In fast changing markets, customers worldwide rely on Thales. Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other. In aerospace, transportation, defence, security and space, our architects design innovative solutions that make our tomorrow’s possible.
Mission & Responsibilities
BUILD THE COUNTRY GROWTH STRATEGY
* Develop a deep understanding of the market landscape, including market dynamics, emerging trends, digital transformation, services evolution, competitive positioning, current business footprint, ongoing projects, challenges, and growth opportunities.
* Define and communicate a compelling strategic vision that reinforces Thales’ leadership position within the country, establishing clear business objectives and long‑term growth ambitions.
* Design, implement, and monitor the country growth plan, including market share targets, strategic workforce planning, budget allocation, risk anticipation, scenario planning, and deployment of the appropriate business tools and resources.
* Establish clear priorities and strategic focus areas for the team, ensuring alignment with business objectives and measurable outcomes.
* Lead periodic business reviews focused on Order Intake (OI), revenue performance, pipeline evolution, opportunity coordination, and action plans with clear ownership and accountability.
PUT THE CUSTOMER FIRST
* Capture, analyze, and translate customer insights into actionable strategies that strengthen Thales’ market leadership and customer intimacy.
* Foster strong collaboration across Thales entities and functions to promote a unified “One Thales” approach and maximize business value.
* Lead the development and execution of ambitious strategic and key account plans focused on sustainable growth and customer success.
* Partner closely with Value & Bid and Capture teams to shape opportunities, build differentiated value propositions, and secure winning bids while coordinating with Legal, Finance, and other Group functions.
* Act as the primary representative of the Thales Group for strategic accounts, orchestrating a seamless end‑to‑end customer experience across all touchpoints.
* Build and maintain trusted executive‑level relationships with key customers to strengthen engagement, improve capture rates, and support long‑term partnerships.
* Anticipate and lead complex negotiations, including strategic partnerships and high‑value commercial agreements.
ENGAGE & DEVELOP SALES TEAMS
* Build and sustain a high‑performance sales culture driven by accountability, collaboration, customer focus, and business growth.
* Optimize team effectiveness and sales engagement to consistently deliver customer satisfaction and operational excellence.
* Drive sales performance management through clear organizational principles, measurable KPIs, and continuous performance monitoring across markets and channels.
* Provide strong leadership in deploying best sales practices, including value‑based selling, Black Hat reviews, and Price‑to‑Win strategies.
* Coach, mentor, and develop team members through continuous feedback and leadership by example, fostering professional growth and high engagement.
* Champion diversity, equity, and inclusion by creating an empowering and collaborative work environment.
* Lead recruitment, talent selection, and resource allocation decisions to ensure the organization is equipped for future growth.
MANAGE RISK & FOSTER ENTREPRENEURSHIP
* Drive value creation for both customers and Thales through strategic partnerships and customer‑centric business development.
* Promote innovation, digital transformation, and disruptive solutions that strengthen competitiveness and market differentiation.
* Anticipate and mitigate risks by leveraging lessons learned, best practices, and proactive decision‑making.
DECISION OWNERSHIP & KEY DELIVERABLES
Decisions Owned
* Sales organization structure, including recruitment, development, and objective setting for sales team members.
* Resource allocation decisions across Gate 0, Gate 1, and Gate 2 opportunities.
* Winning price strategy and commercial positioning.
* Bid / No‑Bid decisions at country level.
Key Deliverables
* Country Order Intake (OI) forecast.
* Strategic, key, and selected segment account plans aligned with growth objectives.
KEY INTERACTIONS
* Sales Teams
* Sales Operations
* Value & Bid Teams
* Account Teams
* Business Line Managers
* Finance
* Quality & Customer Satisfaction
* Legal
Skills & Experience Required
* Proven experience building and leading high‑performance sales organizations.
* Strong expertise in managing sales operations within complex and evolving markets.
* Excellent analytical capabilities to identify emerging growth opportunities and market trends.
* Entrepreneurial mindset with a strong results‑oriented approach.
* Deep understanding of customer segments and strategic account management.
* Strong commitment to diversity, inclusion, and people development.
* Exceptional communication, negotiation, relationship‑building, and executive influencing skills.
* Demonstrated leadership in coaching, mentoring, and developing high‑performing teams.
KEY PERFORMANCE INDICATORS (KPIs)
* Mid‑term OI & GMOI growth (3–5 years) aligned with account strategies and business plans.
* Profitable OI achievement for the fiscal year.
* Customer satisfaction and loyalty improvement.
* Employee engagement and team development.
* Sales expense ratio optimization.
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.
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