Responsibilities
Lead AMS business capture efforts in Asia-Pacific
- Develop, maintain and implement capture plans for key Aerospace Traffic Control (ATC) Centres opportunities
- Influence Customers’ operational and technical specifications
- Engage Customers and Key Industrial Partners on a regular basis based on Customer action plans developed and agreed with the Regional Sales Director
- Define win strategies with Sales and regional Strategy
- Lead pre-bid activities involving, as required, Sales and Marketing, Airspace Mobility Solutions (AMS) Australia ATC segment and the bid team, AMS Product Design Authority and Technical Directorate and the AMS Operational Support Team
Act as business Capture Team Leader
- Lead and manage the bid team, and make decisions to win
- Coordinate all support functions in relation to the bid
- Secure the Order Intake and Gross Margin
- Manage the capture process and define the internal bid organisation
- Ensure that adequate resources are allocated to the bid efforts
- Decide on any key issues related to the bid (technical, industrial, legal or financial) in compliance with Thales rules and procedures
- Optimise price and margins conditions of the offer
- Represent AMS BL vis-à-vis the customers in close coordination with other internal representatives
Coordinate and lead Asia-Pacific business marketing activities with Marketing department
- Lead key marketing actions (demos, workshops, unsolicited proposals, participation to forums & conferences, etc..)
- Contribute to AMS Marketing Plan
- Provide market data to AMS Marketing and Strategy
- Participate in key ATC events as required
Requirements
- Degree in any engineering discipline with at least 8 years business development experience in the Air Traffic Management domain and in APAC region
- The job holder must have entrepreneurial skills in a complex and global business environment, able to establish good customer relationships with great influencing skills, resilient and ability to work under pressure. The job holder must also demonstrate the ability to deliver sustainable and long-term growth to Thales AMS business and is instrumental in winning new ATM business opportunities in the recent past
