Regional Sales Manager
7 mesi fa
Location: Gorgonzola, Italy
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.
Cloud Protection & Licensing - Today's businesses depend on the cloud, data and software in order to make decisive decisions. That's why the most respected brands and largest organizations in the world trust Thales to help them protect and secure access their most sensitive information and software wherever it is created, shared or stored - from the cloud and data centers to devices and across networks. Our solutions enable organizations to move to the cloud securely, achieve compliance with confidence, and enable trust in digital and software services used by billions of consumers every day.
The owner of the role is responsible for building financial and commercial offers.
The owner completes orders to close deals.
MISSIONS & RESPONSIBILITIES
- Promotes and sells a dedicated portfolio for potential opportunities
- Takes in orders (sales function), through actions ranging from pre-sales in cooperation with the KAMs/CDs and Business Development teams, up to the end stages of sales finalization;
- In charge of summarizing and monitoring sales forecasts;
- Promotes and sells a dedicated portfolio. Manages the overall sale process including, change requests and partners;
- Runs sales teams and ensures that the necessary interaction takes place with the Countries, in particular through Opportunity pipeline Reviews, Sitcom meetings and Business Forums;
- Supports the definition of the sales strategy for a project or, more broadly speaking, the sales approach in relation to a specific customer, working in conjunction with the KAM or CD;
- Ensures customer satisfaction in cooperation with the KAM, through appropriate initiatives, addressing problems and complaints on a case-by-case basis;
- Captures information on aspects such as risks & opportunities, marketing and sales to share in the Unit ( incl. with Bid/project teams), develops awareness of customer environment
- Manages the team including the ability to anticipate forecast.
- Able to successfully negotiate the terms of an agreement and close sales in line with expectations
DECISIONS OWNED / KEY DELIVERABLES
- Mandate of the gate (=head of sales, decision co-owned)
- OI target proposal
- Gate 1 (When no CL)
- Executive Summary
- Commercial strategy
KEY INTERACTIONS
- Account Team
- Bids and Capture teams
- Sales Operations
- Finance
- Quality & Customer Satisfaction
- Legal
- BL Stakeholders
SKILLS & EXPERIENCE REQUIRED
- Listening, empathy
- Ability to adapt the offer to customer needs
- Resilience
- Negotiation
- Closing skills
KPIs
- OI
- GMOI & AGM
- Pipeline accuracy
- Pipeline growth on sales perimeter (BD KPI as well)
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