Location: Glasgow, United Kingdom
Thales is a global technology leader with more than 83,000 employees on five continents. With over 7,500 people in the UK, operating across defence, space, aerospace, and digital security, we help build a future we can all trust. Thales supports the security and stability of our nation by providing extraordinary technology to our customers, as well as delivering social value to the UK with our products and services.
Role: Optronics & Missile Electronics (OME) Sales Manager - (Sea Sector) – Glasgow
Location: The preferred location is Glasgow, although Reading could be taken into consideration for the ideal candidate. This role offers a hybrid approach to office and remote working. Travel in the UK and around the world (approximately 50-60%) is an essential part of the role – although use of video/team calls where it is appropriate or acceptable to do so should be considered.
Summary:
Due to rapid business growth, we are expanding our team and looking for an OEM Sales Manager. Our ideal candidate will have experience of working in the Defence Industry, with either previous experience of selling high value, complex systems and equipment and/or have previously held a senior role within the Defence Sector – preferably with direct defence procurement, programme or commercial experience.
Our successful candidate will join a vastly experienced, energised and dynamic cross-functional team within an organisation with the latest technologies at our core alongside an extensive history of delivering world class defence equipment to our global client base.
This role will be initially based within our Sea Business Sector where we have delivered every sighting solution (Periscope or Optronics Mast) to the UK Royal Navy since its’ inception. We also have an existing global client base for our Sea Sector defence solutions with innovative new products currently being offered to the global market. Whilst this role will initially be focussed within the Sea Sector of our OME business, candidates should note that this role covers the complete OME business permitter and therefore there is scope to move between business Sectors to meet business needs, if required, in future.
Our Opportunity
This key Sales leadership position will take ownership of the strategic development of the opportunity pipeline from identification of opportunities through to deal closure. A key element of this role will be communicating clear win strategies for each opportunity identified to the cross-functional team and actively leading and supporting bid teams to deliver high quality, compelling and competitive proposals and to ensure clear and effective information is provided to our Operations team to help ensure that appropriate plans are defined in advance to ensure successfully delivery of future Contracts.
You will take the lead role in the creation, identification and development of new business opportunities, working closely with our Business Sector, Strategy and Product Line teams to ensure alignment of these opportunities with market data, Product Policies and our Strategic Business Plan. You will take full ownership of the conversion of new business opportunities into profitable orders that will ensure achievement, or better, of the budgeted order intake and to achieve sustainable and profitable growth. You will develop and evolve and appropriate account management structure and take the lead role in managing key client and related stakeholder relationships (at all levels) to successfully deliver or exceed the defined and agreed growth objectives.
Day to day duties include;
Development of an ambitious, achievable and profitable growth pipeline.
Clear ownership and leadership of delivering in-year growth in parallel to continuous pipeline development.
Ensuring laser focus on achieving or exceeding growth KPIs.
Developing compelling win strategies to secure new business and sustain existing business.
Leading cross-functional teams and clearly communicating our win strategies to all key stakeholders within our global business.
Develop a high profile and maintained Stakeholder Matrix and be recognised as a trusted advisor / subject matter expert.
Ensuring delivery of our winning proposals are completed in compliance with Company processes.
To work closely and actively with the Product Line, Strategy and Marketing teams, the business management team and existing/new clients to develop innovative solutions which meet both our Clients and business needs.
To actively contribute to the preparation of the Strategic Business Plan, the Multi Year Budget setting and the formulation of associated product strategy for the Sector.
Representation of the business and its products at internal and external events and exhibitions in support of and alignment with business growth plans.
Whilst some of these activities can be performed from home, the role will require significant amounts of face to face working with clients, colleagues and other stakeholders.
About you
You will have proven potential, credibility and capacity to be able to sell complex defence equipment and systems globally.
Key Attributes and experience:
Demonstrable leadership experience, preferably within a large organisational setting dealing with large, complex, bids and programmes.
Proven track record of delivering profitable business growth.
Demonstrable previous sales experience (deploying Shipley methodologies or similar) or previous senior position within Defence Sector held, with direct experience of UK MoD’s organisational structure, defence procurement, programme and/or commercial activities, including export processes. Knowledge of international defence procurement practices would be an additional benefit.
Resilient, bold and ambitious – confident in challenging ‘the norm’ and driving continuous improvement.
Embraces change – enjoys working in fast paced and dynamic environments.
An excellent communicator, collaborator and motivator who can clearly articulate their strategic vision and their own compelling win strategies across a large cross-functional and international team at all levels in all forms.
Proven ability to self-network (internally and externally) and consistently win new business.
Thrives when challenged, consistently meeting or exceeding targets.
Regularly invites feedback and acts on it.
Prioritises self-learning and development – leads by example.
UKEO (UK Eyes Only)
Due to the nature of the work that we do at Thales, many of our roles are subject to security restrictions. This role requires you to be a UK National and achieve Security Clearance (SC) without any caveats. It would be advantageous if currently held, however, if not currently held, it is a requirement that the successful applicant undergo, achieve, and maintain SC Clearance prior to commencing employment. If approved by the MOD, a dual national from a Non-ITAR country may be considered. 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 security clearance please follow this link -
https://www.gov.uk/government/publications/united-kingdom-security-vetting-clearance-levels/national-security-vetting-clearance-levels
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At Thales, we ensure equal opportunities, pay and working conditions for all. The benefits we offer include private medical insurance, buying or selling annual leave, cycle to work schemes, employee discounts, paid volunteering day, stocks and shares, annual bonus and much more depending on the role. Read more about our benefits here.
We are committed to creating a workplace where everyone feels valued for who they are and the unique strengths they bring. Discover more about our programmes, employee networks, wellbeing policies, and inclusive features here.
If this role isn’t quite right for you, we encourage you to join our talent community where your details will be shared with our recruitment teams for other potential opportunities. Join the Talent Community here.
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