Job Description

Location: Singapore, Singapore
Thales is a global technology leader trusted by governments, institutions, and enterprises to tackle their most demanding challenges. From quantum applications and artificial intelligence to cybersecurity and 6G innovation, our solutions empower critical decisions rooted in human intelligence. Operating at the forefront of aerospace and space, cybersecurity and digital identity, we're driven by a mission to build a future we can all trust.


In Singapore, Thales has been a trusted partner since 1973, originally focused on aerospace activities in the Asia-Pacific region. With 2,000 employees across three local sites, we deliver cutting-edge solutions across aerospace (including air traffic management), defence and security, and digital identity and cybersecurity sectors. Together, we're shaping the future by enabling customers to make pivotal decisions that safeguard communities and power progress.
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 visit
At Thales, we're committed to fostering a workplace where respect, trust, collaboration, and passion drive everything we do. Here, you'll feel empowered to bring your best self, thrive in a supportive culture, and love the work you do. Join us, and be part of a team reimagining technology to create solutions that truly make a difference - for a safer, greener, and more inclusive world.