Sales Director APJ
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Job Location:
Monthly Salary:
Posted on:
9 hours ago
Vacancies:
1 Vacancy
Job Summary
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.
In Singapore Thales has been a trusted partner since 1973 originally focused on aerospace activities in the Asia-Pacific region. With 2000 employees across three local sites we deliver cutting-edge solutions across aerospace (including air traffic management) defence and security and digital identity and cybersecurity sectors. Together were shaping the future by enabling customers to make pivotal decisions that safeguard communities and power progress.MISSIONS & RESPONSIBILITIES
BUILD STRATEGY & IMPLEMENT ROADMAP
-Build and share vision: context stakes challenges market evolution(including services and digital business)objectives projects in progress prospects
-Prepare & schedule roadmaps : Market share allocated resources (strategic workforce planning budget anticipating risk analysis alternative scenario tools ..).
-Provide focus and priorities set up objectives
-Organize the periodic team meeting addressing actual & forecast OI revenue opportunities
CUSTOMER-ORIENTED BUSINESS
-Develop and foster cooperation with other GBUs/ BLs/Countries/SAM/KAM to facilitate win-win approach and develop THALES business
-Contribute to building and executing the account plans (Strategic & Key)
-Work closely with Value & Bid and Capture functions to address to an opportunity in order to deliver high level value propositions and winning bids
-Act as THALES group representative of accounts (BD Customer satisfaction Voice of customer)
-Establish and develop high level trust-based relationships with his/her key customers to improve the capture rate
-Anticipate complex negotiation closing including partnerships
-Coordinate and influence with other functions in the group such as legal finance Bids to deliver winning bids.
-Act as a voice of the customer
SALES PEOPLE ENGAGEMENT
-Manage performance - including poor performance - with established guiding sales organizational principles across sales channels markets and countries
-Coordinate team efficiency and involvement of sales teams to ensure quality deliveries
-Provide managerial leadership to ensure initiatives and foster relevant practices (Value proposition Black Hat Price to Win)
-Engage and develop people through regular feedback coaching attitude
-Encourage digital disruptive or innovative offers
-Act as a role model for coaching teams helping team members find their way
-Promote diversity and create an inclusive environment
-Select recruit sales team members propose allocation of resources
MANAGE RISK TAKING & FOSTER ENTREPRENEURSHIP
-Mitigate the risks using appropriate lessons learnt from successes and failures
-Encourage digital disruptive or innovative offers
DECISIONS OWNED / KEY DELIVERABLES
DECISIONS OWNED
-Sales organization : selection and development of Sales profiles & objectives of each sales team member
-Allocation of resources on Gate 0 1 2
-Winning price
-Bid/no Bid at BL level
-Ensure that the deal is closed except B2/C or strategic deals the responsibility of which lies withthe CL
DELIVERABLES PRODUCED
-Business roadmap: MYB/SBP/SITCOM / ..
-Contribute to SBP ambition and implementation
-Develop and implement the MYB
-5 years SITCOM
KEY INTERACTIONS
-Sales Team
-Sales Operations
-Value & Bid
-Account Teams
-BL Managers
-Finance
-Quality & Customer Satisfaction
-Legal
SKILLS & EXPERIENCE REQUIRED
-High quality decisions in customer industry
-Expert in analytics and sales automation tools (sales analytics sales tracking reporting performance) and problem-solving skills
-Manages risk taking & fosters entrepreneurship
-Leadership/ Ability to reassess strategy (strategic thinking)
-Promotes diversity and creates an inclusive environment
-Strong communication skills partner relationship skills and team leadership skills
KPIs
-OI/GMOI/ Revenue/Cash in his/her perimeter by portfolio/region/Countries
-OI in current year * GMOI
-OI in 5 years period * GMOI/ Profitable long term sales
-Sales execution plan : accepted or not
-Change time spend by Sales teams with customer
-Grow pipeline market share
-Number of new customers per year/ Number of customers visit
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:
Director
Key Skills
- Business Development
- Sales Experience
- Direct Sales
- Marketing
- SAAS
- Hotel Experience
- Management Experience
- Revenue Management
- Salesforce
- Sales Management
- Enterprise Sales
- negotiation
About Company
In all critical environments - air, land, sea, space and cyberspace - decision-makers, operators, crews and members of our armed services and security forces are faced with millions of important decisions every day. It is in supporting these people that Thales in the United States ha ... View more
