Location: Maynila, Philippines

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Thales has been present in the Philippines since 2002, and continues to support the country’s big ambitions in the aerospace, defence and digital security sectors. As a committed partner to the country, Thales works closely with key Filipino partners in the areas of digital identity and security, air traffic management and defence, where its technologies and services supplied Digital Identity & Security business lie at the heart of modern life, from payment to enterprise security and the internet of things. Thales employs a workforce of close to 200 employees in the Philippines, across two facilities in Manila and Laguna.

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 objectivesOrganize 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 bid.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 rateAnticipate complex negotiation closing including partnershipsCoordinate 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 countriesCoordinate team efficiency and involvement of sales teams to ensure quality deliveriesProvide 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 offersAct as a role model for coaching teams, helping team members find their wayPromote diversity and create an inclusive environmentSelect, recruit sales team members, propose allocation of resources

MANAGE RISK TAKING & FOSTER ENTREPRENEURSHIP

Mitigate the risks using appropriate lessons learnt from successes and failuresEncourage digital, disruptive or innovative offers

DECISIONS OWNED / KEY DELIVERABLES DECISIONS OWNED
 

Sales organization : selection and development of Sales profiles & objectives of each sales team memberAllocation of resources on Gate 0, 1, 2Winning priceBid/no Bid at BL levelEnsure 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 implementationDevelop and implement the MYB5 years SITCOM

KEY INTERACTIONS

This role will collaborate with Sales Team, Sales Operations, Value & Bid, Account Teams, BL Managers, Finance, Quality & Customer Satisfaction and Legal

SKILLS & EXPERIENCE REQUIRED

High quality decisions in customer industryExpert in analytics and sales automation tools (sales analytics, sales tracking, reporting, performance…) and problem-solving skillsManages risk taking & fosters entrepreneurshipLeadership/ Ability to reassess strategy (strategic thinking)Promotes diversity and creates an inclusive environmentStrong communication skills, partner relationship skills, and team leadership skills

KPIs

OI/GMOI/ Revenue/Cash in his/her perimeter by portfolio/region/CountriesOI in current year  * GMOIOI in 5 years period * GMOI/ Profitable long term salesSales execution plan : accepted or notChange = time spend by Sales teams with customerGrow pipeline market shareNumber of new customers per year/ Number of customers visits

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!