Sales Manager - Optronics & Missile Electronics, Sea Sector

Thales; Glasgow; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Private medical insurance

Buying or selling annual leave

Cycle to work scheme

Employee discounts

Paid volunteering day

Stocks and shares

Annual bonus

Job summary

Thales in Glasgow is seeking an ambitious Sales Manager for the OME Sea Sector to develop and convert a robust pipeline across UK and international markets, building relationships with customers, prime contractors and internal teams.

You will lead cross-functional bid and capture activities, shape winning strategies, and drive profitable growth while spending 50–60% of time on travel; hybrid role with regular on-site collaboration.

Qualifications

• Experience in sales, business development, capture management or commercial leadership within the defence sector.
• Proven track record of winning business and delivering sustainable growth.
• Strong relationship-building and networking skills with credibility.
• Knowledge of major defence prime contractors and defence supply chains.
• Strong commercial acumen balancing customer needs with business objectives.
• Ability to lead, motivate and influence cross-functional teams.
• Excellent communication, presentation and stakeholder management.
• Proactive, resilient and positive attitude; ownership mindset.
• Drive to learn and stay connected to market trends.

Responsibilities

• Developing and delivering a robust pipeline of new business opportunities.
• Building relationships with customers, major prime contractors and key stakeholders across the defence community.
• Identifying, qualifying and pursuing opportunities that support strategic growth objectives.
• Developing compelling capture and win strategies to secure new business.
• Leading and influencing cross-functional teams throughout the sales and bid process.
• Working closely with Product Line, Strategy, Marketing and Operational teams to develop customer-focused solutions.
• Managing key customer accounts and supporting long-term relationship growth.
• Representing the business at customer meetings, industry events, exhibitions and conferences.
• Contributing to strategic planning, market analysis and future growth initiatives.

Skills

Sales

Relationship building

Strategic thinking

Stakeholder management

Communication

Tools

Shipley bid methodology

Job description

Location: Glasgow, United Kingdom

Thales is a global technology leader with more than 83,000 employees on five continents. With over 7,500 people in the UK, operating across defence, space, aerospace, and digital security, we help build a future we can all trust. Thales supports the security and stability of our nation by providing extraordinary technology to our customers, as well as delivering social value to the UK with our products and services.

Optronics & Missile Electronics (OME) Sales Manager - Sea Sector

Location: Glasgow (preferred) or Reading. While this is a hybrid role, successful candidates will spend regular time on-site to build strong relationships and collaborate with colleagues and stakeholders. We will also consider candidates based elsewhere in the UK who can commit to regular travel and maintaining a strong presence within the team. UK and international travel (approximately 50-60%) is required.

Shape the Future of Naval Defence

We're looking for a driven and commercially minded Sales Manager to help grow our Optronics & Missile Electronics (OME) business within the Sea Sector. This is an exciting opportunity for a defence sales, business development, commercial or programme professional who thrives on building relationships, identifying opportunities and turning them into long-term business success.

You'll join an experienced and ambitious team, working with cutting-edge technologies and a globally recognised portfolio of naval defence solutions. Our heritage includes delivering every sighting solution (Periscope and Optronics Mast) to the Royal Navy, alongside supporting customers around the world with advanced maritime capabilities.

The Opportunity

As Sales Manager, you'll be responsible for developing and converting a strong pipeline of opportunities across our Sea Sector portfolio. You'll work closely with customers, industry partners, major prime contractors and internal stakeholders to identify opportunities, shape winning strategies and secure profitable growth. A key focus of the role will be building and strengthening industry relationships, expanding our market presence and helping position the business for future success in both UK and international markets. We're looking for someone who can quickly establish credibility, build networks and bring energy, drive and commercial focus to a growing business.

What You'll Be Doing

• Developing and delivering a robust pipeline of new business opportunities.
• Building relationships with customers, major prime contractors and key stakeholders across the defence community.
• Identifying, qualifying and pursuing opportunities that support strategic growth objectives.
• Developing compelling capture and win strategies to secure new business.
• Leading and influencing cross-functional teams throughout the sales and bid process.
• Working closely with Product Line, Strategy, Marketing and Operational teams to develop customer-focused solutions.
• Managing key customer accounts and supporting long-term relationship growth.
• Representing the business at customer meetings, industry events, exhibitions and conferences.
• Contributing to strategic planning, market analysis and future growth initiatives.

About You

You're a motivated, relationship-focused professional with a strong commercial mindset and a track record of delivering results. You enjoy working at pace, building networks, influencing stakeholders and creating opportunities. You are equally comfortable developing strategy, engaging senior customers and rolling up your sleeves to support the wider team when needed.

We're particularly interested in candidates who have:

• Experience in sales, business development, capture management or commercial leadership within the defence sector.
• A proven track record of winning business and delivering sustainable growth.
• Strong relationship-building and networking skills, with the ability to quickly establish credibility and identify opportunities.
• Knowledge of, or experience working with, major defence prime contractors and defence supply chains.
• Strong commercial and business acumen, with the ability to balance customer needs and business objectives.
• The ability to lead, motivate and influence cross-functional teams.
• Excellent communication, presentation and stakeholder management skills.
• A proactive, resilient and positive attitude, with a willingness to take ownership and make things happen.
• The drive to continuously learn, develop and stay connected to market trends.

It would be beneficial if you also have:

• Knowledge of UK MOD procurement and commercial processes.
• Experience of complex defence sales, capture management or bid leadership.
• Understanding of export or international defence programmes.
• Experience of structured bid methodologies such as Shipley.

Why Join Us?

This is an opportunity to join a growing business at the forefront of defence technology, where you'll have the autonomy to build relationships, shape opportunities and directly influence future growth. You'll work alongside highly experienced colleagues, engage with leading defence organisations and play a key role in delivering capabilities that matter.

UKEO (UK Eyes Only)

Due to the nature of the work that we do at Thales, many of our roles are subject to security restrictions. This role requires you to be a UK National and achieve Security Clearance (SC) without any caveats. It would be advantageous if currently held, however, if not currently held, it is a requirement that the successful applicant undergo, achieve, and maintain SC Clearance prior to commencing employment. If approved by the MOD, a dual national from a Non-ITAR country may be considered. Please visit the UKSV website for further guidance.

To be eligible for full SC, you generally need to have resided in the UK for the last 5 years. In some circumstances, a minimum of 3 years’ residence in the UK over the last 5 years may be accepted, with additional overseas checks.

For further details of the evidence required to apply for security clearance please follow this link - https://www.gov.uk/government/publications/united-kingdom-security-vetting-clearance-levels/national-security-vetting-clearance-levels

At Thales, we ensure equal opportunities, pay and working conditions for all. The benefits we offer include private medical insurance, buying or selling annual leave, cycle to work schemes, employee discounts, paid volunteering day, stocks and shares, annual bonus and much more depending on the role. Read more about our benefits here.

We are committed to creating a workplace where everyone feels valued for who they are and the unique strengths they bring. Discover more about our programmes, employee networks, wellbeing policies, and inclusive features here.

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