ensure good partnering behavior is followed.
• Provide customer technical requirements and capability gaps to inform the R&D and Product Line Management process.
• Build relationships with relevant Account Managers in other countries (notably Norway) in the particular context of Towed Arrays to their T26 programme.
• Produce and present relevant capture plans and progress through Thales internal governance as required for applicable phase of opportunities.
• Share experiences with wider UWS Sales team to encourage group development.

• Strong understanding of the military maritime environment, specifically surface ships / airborne.
• Experience of major maritime military export and domestic sales.
• Has successfully led £50m+ captures or has experience of procurement within a military environment of programmes of a similar size in the UK and/or export.
• Degree or equivalent level qualification (although not essential).
• A proven track record of developing trusted senior level relationships.
• Hol…