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Business Development & Sales Manager job in Crawley

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Job Ref:  R0011473
Employer:  Thales Group
Job Type:  Permanent
Country:  United Kingdom
City:  Crawley
19/10/2016 22:01

Thales people design solutions that enable two thirds of planes to take off and land safely. We create in-flight entertainment systems that engross 50 million fliers every year and we develop the avionics that control the world’s largest commercial aircrafts. In the UK, our simulators train the next generation of pilots for fighter jets, transporters and search and rescue helicopters. And, together, each and every member of our aerospace team makes a difference.

The future of any business relies on winning new orders. In an increasingly competitive world, achieving new orders that deliver profitable future business has never been more challenging. The position of Sales Manager Air Training Solutions plays a critical role in the creation, identification, development and closure of profitable new business for the Air Sector business; which includes the sale of avionics products and whole training solutions into UK and International defence markets

Primary Purpose of Role:

A position that will take ownership of the creation, identification, development and closure of complex and challenging new business opportunities and hold Key Account Management responsibilities for Thales major Air Sector customers and partners.

Key Responsibilities:
  • To take the lead in the creation, identification and development of new business opportunities for the Sector.
  • Carryout Key Account Management responsibilities for a major account which includes:
    • Being the privileged interface (but not exclusive) with the customer
    • Coordinating the access to the account to maintain or improve customer satisfaction
    • Responsible for delivering the right message at the right level within the customer organization
    • Establishing and implementing the Key Account Plan which defines Thales strategy for this account (both internal and external), contracts, budget and objectives
  • To take ownership of the conversion of new business opportunities into profitable orders that will ensure achievement, or better, of the Sector budgeted order intake and to achieve sustainable growth.
  • To take the lead in managing key customer and related stakeholder relationships relating to the Sector.
  • To take the lead and ensure timely planning of key reviews for his/her portfolio.
  • To actively work with the Strategy and Marketing team, the Sector management team and existing/potential Customers to develop solutions which meet customer’s key user requirements and budget aspirations, but which represent sound business prospects for the Sector.
  • To take ownership of his/her Order Intake portfolio and to update the portfolio at least once a month, in close liaison with the Sector Management Team, to reflect the latest Order Intake Forecast commitment in terms of time and value.
  • To actively contribute to the preparation of the Strategic Business Plan, the Multi Year Budget and the formulation of associated product strategy for the Sector.
  • To work closely with the Communications team to maximise the Political and PR Communications messages for the Sector and enhance awareness and promotion in conjunction with Thales Corporate, Global exhibitions, conferences and Industrial bodies
  • To comply with company processes (Chorus 2.0), UK and International laws

Key Performance Indicators:

6 month KPIs
  • To confirm and enhance the existing pipeline of Air sector opportunities
  • Created and presented Key Account Management Plan
  • To have a very clear understanding of target customer procurement and decision making processes supported by detailed mapping of key decision makers and influencers
  • To have proactively engaged with the target customers to understand future training needs and to have identified potential solutions that can be offered and ensure they are fully captured.
  • To have built up a close and trusting professional relationship with the customer community
  • To have developed a clear view on Thales’ UK Air Sector product strategy and to begin shaping this strategy to align with forward order intake

12 month KPIs
  • Securing Contract Awards in line with Multi-Year Budget Order Intake forecast.
  • To be able to demonstrate growth in Order Forecast (like for like) over the 12 month period.
  • The submission of high quality profitable business winning bids on time and to cost

Key Skills:
  • Strong leadership skills
  • Delivery focussed
  • Quick and assertive yet tactful
  • Able to motivate other team members
  • Excellent time management. Ability to meet deadlines
  • Resilience and determination
  • Self starter – using own initiative
  • Work with minimal supervision
  • Business savvy
  • Strong verbal and written communication skills

  • Specific and relevant market knowledge of air forces training needs with an understanding of the primary drivers, stakeholders and competitors
  • A Business Development & Sales professional who has experience in the generation of new business opportunities within the air forces market.
  • An effective team player who can interface at all levels within the organisation and who can operate successfully in a multi-cultural environment.


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