Regional Trading Manager/Sales Role
Regional Trading Manager/Sales Role
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Job Description
Thales is a global technology leader trusted by governments institutions and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space cybersecurity and digital identity were driven by a mission to build a future we can all trust.
The Group introduced its aerospace business to China in 1964 and is recognized as a trusted partner for long-term cooperation with the Chinese aviation cybersecurity and digital identity Thales has also successfully applied its advanced technologies to mobile communications fintech automotive connectivity and software monetization etc. Thales employs more than 800 people with offices located in 7 cities across China. With R&D centers and innovation hubs established in Beijing Dalian and Hong Kong Thales is committed to developing innovative solutions for its customers.Synthetic description :
Thales Avionics Operations (TAO) is in the business of supplying used/recertified parts to the Aerospace Aftermarket. TAO is specifically organized to answer all the customers needs concerning Thales or non-Thales USED Serviceable Materials (USM).
The organization is split into Acquisition/Sales and Asset Management.
This position of Regional Trading Manager will be based in China and reports to the Head of Sales APAC.
He/She is in charge of the Trading commercial activity with the Airlines Leasing Companies OEMS MRO organizations and the brokers of China. He/She is to manage the commercial actions (prospect promote propose and negotiate) in order to:
Ensure spares sale in for Thales and non-Thales parts
Realize the Order Intake Sales & Margin Objectives of the Worldwide Trading
Be the privileged Customer Supplier Prospects and Partners
This position has the accountability and the responsibility for the following:
Ensure AGS representation to the customers/suppliers in the region
Being the mediator between internal stakeholders and the suppliers/customers in order to satisfy customers needs while taking into consideration the internal constraints and capacity.
Coordinate the USM activity of the China region in order to:
a. Pilot as accurately as possible the commercial objectives
b. Identify new sources of revenue
c. Contribute to the global enhancement/improvement of processes
Update his/her hierarchy via activity and performance reports
Evolve in the international aeronautics market where competition is hard in the domain of Used Serviceable Material (USM) sales.
Roles & Responsibilities
1) In charge of answering the Request for Quote (RFQs) sent from Chinese customers for USM:
For the customers in his/her Portfolio he/she proposes and negotiates with his/her customers the selling price as close as possible to the Fair Market Value (FMV) of the product in order to maximize the margin while aiming to obtain the customer Purchase Order.
In the case where the proposed part is not available in the AGS worldwide stock (order pending in backlog) he/she purchases the part from the second market by negotiating with the identified/certified/approved suppliers the purchasing price as lower as possible to the market price in order to achieve the margin objective.
He/She contributes to the customer satisfaction by making sure that all the customers RFQs for certified used spare parts is answered within 1hr.
He/She creates complex bids and bring his/her expertise in terms of pricing and technical standard.
2) Builds and maintains a specific network of customers and suppliers associated to this activity:
He/She shall build and maintains the customers and suppliers relationship in order to detect new opportunities for sale and/or purchase in his/her perimeter.
He/She represents Thales Trading by participating to the regional events & conference associated to this activity.
3) Constantly manage the actions of lobbying marketing and prospecting necessary to the activity development not limited to:
Penetrating the China market
Increasing TAOs footprint in China
Establishing direct contacts with Chinese Airlines
4) Coordinate his/her activity with Internal Stakeholders:
The legacy activities of Thales Avionics (Retrofit Repairs etc)
The Account Management Team (AM RSM CSM) of AGS in charge of the business relationship with the customers
The entire Trading team
The Operations & Supply Chain team (both TAO & Thales Repair Shops)
The Technical department of AGS (Product and systems support engineers Technical Support Managers)
The AOG department
The Programs (in Service Program Managers)
The Export Control Manager
The Trader Compliance Officer
5) Defines and follows commercial action plans for the APAC region. He/She is in charge of reaching the order intake and sale objectives on a monthly basis.
6) Regularly keep abreast of the technical evolution of the products and inform his/her collaborator in the Trading team for Product Knowledge Management.
7) Regularly provides activity performance reports regarding his/her perimeter
8) Provides and follows a customer/supplier visit plan for marketing and prospecting mission necessary to the activity
9) Supports the Head of Sales APAC and Worldwide Trading GM by strongly contributing to the following:
Markets analysis
Certified Used parts selling and purchasing strategies development
Market growth strategies
Sales and provisioning needs forecast for short and mid terms
Process optimization
10) Work closely with the Operational Supply Chain Team and Finance Team on:
Management of customers spare parts orders delivery not limited to gathering the Estimated Delivery Date (EDD) towards customers and update the dates in Quantum Control
Management of suppliers orders delivery not limited to obtaining up-to-date Estimated Delivery Date (EDD) from suppliers and update the dates in Quantum Control.
Serves as escalation point for Operations Team on Suppliers/Customers issues.
Follow up with Customers on overdue Accounts Receivable.
Requirements and Qualifications
Key Success Factors:
Revenue Attainment
Achieve Inventory and Turns goals
Gross Margin Attainment
Growth Attainment
Customer Satisfaction
Attributes/ Skills Required:
Effectively work in an international matrix organization structure
Develop and foster strong supplier and customer relationships
Good communication
Basic/Required Qualifications:
Bachelors degree in Business Management Engineering or related field
6 - 10 years of Aerospace customer fronting experience
Broad business background:
With good analytical & business acumen
Strong customer interaction supply chain procurement and pricing experience
Strong written and verbal communication skills with demonstrated ability to make effective presentations
Aerospace product industry manufacturing supply chain distribution/ channel sales marketing knowledge and experience
Extensive knowledge of Thales and non-Thales portfolio products and services is a plus
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At Thales were committed to fostering a workplace where respect trust collaboration and passion drive everything we do. Here youll feel empowered to bring your best self thrive in a supportive culture and love the work you do. Join us and be part of a team reimagining technology to create solutions that truly make a difference for a safer greener and more inclusive world.
Required Experience:
Manager
Employment Type
Full-Time
