Director Naval Sales

Location: Ottawa, Canada

In fast changing markets, customers worldwide rely on Thales. Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other. In aerospace, transportation, defence, security and space, our architects design innovative solutions that make our tomorrow's possible.

For decades, Ottawa has been a global technology leader. Today, Canada's capital holds one of the brightest and most diverse technological ecosystems in North America. Voted as Canada's best place to live 2017 by Maclean's, Ottawa offers a low cost of living with a high quality of life. The Thales Ottawa office has been a major supplier and long-term trusted partner to DND, enabling the Canadian Armed Forces and the Canadian Coast Guard to achieve mission success.

This position is Ottawa Hybrid.

Director, Naval Sales

Position Summary

The Director, Naval Sales is responsible to identify and qualify defence naval business opportunities for Thales to pursue. This includes positioning the Thales solution with a strong value proposition in order to discriminate our offer as the best solution for the customer to consider. The Director, Naval Sales works in close collaboration with the extended capture team, industrial partners and supporting business line to maximize the success of the Thales offer. This role is also responsible to develop non-domain Business Line (BL) opportunities to grow the defence account. This requires a level of BL engagement that includes the development and defence of comprehensive business cases expected at the Director level, presented at the Business Line and Group Business Unit (GBU) level.

Key Areas of Responsibility

• Requirements - Plan and direct activities to identify and qualify business opportunities in the domestic defence and security markets, with a specific focus on Royal Canadian Navy programs and related joint programs (eg NORAD Modernization) that are aligned to DMS and SIX business segments. Meet sales goals for identified DMS and SIX opportunities, develop/execute sales plan and monitor performance to ensure that established targets are met and/or exceeded. Co-ordinates with respective domestic, GBU and BL export sales teams and product line managers as needed to develop the Thales Value Proposition and go to market strategy.

• Process - Working within the Manage Bid process, develop strategic alliances and partnerships as needed to achieve the Country Business Unit (CBU) business goals. Analyse and influence customer requirements, standards and specifications to effectively position Thales products and solutions. During the Request for Information (RFI) process, act as the Capture Leader, develop capture strategy, orient and organize the multi-BL bid team, assess make-team-buy and lead the proposal effort. During actual bidding process, support Capture Lead in the bid and proposal activities with specific focus on price to win, competitive analysis and industrial arrangements as required. Working within Product Policy and the Manage Bid processes, provides input for process improvements. Analyse and influence customer.

• Resources - Manage assigned resources to meet CBU business goals. These are Thales Canada Defence & Security (TCDS) matrix resources and potentially consultants supporting the early identification and capture of opportunities. Effectively manage assigned capture/bid budgets as allocated until assignment of capture leader.

• Development - Investigate new market opportunities and establish strategies to win. Prepare recommendations and contribute the discussion and negotiation on Teaming Agreements. The position is accountable for the quality of information and timing of the Opportunities review and Gate 0 presentations to the Senior Management Team at TCDS, TCAN and BL level. Champion and development of the Thales Value Proposition and the effective communication to our customers. Provide input to BL Product Line Managers as applicable to maintain product/service competitiveness. The position is accountable for the overall qualification of opportunities through to Gate 0, in order to meet established OI /GMOI targets per MYB and SITCOM.

• People Management - Provide direction to the activities of the Bids & Proposal department to ensure proposals meet customer requirements and maximize order opportunities.

Minimum Requirements

• Bachelor's degree or equivalent work experience. Preference given to Engineering or Applied Science in a related engineering field (computers, communications, software).
• Minimum of 5 years' experience in government sales in the defence industry with a proven track record. Minimum of 15 years' experience as a member of the CAF/RCN. Combination of operational experience, project management and capability development (eg experimentation).
• Excellent knowledge of Naval doctrine, tactics and equipment. Excellent knowledge of the Defence Acquisition process. Good knowledge of emerging technologies applicable to the Naval market
• Preference to established/trusted relationship with current customers.
• Motivated, open minded and innovative team player who can effectively work with the Thales team to secure new business.

What We Offer

• Thales provides an extensive benefits program for all full-time employees working 24 or more hours per week and their eligible dependents, including the following:
• Company paid Extended Health, Dental, HSA, Life, AD&D, Short-term Disability, Cancer Care Program, travel insurance, Employee Assistance Plan and Well-Being program.
• Retirement Savings Plans (RRSP, DCPP, TFSA) with a company contribution and a match to a DCPP, with no vesting period.
• Company paid holidays, vacation days, and paid sick leave.
• Voluntary Life, AD&D, Critical Illness, Long-Term Disability.
• Employee Discounts on home, auto, and gym membership.

Why Join Us?

Say HI and learn more about working at Thales click here.

(https://youtu.be/9aMF4NMhEJo)

#hybrid

#LI-KL1

Thales is an equal opportunity employer which values diversity and inclusivity in the workplace. Thales is committed to providing accommodations in all parts of the interview process. Applicants selected for an interview who require accommodation are asked to advise accordingly upon the invitation for an interview. We will work with you to meet your needs. All accommodation information provided will be treated as confidential and used only for the purpose of providing an accessible candidate experience.

This position requires direct or indirect access to hardware, software or technical information controlled under the Canadian Export Control List, the Canadian Controlled Goods Program, the Canadian Industrial Security Program, the US International Traffic in Arms Regulations (ITAR) and/or the US Export Administration Regulations (EAR). All applicants must be eligible or able to obtain authorization for such access including eligibility to the Canadian Controlled Goods Program and able to obtain a Canadian NATO Secret clearance.