Job Summary:
Responsible to set the overall strategic plan for account management and sales organization, focusing on leading a positive customer experience and driving OI growth through product/service sales. Act as an immediate point of escalation for local accounts. The position will lead sales, sales strategy and the sales team in the region, provide the key commercial liaison to customer accounts.
The position will lead the development of key relationships within critical customer accounts within an assigned region to ensure Thales IFE (Inflight Entertainment) has better visibility and recognition within the region. The position will develop the account management and sales organization to transition to a Life-Time Customer Value sales approach with a special focus on services business. He/she will co-create outcome-based, Customer Success sales strategies across all customers. The position will be required to provide various sales reports including forecasts and account status.
Key Areas of Responsibility:
- Accountable for the overall sales strategic plan and forecast potential and future sales within the region of responsibility
- Accountable for the overall account strategic plans and customer satisfaction plan
- Leads the execution of strategic and tactical sales lobbying plans for Thales IFE products and solutions
- Lead the preparation of key pursuit decision Gates for critical offers
- Establishes and keeps updated the Sales Dashboard for responsible accounts in order to assess the current and future opportunities
- Quantify and qualify customer feedback to contribute to the Thales’ products, services and support activities
- Maintain knowledge of developments in the industry to stay up to speed on the latest industry trends and directions
- Collaborate and work closely with Bids, Legal & Contracts, and Product Delivery teams
- Collaborate with the Strategic Business Development groups to assess ‘top down’ versus ‘bottom up’ sales opportunities to ensure that Thales’ full addressable market (TAM) is accurately managed
- Collaborate with the Strategic Business Development groups to assess competitive analysis is accurately managed
- Attract, retain and develop talents
Requirements:
- Bachelor’s Degree in any discipline with 10-12 years related experience
- Previous experience in IFEC, aviation or complex systems and in conducting high level negotiations preferred
- Track record in delivering sales targets and growth
- At least 5 years’ experience managing account management
- At least 7 years’ experience managing a sales organization
- Sales techniques/consultative sales process
- Strong influencing skills across direct, indirect and matrix organizations
- Financial and business acumen
