Sales Manager - Naval Communications

Sales Manager - Naval Communications

Location: Crawley, United Kingdom

Thales 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. Together we offer fantastic opportunities for committed employees to learn and develop their career with us. At Thales UK, we research, develop, and supply technology and services that impact the lives of millions of people each day to make life better, and keep us safer. We innovate across the major industries of Aerospace, Defence, Security and Space. Your health and well-being matters to us and that's why we offer you the flexibility to do what's important to you; whether that's part time hours, job sharing, home working, or the ability to flex your start and finish times. Where possible, we support a working pattern that suits your lifestyle and helps you reach your ambitions.

Base location: UK based. Flexible on base location, preferred to be Crawley / Reading. Hybrid model. This position requires occasional international travel.

Purpose

The owner of this role is responsible for strategy and campaign planning, business development, sales identification, pipe-line building, qualification, offering and closing Secure Communications and Information Systems (SIX) UK naval commercial opportunities.

Missions & Responsibilities

• Strategizes, supports development, promotes and sells a dedicated portfolio of SIX Naval Communications Equipment, Solutions and Services for UK customers.
• Owns SIX Naval Order Intake, covering the end-to-end sales function ranging from Business Development and Capture to Bid Winning activities.
• Supports the Sales Director in developing the naval sales strategy for the approach to winning new naval communications opportunities, owning capture plans and supporting the drafting and submission of compelling bids.
• Generates and owns the UK Naval New Sales and BD elements of the Naval portfolio and associated Order Intake forecasts.
• Excellent verbal and non-verbal communication skills: highly capable of managing and influencing internal and external stakeholders.
• Ensures customer satisfaction in cooperation with the Account Managers and Portfolio Leads, through appropriate customer engagement, addressing specific problems and concerns on a case-by-case basis.
• Contributes to promote, upsell or market penetration opportunities with Account Managers and Portfolio Leads.
• Able to successfully negotiate the terms of an agreement and close sales in line with expectations in a UK environment/MOD context.
• Captures information on aspects such as risks & opportunities, marketing and sales, to share in the Global Business Unit (including Bid/project teams), develops awareness of the customer environment.
• Contributes to wider opportunity pipeline Reviews, and Business Forums.
• Provides support to Type 31 export opportunities and other export opportunities.
• Contributes to the SIX Sales and Marketing Plan by identifying relevant customer events and conferences to participate in, where we can improve PWin of existing and new opportunities.

Decisions Owned / Key Deliverables

• UK Domestic strategy & sales plans.
• Naval Comms Opportunities Owner and Capture Lead.
• Order Intake ownership and pipeline forecast.
• Opportunity Bid/No Bid recommendation.
• Identification of Upsell / Growth opportunities.
• Support to export sales and international engagement.

Skills & Experience Required

• UK sales experience in the Naval Domain.
• Maritime Campaign planning/leading experience.
• Growth mindset.
• Capable of managing and taking risk.
• Fosters an entrepreneurial approach.
• Ability to forecast and manage a portfolio of opportunities and accounts.
• Leadership/ Ability to reassess strategy (strategic thinking) and champion innovative approaches and initiatives.
• Promotes diversity and creates an inclusive environment.
• Strong communication skills, partner relationship skills, and team leadership skills.

KPIs

• OI
• GMOI & AGM
• Pipeline accuracy
• Pipeline growth on sales perimeter

This role will require SC Clearance. It would be advantageous if currently held, however, if not currently held, it is a requirement that the successful applicant will undergo, achieve, and maintain SC Clearance. Please visit the UKSV website for further guidance.

To be eligible for full SC, you generally need to have resided in the UK for the last 5 years. In some circumstances, a minimum of 3 years' residence in the UK over the last 5 years may be accepted, with additional overseas checks.

For further details of the evidence required to apply for Baseline and Security Clearance please refer to the National Security Vetting (NSV) Agency.

Thales UK is committed to providing an inclusive and barrier-free recruitment process. We will provide reasonable adjustments and support to ensure neuro-diverse applicants or those with a disability or long-term condition can be their best during the recruitment process. To request an adjustment, if you need this job advert in an alternative format or if you have any questions about the recruitment process, please contact Resourcing Ops for mid to senior roles, or the Early Careers Team for graduate and apprentice roles.