Sales Manager Defence Services

Job Description

Embark on, and be part of Thales Strategy in the UAE to become a genuine local player, thriving in increasing local added value, towards the maiden goal of developing our UAE footprint.

Develop multi GBU opportunities pipe, position strategic Thales services and successfully conclude sales in accordance with Thales capture rules and processes. Key initiatives will include roll out of Performance Based support contracts (PBL or SLA) where possible, and maximize Order Intake through existing contracts & new routes to explore and develop. Renew successfully existing contracts with improved conditions, which are fueling current Defence Service Centre success.

Roles & Responsibilities
Responsible for Service Sales, multi-BL with focus on Communication and Electronic Warfare, covering service support offers emanating from the UAE Defense Service Centre, (and Thales SIX Units export – TBD after agreement on financing)
Define and communicate the shape of the strategy and plans to secure accounts opportunities related to services, respecting and applying the Win BID process
Develop good relationship with Defence customers (Air, Land, Navy), along with contracting local authorities, organise and lead workshops
Develop strong ties with Business Lines in charge of the related support, along with local Key Account Managers & project managers.
In coordination with the KAM, prepare and anticipate RFP. Contribute to the capture strategy from GATE 1 onwards, in line with the country strategic plan, and with involved BL’s objectives
Responsible for OI and GMOI objectives to be defined with the head of Sales of the country each year, in line BL’s OI objectives
Ensure smooth hand-over from Contract Award to project delivery teams
Implement and follow-up Capture Plans
Local in country travels to regularly meet with Defence customers, and potential local privately owned companies

Work Experience Requirements
A demonstrable track record of successful complex service capture activities in the Defence industry in the Middle East or DGDI countries
International experience working within a multinational organisation with a focus on governmental & defence sector and sales would be preferred

Qualification, Certification & Educational Requirements
Minimum degree-level qualification in relevant technical subject
Project Management qualification / certification/ Sales / Marketing qualification / certification
Proficient with Microsoft Word, Excel, PowerPoint, Outlook, and Internet Explorer
Fluent in English, Arabic and French a plus

Preferred Skills
Ability to shape a compelling financial business opportunity from diverse and multi-country/BL sources.
Technical background and credibility to influence successful significant business outcomes in the Defence industry arena.
Excellent Team and Matrix leadership skills that demonstrate the personal gravitas necessary to overcome barriers and resistance in a constructive manner.
Strong communication, listening and negotiation skills
Autonomous, respectful to the organization and strong sense of commitment & resilience
Strong business analysis and reporting capability
Stakeholder management, complex international and multi-organization (Sensitive to, and adept at working within the prevailing Political environment)
Strong Bid and Project Management capability