Regional Trading Manager APU Product Line
Thales
Regional Sales Manager, APU Product Line
Orlando, FL (Hybrid)
Position Summary
Thales is seeking a Regional Sales Manager APU Product to drive sales growth and expand market share within the Auxiliary Power Unit product portfolio. This role involves developing and executing sales strategies, managing key customer relationships, and collaborating closely with marketing and service teams to meet revenue targets and customer satisfaction goals. You will coordinate Thales internal departmental activities with the objective of developing commercial and system solutions to meet and exceed Thales and customer expectations.
In this position, you will also develop sales strategies and facilitate the issuance of commercial proposals and associated quotes to the customer. The scope of the job includes both strategic and tactical elements to be developed and executed as well as ensuring prompts payments and making certain the customers are in good standing financially. There are four key elements to be successful in this position:
- Ensure a high degree of customer satisfaction within the assigned accounts, while ensuring the profitability of Thales.
- Growing the business portfolio by introducing and selling products and services into the market.
- Growing Aviation Global Services (AGS) market share by developing existing and new clients and winning sales campaigns. The position is directly responsible for APU Product for the assigned customer base.
- Propose ideas for Thales to develop new services and solutions through exploration of requirements with customers, and/or a deep understanding of their needs.
Key Areas of Responsibility
- Own overall customer satisfaction for the portfolio by proactively managing customer expectations, requirements, and contractual obligations. Lead strategic and consultative sales campaigns while balancing customer commitments with financial goals. Ensure positive customer rankings of Thales by following up on feedback and actions. Proactively identify, resolve, and escalate customer satisfaction issues promptly, driving their closure to enhance customer trust, satisfaction, and perceptions.
- Commercial Responsibilities – Oversee commercial matters for the assigned accounts and will be responsible for: Understanding existing and anticipated customer requirements and identify company products and services to fill such requirements. Monitor customer preferences to determine the focus of sales efforts; Develop and maintain contacts with customers; Manage account contracts and related margin performance; participate in financial planning and forecasting exercises (i.e. budgeting or MYB); Develop and manage the OI and Sales budget for assigned accounts. Present and defend budget to management; Update sales and forecast on a regular basis; Work closely with other customer-facing departments to ensure maximum upselling and increase profitability; Serve as lead negotiator during all sales campaigns; Utilize Salesforce to manage all customer engagement and support commercial activities; Help to improve current processes and increase sales efficiency.
- Customer Relationship – Development of strong and long-term business relationships; Develop long-term relationships at multiple levels, including executive level/ key influencer/decision makers at the customers to understand customer needs and deliverables; Lead regular meetings with customers to provide an overview of account activity and performance results, highlighting product or service improvement opportunities; Establish, update and present a Key Account Plan (KAP) for strategic accounts. KAP should provide Thales Senior Management with a good overview of the account; Lead the organizing and coordination of leadership meetings.
- Business Development/Growth – Help grow new business and services outside of the AGS traditional business lines; Establish, manage, and contribute to the realizations of Booking and Sales objectives; Act as the voice of the customer and region by ensuring that adaptations for the business are presented, reviewed, and implemented, as well as representing the customer perspective in the definition of new products and services; Grow Thales’ footprint within assigned accounts; Identify opportunities and make recommendations for strategic business development; Communicate with cross functional management and division leadership to ensure a clear understanding of customer position, opportunities and risks.
- Reporting and internal visibility – Represent Thales’ needs towards the customer and Customers’ interest in Thales. To ensure the level of satisfaction on both sides, he/she will be responsible for: Defining the expectations of the assigned accounts and ensuring the achievements of these expectations internally and externally; Manage, prioritize and align customer and Thales expectations; Escalate issues up functionally and cross functionally; Conduct regular internal KAP reviews with the regional team; Required to provide various sales reports including weekly reports, forecasts and account status; Understand competitive offerings and positions in the marketplace and provide market intelligence to forecast potential and future sales.
Minimum Qualifications
- Bachelor’s degree in a related field with 8-10 years of relevant work experience, or a master’s degree with 6+ years of relevant experience. Candidates without a degree may also be considered if they have a minimum of 10 years of relevant professional experience.
- 8+ years of experience in sales or business development, preferably within aerospace, power systems, or a related industry.
- Strong knowledge of Auxiliary Power Unit technology and market dynamics; Good understanding of company products and aerospace market.
- Ability to demonstrate a strong Marketing, Sales and/or Customer Service background while having specific experience in developing relationships at high levels and closing large transactions; Customer oriented Regional Sales Manager player; Must work well in developing relationships within large organizations; Able to understand and present technical, operational and cost components of the Thales Avionics product and service offering.
- Excellent written, communication, analytical and planning skills; Strong interpersonal skills, leadership characteristics and professional presentation skills; Proficient skill with Microsoft Word, Project, Excel, PowerPoint, and SAP; Power BI.
Applicants must be legally authorized to work in the United States for any employer at the time of hire. This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future.
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, Mon-Fri, 8am – 5pm; Flexibility for some weekends.
- Physical Environment: General office environment.
- Travel: This position may require domestic and international travel 20%.
- Regulatory Compliance Requirements: None.
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.We are an equal opportunity employer, including disability and veteran status. All qualified applicants will receive consideration for employment without regard to sex, 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.
The reference Total Target Compensation (TTC) market range for this position, inclusive of annual base salary and the variable compensation target, is between
Total Target Cash (TTC) 102,942.00 - 231,000.00 USD AnnualThis reflects how companies in a similar industry and geographic region generally pay for similar jobs. This range helps the Company make pay decisions as one data point among many. Where a position falls within this range is also dependent on other factors including – but not limited to – the employee’s career path history, competencies, skills and performance, as well as the company’s annual salary budget, the customer’s program requirements, and the company’s internal equity. Thales may offer additional benefits and other compensation, depending on circumstances not related to an applicant’s status protected by local, state, or federal law.
(For Internal candidate, if you need more information, please reach out to your HR Shared Service, 1st Point)
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, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance
•Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period
•Company paid holidays and Paid Time Off
•Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program
