Export Sales Manager - Land

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 radio communications, 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.

Sales Manager - Land Communications (Export)

Crawley / Reading, UK

Reporting to the Head of Sales, Land Communications and part of the Business Growth function.

• 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.

• Development, generation and agreement of the Land Communications order intake pipeline.
• Management and delivery of the agreed annual order intake budget / target.
• 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.

• As appropriate, become the Capture Lead for captures.
• Ensure appropriate Capture Reviews and appropriately tailored Gate 0, 1, 2 and 3s are conducted for each opportunity and capture.
• Generate credible and timely Price to Win (PTW) targets to drive competitive pricing and higher PWin.
• Ensure capture and bid resource and budget requirements are defined, managed and communication effectively.
• Agree prioritisation of captures and bids to best utilise business resources.
• 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.

• 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, sponsor ships and donations, demonstrations etc.

• Establish strong, collaborative relationships with the customer and industry partners to deliver superior market understanding drive competitive advantage.
• 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.

• Ensure Business Winning Governance, Travel & Subsistence, Sponsor ships & Donations, Gifts & Donations and Ethics policies, processes are understood and followed.
• Ensure UK Government export Licence requirements are met for all export opportunities.
• Ensure Thales 360 data is kept up to date at all times.
• Support the setting, prioritisation, approval and management of the annual Bids and Proposals (B&P) budget and Events & Exhibitions budget for Land Communications.

• Prioritisation of opportunities and captures.
• Price to Win.

• Annual order intake budget / target.
• Capture plans.
• Price to Win.
• B&P, T&S, Events &…