Sales Manager Defence (Open also to Protected Categories - Law 68.99)

Location: Roma, Italy

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.

Roma hosts the commercial offices to be close to Costumer and Public Administration.

JOB OBJECTIVE: 

The Sales Manager works closely to the Sales Director and reports to him.

He/she will join the Sales department, being in charge of the Business Development and Sales to assure the aimed Order Intakes with the associated Gross Margin.

The Sales Manager will be accountable for:

• Keep relationship with Domestic Customer both from Public and Private areas with a specific focus on Defense sector;
• Make all pre-sales activities (promoting Thales solutions in the Defense sector, identifying and qualifying the opportunities) in close relationship with the Defense KAM organization;
• Be the leader of a pluri-disciplinary Capture team defined and aimed to pursuit specific business opportunities;
• He/she shall produce, deliver, and negotiate Thales offers till contract signature;
• Closely track opportunity target in close collaboration with the partner network;
• Ultimately take profitable orders within his area in compliance with Law and Thales processes and regulation;
• Perform internal commercial reporting;
• Provide internal marketing support (collecting market needs, trends, competitor information).

KEY RESPONSIBILITIES

The Sales Manager key responsibilities will include:

• Capacity to familiarize quickly with the Thales portfolio of solution;
• Identify and grow opportunities within the area of responsibility;
• Manage selected opportunities;
• Manage customer relations in own area of activity with the aim of increasing order intake (OI) in the short to medium term;
• Assure the OI aimed to be booked within the year end;
• Sales Operations and Support;
• Forecasting, analysing, reporting and coordinating bids and reviews;
• Participate and facilitate business winning reviews;
• Support marketing activities participating to trade shows, seminar & conferences.

SKILLS, EXPERIENCE AND QUALIFICATIONS

• A minimum 3 years of experience in complex business with Italian MOD (Direct customer). A developed Network in DAT, Teledife and Stato Maggiore is a plus;
• Familiarity with MoD needs and requirements;
• Understanding of Italian MOD procurement processes and budget allocation.

QUALIFICATION & EDUCATIONAL REQUIREMENTS

• Preference for a Graduate in Economics, Engineering or Computer Sciences. Other types of University degrees will be considered if overall profile is pertinent to the position;
• Fluent verbal and written communication skills in English, French language is a plus;
• Able to effectively achieve objectives with teamwork.

PREFERRED SKILLS

• Strong desire to capture new business;
• Strong capacity to develop and maintain professional networks
• Can do” mindset;
• High communication skills – must understand “what needs to be presented” to the interface;
• Strong sensitivity to Customer needs (capacity to listen, interpret, stimulate in order to identify and qualify customer challenges);
• Fantasy and flexibility in addressing opportunities and challenges;
• Capable of performing through teaming;
• High Knowledge of business on contract practice at international level;
• Teamwork - Connected to the business, communicates openly, shares information and knowledge;
• High capacity of networking, both internally than externally, persuading rather than pushing
• Microsoft office tools (Word, Excel, Outlook, PowerPoint, Visio…)

At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now!