Senior Regional Sales Manager

Location: Dubai, United Arab Emirates

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.

Thales has built a presence in the United Arab Emirates for over 35 years, and today has over 300 employees. Thales in the UAE is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Together we delivered technology for the Dubai metro, the longest driverless metro network in the world and a fare collection system that processes up to 250,000 transactions per day. We make UAE a safer place by providing secure electronic payment solutions, cyber security systems and communications as well as security systems for Dubai International Airport and air traffic management and navigation systems for Abu Dhabi’s airport.

JOB OBJECTIVE:

• Evolve in the highly competitive Civil Aviation market of Middle East, Africa and Turkey.
• The main responsibilities of the Senior Regional Sales Manager lie in capturing, negotiating and signing new maintenance service agreements for avionics and IFE Thales solutions. Action takes place in the sale of the aftersales services from the early stages of lobbying and presentations/discussions with customer, to request for proposal, and until the service end of life. It covers Thales avionics and IFE product and associated services (Line maintenance, repairs, distribution, inventory access, etc.).
• The focal point for a group of airlines located in the region, to represent Thales AGS, thanks to very close contacts and regular visits and meetings with all customers in the area ; he/she reports to the Area Director.
• Responsible for achieving, or exceeding, the yearly financial objectives (order booking, sales, gross margin) for AGS in the region. Customers include airlines operating Air Transport, Regional and Business Jet aircraft, as well as third party customers (MROs, shop, broker).
• Contribute to the growth of the market share in the region of his/her responsibility, through the offering of new products and services, and through innovative solutions generating additional revenues for the Business Segment.
• Set up and drives the commercial strategy dedicated to his/her customer portfolio.
• Accountable for the customer satisfaction of his/her accounts.
• The product portfolio covers all AGS products and services (Maintenance contracts, linefit, retrofit, spares, services, business development).
• The RSM will be dedicated to one of the major airlines of the region, a critical account for the AGS MEA Region as well as for Thales Avionics in general.
• Due to the Customer interface role, the RSM is required to travel extensively.
  
  
  

ROLES & RESPONSIBILITIES:

• Define the appropriate successful capture plan with the help of the capture team and under the guidance of AGS Senior Management and in collaboration with DGDI.
• Lead and manage the capture team to define and execute winning strategy.
• Monitor and tune the implementation of the capture strategy alongside the capture phase and align the actors inside and outside Thales (including partners / contractors / suppliers).
• As capture leader, apply and drive the appropriate Bid process with the support of the Bid manager and the bid team. As such, leads the preparation of the gate reviews to obtain BL and GBU leadership approvals.
• Write, release and defend offers with the support the capture team
• Finalize and sign the best contract for both parties in accordance with the negotiation mandate provided by Senior management
• Coordinate with marketing and business development teams all actions of promotion of AGS services services to his/her customers.
• Identify key customer relationships and implements a policy to build positive and beneficial relationships (lobbying plans).
• Make regular reports to the organization.
• Use and maintain up-to-date his/her inputs in the sales opportunity tool (CRM).
• Identify opportunities and areas of growth in his/her region.
• Contribute to MYB and budget forecasting exercices by building his/her own forecast on his/her customer portfolio.
• Responsible for the establishment of the yearly pricing policy of his/her Customer portfolio; builds associated customer specific price catalogues.
  
  
  

Work Experience Requirements

• Minimum 10 years professional experience, preferably in Aerospace Industry, or in Thales
  
  
  

Qualification, Certification & Educational Requirements

• Engineering or Business Administration degree or equivalent.
• Fluency in English.
• Fluency in Arabic and/or French would be an advantage
  
  
  

Preferred Skills

• Solid understanding of the customer's business (expectations and stakes).
• Excellent communication, active listening, marketing, selling and negotiation skills are essential for the role.
• Ability to work in a team is a pre-requisite.
• Leadership/ Ability to reassess its strategy (strategic thinking), to shape solutions out of complexity, to deal with uncertainty.
• Financial basics, ability to organize data, deal with analytics.
• Risks & opportunities identification.
• Ability to manage and influence a complex network of stakeholders.
  
  
  

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!