Purpose:
The owner of the role is responsible for Business Development, Sales & Account Management for the SOTAS product-line in the APAC region. Building financial & commercial offers and closing international deal for the SOTAS C4I Edge vehicle infrastructure Solutions in the region.
Responsibilities:
• Promotes and sells the SOTAS portfolio for potential opportunities to direct export customers or through/with the local Thales unit for the assigned countries. Main accounts:
- Sales & Account Management for Australia, working closely with SIX-Aus
- Business Development of SOTAS in the Asian region with a focus on Singapore, Indonesia, Malaysia, working closely with the local KAMs
- International UOR needs
• As working in the Singapore time zone, with a time difference from the SOTAS OEM (SIX in Netherlands), it is vital to work independently and have/gain in-dept technical and commercial knowledge on the SOTAS.
• Takes in orders (international sales function) through actions, ranging from pre-sales in cooperation with the KAMs and Business Development teams up to the end stages of sales finalization
• Defines the international sales strategy for a project or, more broadly speaking, the sales approach in relation to a specific account in a target region/country, working in conjunction with the SAM/KAM
• Being remotely part of one of the SIX NL multi disciplined export Account teams, who are responsible for the SOTAS product family export from SIX NL. Together with your multi disciplined team members you ensures the team targets like OI, GMOI, Sales, Cash, Customer satisfaction and team development are met.
• Contributes to promote upsell SOTAS roadmap solutions APAC market opportunities
• Able to successfully negotiate the terms of an agreement and close the deal in line with expectations and mandates from the Gates
• Captures information on aspects such as risks & opportunities, marketing and sales, to share in the GBU (including Bid/project teams), develops awareness of customer environment. As Capture Lead manage the bid team and has the ability to anticipate forecast
• Summarizes and monitors export sales forecasts. Ensures that the necessary interactions take place with the countries, in particular through opportunity pipeline Reviews, Sitcom meetings and Business Forums
Requirements:
• Proven Sales track record in a complex Land Defense multi-stakeholder environment
• Brings (or has the ability to gain) technical operational vehicle C4I knowledge, can explain complex technology in an easy manner
• Manages risk taking & fosters entrepreneurship
• Leadership/ Ability to reassess strategy (strategic thinking) and leads as a Captureteam leader the bid process
• Promotes diversity and creates an inclusive environment, understands cultural differences
• Listening, communication & negotiating skills
• Team spirit, performs through cooperation
• Thinking out of the box, creativity
• Builds trust & partnership
• Business Modelling
