Location: Singapore, SingaporeThales 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 radiocommunications, 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.Thales established its presence in Singapore in 1973 to support the expansion of aerospace-related activities in the Asia-Pacific region. Throughout the last four decades, the company grew from strength to strength and is today involved in the primary businesses of Aerospace (including Air Traffic Management), Defence & Security, Ground Transportation and Digital Identity & Security. Thales today employs over 2,100 people in Singapore across all its business areas.
Responsibilities:
Customer-oriented Business:
- Define and implement sales strategy and transformation towards new business models in-line with PRS Business Line priorities (focus on target vertical markets and Thales offers).
- Contribute to building and executing the account plans (Strategic & Key in the region).
- Coordinate with all involved functions to address to an opportunity, in order to deliver high-level value propositions and winning bids.
Establish and develop high level trust-based relationships with his/her key customers to improve the capture rate. - Anticipate complex negotiation closing including partnerships.
- Ensure promotion and closing of offers in synergies with other Business Lines.
- Ensure efficient, transparent and regular reporting to global Sales Director in-line with Thales sales processes.
- Ensure leadership in ensuring exhaustive application of Thales sales processes (gates, ethical rules, MYB, SBP,…)
Accountable KPIs:
- Yearly Order Intake (Year N)
- Year N+1 forecast and growth scenario
- Gross Margin on Order Intake
- Volume of OI on new digital solutions
- Volume of OI in synergy with other Business Lines
Requirements:
- 10 years’ in sales management, preferably in security domain with digital business acumen, for complex and highly demanding customers, experience in selling end-to-end systems and solutions including partners.
- Degree in Engineering or related
- Strong business background in security and selling end-to-end integrated solutions
- Deep knowledge and experience in Asia region, especially Singapore.
- Strong experience in working in large industrial companies
- Important track record in selling complex solutions to highly demanding customers
- Strong communication skills, business drive, transparency and trust
- Capabilities to adapt into complex environment and organizations
