Sales Manager

Thales; Queenstown; On-site; NZD 150,000 - 230,000; Full time

Job summary

Thales is seeking a senior sales professional to lead identity and biometrics solutions for key government accounts. You will drive prospecting, promotion, and closure of opportunities, acting as the main interface across business units to ensure customer needs are met and resources are allocated appropriately.

Responsibilities include coordinating with Bid Managers on tender responses and maintaining strategic relationships with decision-makers to expand IBS opportunities, while delivering

Qualifications

• Engineering or Business school diploma or post-graduate degree.
• Proven track records in winning large scale Government projects.
• A minimum of 10 years experience in solutions selling and large account management, ideally in biometrics-related projects / ID & Passport / Border Management / Law Enforcement / Digital Transformation

Responsibilities

• In charge of prospecting, promoting and selling identity and biometrics related solutions (IBS) to customers.
• Be the primary sales interface for the assigned accounts and ensure customer satisfaction.
• Interface with resources to address customer needs and allocate appropriate resources.
• Collaborate with Bid Manager to set up tender response strategies and deliverables.

Skills

Solution sales

Public sector knowledge

Negotiation

Communication

Business analysis

Microsoft Office

Biometrics market knowledge

Strategic planning

Education

Engineering or Business diploma

Tools

Bid management

Job description

Roles & Responsibilities

Customer focus

• In charge of prospecting, promoting and selling identity and biometrics related solutions (IBS) to customers in Philippines
• Be the primary sales interface for the assigned accounts, including business and administrative coverage
• Interface with various resources within the Business Units to ensure the customer needs are fully addressed and that appropriate resources are allocated in due time to the account
• Ensure the overall customer satisfaction. Build and follow the relevant recovery plans
• Ensure consistency between the different local commercial approaches on IBS’s level in order to achieve both short to long term business results
• Establish high-level strategic relationships with the accounts. Identify main contacts and decision makers. Facilitate the creation of relevant relationships for the appropriate IBS resources.
• Create and implement a follow up process in order to monitor the customer actions.

Accounts acquisition

• Collaborate closely with Bid Manager to set up tender response strategies and Bid process deliverables. Coordinate and manage tenders answer when a Bid manager hasn’t been appointed.
• Be accountable for all named accounts revenue streams
• Provide the accounts with product evolution inputs and roadmap definition

Accounts management

• Follow the project implementations, set up a crisis management plan if necessary
• Ensure that relevant Market information are communicated internally in IBS

Business development

• Develop, propose and implement strategic planning for each country/account, in line with IBS’s sales strategy
• Identify new opportunities and position IBS as a key partner within the accounts
• Improve IBS’s offering by creating values and information sharing processes for efficient exchange of information about customers, competitors and industry
• Create technical and sales synergies with third parties to enlarge the sales opportunities scope at the customers’

Requirements

Education

• Engineering or Business school diploma or post-graduate degree

Experience Level

• Proven track records in winning large scale Government projects
• A minimum of 10 years experience in solutions selling and large account management, ideally in the Biometrics-related projects / ID & Passport / Border Management / Law Enforcement / Digital Transformation

Competencies

Technical/functional Skills

• Strong solution sales skills
• Strong understanding of the Public Sector
• Good business analysis and mid-term vision
• Good communication skills
• Negotiation skills
• Knowledge of High-Tech market: Biometrics, IT system, smart card and document security
• Marketing analysis skills
• Good knowledge of Microsoft Office package