Roma, Italy
Full Time
7 months ago
Job description
Within Thales Alenia Space in the European & Navigation Marketing & sales team we are looking for Sales Manager / Business Development for EDA-EU Space Defence
MISSIONS & RESPONSIBILITIES
BUILD STRATEGY & IMPLEMENT ROADMAP
-Build and share vision: context, stakes, challenges, market evolution(including services and digital business),objectives, projects in progress, prospects, …
-Prepare & schedule roadmaps : Market share, allocated resources (strategic workforce planning, budget, anticipating risk analysis, alternative scenario, tools ..).
-Provide focus and priorities, set up objectives
-Organize the periodic team meeting addressing actual & forecast OI, revenue, opportunities, …
CUSTOMER-ORIENTED BUSINESS
-Develop and foster cooperation with other GBUs/ BLs/Countries/SAM/KAM to facilitate win-win approach and develop THALES business
-Contribute to building and executing the account plans (Strategic & Key)
-Work closely with Value & Bid and Capture functions to address to an opportunity, in order to deliver high level value propositions and winning bids
-Act as THALES group representative of accounts (BD, Customer satisfaction, Voice of customer…)
-Establish and develop high level trust-based relationships with his/her key customers to improve the capture rate
-Anticipate complex negotiation closing including partnerships
-Coordinate and influence with other functions in the group such as legal, finance, Bids, to deliver winning bids.
-Act as a voice of the customer
SALES PEOPLE ENGAGEMENT
-Manage performance - including poor performance - with established guiding sales organizational principles across sales channels, markets and countries
-Coordinate team efficiency and involvement of sales teams to ensure quality deliveries
-Provide managerial leadership to ensure initiatives and foster relevant practices (Value proposition, Black Hat, Price to Win…)
-Engage and develop people through regular feedback, coaching attitude…
-Encourage digital, disruptive or innovative offers
-Act as a role model for coaching teams, helping team members find their way
-Promote diversity and create an inclusive environment
-Select, recruit sales team members, propose allocation of resources
MANAGE RISK TAKING & FOSTER ENTREPRENEURSHIP
-Mitigate the risks using appropriate lessons learnt from successes and failures
-Encourage digital, disruptive or innovative offers
DECISIONS OWNED / KEY DELIVERABLES
DECISIONS OWNED
-Sales organization : selection and development of Sales profiles & objectives of each sales team member
-Allocation of resources on Gate 0, 1, 2
-Winning price
-Bid/no Bid at BL level
-Ensure that the deal is closed except B2/C or strategic deals, the responsibility of which lies with the CL
DELIVERABLES PRODUCED
-Business roadmap: MYB/SBP/SITCOM? / ..
-Contribute to SBP ambition and implementation
-Develop and implement the MYB
-5 years SITCOM
KEY INTERACTIONS
-Sales Team
-Sales Operations
-Value & Bid
-Account Teams
-BL Managers
-Finance
-Quality & Customer Satisfaction
-Legal
SKILLS & EXPERIENCE REQUIRED
-High quality decisions in customer industry
-Expert in analytics and sales automation tools (sales analytics, sales tracking, reporting, performance…) and problem-solving skills
-Manages risk taking & fosters entrepreneurship
-Leadership/ Ability to reassess strategy (strategic thinking)
-Promotes diversity and creates an inclusive environment
-Strong communication skills, partner relationship skills, and team leadership skills
KPIs
-OI/GMOI/ Revenue/Cash in his/her perimeter by portfolio/region/Countries
-OI in current year * GMOI
-OI in 5 years period * GMOI/ Profitable long term sales
-Sales execution plan : accepted or not
-Change = time spend by Sales teams with customer
-Grow pipeline market share
-Number of new customers per year/ Number of customers visits