Thales people architect solutions that enable two-thirds of planes to take off and land safely. We create in-flight entertainment systems that engross 50 million fliers every year and we develop the avionics that control the world’s largest commercial aircrafts. Our simulators train the next generation of pilots for fighter jets, transporters and search and rescue helicopters. And, together, each and every member of our aerospace team makes a difference.Knowing what Thales does today, means asking where technology is taking us tomorrow. We are creating the waves of digital transformation that will cary our customers into the future. Where these transformations intersect and interfere is where the most interesting and innovative tomorrows are being built. Thales operates at the intersection of these technologies to find every tomorrow.
Director of Sales & Business Development/General Manager
Anywhere US (Remote)
Position Summary
Thales is looking for a Director of Sales & Business Development (BD)/General Manager (GM) to lead the business development activities, commercial negotiations and sales of products or systems to existing and potential customers.
The Director of Sales & Business Development – FLX USA’s main roles will be to maximize the order intake and gross margins with current account and to develop new accounts. You will manage all activities related to assigned accounts and BD objectives and be the voice of customer at Thales. You will ensure that customer requests are fulfilled in a timely manner and that proposals are aligned with the customer’s request. You will also be responsible to support product policy and strategy to develop new offers by feeding them with intelligence and customer requirements and market trends.
In this position, you will also work as a General Manager of Thales USA – FLX is responsible for all aspects link to managing FLX USA: P&L, strategy, vision, people, program execution and delivery to customer.
Key Areas of Responsibility
Develop the overall avionics business development strategy, as well as internal and external partnerships in strong coordination with the FLX strategy team and in conjunction with the other stakeholders such as TVI, AGS, AEC and other Thales entities; the first step of FLX strategy in the US being essentially military, a strong US military acumen is required; Build and share vision: context, stakes, challenges, market evolution (including Services and digital Business), objectives, projects in progress, prospects, etc; Analyze the accessible and non-accessible market, customer needs and developments, budgeted investment programs, competition (strategy, products); Prepare & schedule roadmaps: Market share, allocated resources (strategic workforce planning, budget, anticipating risk analysis, alternative scenario, tools, etc.); Generate sufficient Order Intakes in the short - medium term to establish an autonomous P&L in the US, initially balanced, progressively more profitable by including more local content be held accountable to the committed budget; Collaborate with all internal participants necessary to support capture efforts.
Develop Customer-Oriented Business by; ensuring the industry OEMs, US military services (USAF, USA, USMC, USN), other government customers and associated industry partners are familiar with Thales’ capabilities in the areas of avionics; Establish and Develop High level trust-based relationships with his/her Key customers to improve the Capture rate; Anticipate and manage the requirements of existing and potential customers & communicate customer requirements and product direction towards the development and roadmap of new products (to facilitate the Product Policy); Find new opportunities, promote and sell products and systems; Build and review business case for relevant opportunities; Address RFPs, DCRs, replacement of obsolete systems, etc.; Coordinate the propositions, negotiate and assist in the realization of the programs.
Present executive level presentations to customers, partners and high ranking military leadership; Develop and execute formal capture plans as part of cross functional team, and monitor competitor activity for each capture, move opportunities through the business development and proposal processes; Develop and foster cooperation with other GBUs/ BLs/Countries/SAM/KAM; Work closely with Value & Bid and Capture functions to address to an opportunity, in order to deliver High-level Value propositions and winning Bids.
Sales People Engagement: Manage performance - including poor performance - with established guiding sales organizational principles across sales channels, markets and Countries; Select, recruit sales team members, propose allocation of resources; 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, etc.; Implement efficient tools, methods and behaviors targeting high levels of professionalism and efficiency.
Manage Risk Taking & Foster Entrepreneurship: Mitigate the risks using appropriate lessons learnt from successes and failures; Encourage digital, disruptive or innovative offers. KPI management; OI/GMOI/Revenue/Cash in the countries; OI in 5 years period & GMOI/ Profitable long term sales; Sales execution plan: accepted or not; Grow pipeline market share; Number of new customers per year/ Number of customers visits.
General Manager of Thales USA (FLX)- Defines and proposes a strategy; Collaborates in a multi-dimensional environment and takes a lead role to forge consensus on approaches of business tactics and activities that will support the Domain, GBU, BL, and / or Country longer-term objectives. Participates in establishing the budget for his/her Domain and monitoring implementation thereof. In collaboration with the Country and Business Line Directors must forge consensus with internal stakeholders to secure correct investment and divestiture agreements, talent management and succession management agreements, and targeted marketing commitments; Supervises local and direct to global OEMs bids and projects; Optimises operations through utilization of such structures as shared services and/ or site consolidations; Develops human capital and optimizes industrial and product development resources; Monitors and develops programs with a view to ensuring customer satisfaction throughout the bid or project life cycle; Contributes to the SITCOM process with respect to relevant commercial data and takes part in the decisions that are made within this process. KPI Management.
Minimum Qualifications
Bachelor’s Degree in Commerce, Engineering or in an appropriate discipline required.
10 years of relevant experience in the aerospace industry; Experience in competitive business capture, strategy development, corporate teaming, proposal development, program execution, technical solutions.
Military/aerospace program management; A strong US military acumen and strong network of contacts in the US Defense Industry (US DoD, OEMs, prime integrators, etc.).
Familiarity with the acquisition organizations of the associated services; Business development experience & customer oriented: ability to listen to the customer and propose new and innovative business solutions.
Working knowledge of complex avionics and aircraft systems.
Excellent ability to work in a team, strong interpersonal skills, leadership and professional presentation skills; Capacity to work in an international and multicultural environment; Experience in negotiation.
If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community!
Special Position Requirements
Schedule: Core Business Hours Monday-Friday and will occasionally involve working some Saturdays and Sundays.
Physical Environment: Thales has multiple offices in USA and candidate will be allowed to work from any of them if needed; Remote work is allowed with travels to Thales sites when necessary.
Physical Demands: Ability to travel most of the time to meet customers, primarily within US; Occasional travel internationally (mainly to France, UK & Canada); Headquarter office is located in Arlington, VA (Thales USA Headquarter); Engineering activities will take place in Aurora, IL.
Travel: Up to 50%.
Regulatory Compliance Requirements: U.S. Citizenship required. Applicants selected may be subject to a government security investigation and must meet eligibility requirements for access to classified information.
What We Offer
The anticipated TTC range for this role is $134,953.92 - $314,892.48 USD Annual. The Company reserves the right to ultimately pay more or less than the posted range and offer additional benefits and other compensation, depending on circumstances not related to an applicant’s status protected by local, state, or federal law.
Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including the following:
Elective Health and Dental plans.
Retirement Savings Plan with a company contribution and a match, and without vesting period.
Company paid holidays, vacation days, and paid sick leave.
Company provided Life Insurance.
Why Join Us?
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This position will require successfully completing a post-offer background check. Qualified candidates with (a) criminal history will be considered and are not automatically disqualified, consistent with federal law, state law, and local ordinances.
Successful applicant must comply with federal contractor vaccine mandate requirements.
Thales champions inclusion and we believe diversity strengthens the fabric of our culture. We are an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.
If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at talentacquisition@us.thalesgroup.com.
