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Regional Sales Manager

2 weeks ago

Changi, Singapore Thales Full time

Location: Singapore, Singapore

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Thales established its presence in Singapore in 1973 to support the expansion of aerospace-related activities in the Asia-Pacific region. Throughout the last four decades, the company grew from strength to strength and is today involved in the primary businesses of Aerospace (including Air Traffic Management), Defence & Security, Ground Transportation and Digital Identity & Security. Thales today employs over 2,100 people in Singapore across all its business areas.

**Responsibilities**:
**Customer focus**
- In charge of prospecting, promoting and selling identity and biometrics related solutions to customers
- 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 DIS’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 DIS 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 DIS

**Business development**
- Develop, propose and implement strategic planning for each country/account, in line with DIS’s sales strategy
- Identify new opportunities and position DIS as a key partner within the accounts
- Improve DIS’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**:

- Engineering or Business school diploma or undergraduate degree
- A minimum of 10-year experience in solutions selling and large account management, ideally in the ID & Passport / Law Enforcement / Border Management / Digital Transformation
- Strong solution sales skills
- Good business analysis and mid-term vision
- Good oral and written communication skills
- Negotiation skills
- Knowledge of High-Tech market: Smartcards, chips, PKI
- Marketing analysis skills
- Good understanding of the Public Sector
- Good knowledge of Microsoft Office package
- Customer/Business oriented
- Interpersonal skills
- Ability to create and maintain good relationships with top managers and government officials
- Diplomacy
- Organized
- Leadership
- Accountable