Services Export Sales Lead

Location:

Templecombe, United Kingdom Thales is a global technology leader with more than 83,000 employees on five continents. With over 7,500 people in the UK, operating across defence, space, aerospace, and digital security, we help build a future we can all trust. Thales supports the security and stability of our nation by providing extraordinary technology to our customers, as well as delivering social value to the UK with our products and services.

Export Services Sales Lead Role overview:

The Export Services Sales Lead is an important role responsible for growing the UWS UK services sector through growing the sales pipeline and leading prospects through to achieved Order Intake inline with forecasts. UWS’s growing installed base of sonar systems spans over a dozen countries. The candidate will be responsible for sales to provide through life support and managed services to surface ship, airborne and submarine domains, ensuring our customers get the maximum value from the investment they have made in Thales equipment.

The role will require extensive liaison with export customers and UK government organisations involved in international trade to secure opportunities that enable the growth of the UWS business line.

The Export Services Sales Lead is a key member of the UWS sales team and wider business line.  Primary Purpose of the role:

Responsible for reaching business objectives specifically order intake by managing people, influencing customers and engaging key stakeholders by leading diverse teams, influencing customer decisions and engaging stakeholders at all levels—including ministries of defence and major defence primes.

Development of a robust OI pipeline through sales, capture leadership, and Business Development activities and ownership of delivery of that pipeline

Maintain current, establish new and own the strategic relationship with senior members of customer organisation

Maintain an overview of all Thales programmes and projects being delivered to the customer, and lever off these to provide support / training solutions

Identify and capitalise on new business opportunities related to the UWS business line activities

Establish strong long term relationships with customers in the UK and targeted countries of interest, this role is about ‘playing the long game’, Thales wants to support our equipment in service with customers, which can often be for 30 years +.Main Duties of the role:

Work closely with the UWS Services Head of Sales & Strategic Campaigns and Services Department to develop a 5+ year strategy delivering OI growth

Consultative sales and solution leadership to enhance maturity of in-country service provision towards availability and managed services.

Develop campaigns and strategies to enable business winning and growth. Leading the UK team and liaising with the BL services teams and country managers globally to ensure global offerings are made where appropriate.

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 outcomes-focused 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 behaviour is followed

Provide and translate (where required) customer technical requirements and capability gaps to inform the Product Line Management process

Build relationships with relevant Key Account Managers…