Sales Operations
8 hours ago
Location: Jakarta, Indonesia
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.
Thales has been established in Indonesia for close to 40 years. Today Thales Indonesia employs 25 people and has successfully provided numerous solutions to Indonesia in both civil and defense sectors. The Group’s main business in Indonesia has historically been the defense domain, where Thales is a long-term provider of defense systems for the Indonesian Army and Navy. In these areas Thales has demonstrated a strong commitment to working collaboratively with the Indonesian government and partners with local stakeholders. In recent years there has been an increased interest in the Thales civil solutions especially in the field of transportation and air traffic control. With the growing attention to infrastructure development by the Indonesian government, Thales will have opportunities in the transportation and security domain.
MISSIONS & RESPONSIBILITIES
Sales Execution
- Builds order intake ambition
- Assigns order intake targets to accounts and sales resources
- Implements and coordinates sales forecasting, planning, and budgeting processes with Head of Sales and Account Managers
- Ensures the development of Account plans
- Maintains regular check-ins with BL Sales Managers to review closing plan (especially for Must Win opportunities)
- Supports Marketing in lead qualification and pipeline growth programs
- Supports the Sales & Operations planning process (workload capacity)
Reporting & Performance Analysis
- Provides order intake forecasts per GBU/BL (if in GBU) or per country/account (if in Destination)
- Performs recurring sales reporting (i.e. MOIR, BOR, OI Rally)
- Measures sales efficiency by monitoring win rate, profitability of order Intake (GMOI) and sales expense ratio (Revenue over JF02 function costs)
- Proposes assignment of sales awards to maximize order intake
Operations Management
- Continuously improves sales efficiency
- Drives the improvement of sales capabilities and performance of the accounts
- Proactively identifies CRM platform improvements
- Helps with the identification of sales talents and supports process
- Facilitates on-boarding of new sales resources
Data Stewardship
- Ensures customer data integrity
- Ensures that sales data for the opportunities & accounts is updated and accurate
KEY DELIVERABLES
- Delivery of sales execution plans
- Delivery of sales reports and performance analyses as required
- Data accuracy
KEY INTERACTIONS
- Head of Sales
- Sales Managers
- Account Managers
- Other members of the Account teams
- Marketing (Segment, PLMs)
- Human Resources
- Finance
SKILLS & EXPERIENCE REQUIRED
**Skills**:
- Business analytics
- Operations planning
- Advanced knowledge of Excel & CRM tools
- Fluent in English
- Works across different job families
- Business issue identification and mitigation
Experience
- Experience as Sales manager, finance and controlling or quality management
Leadership
- Think Big: Systematically builds an OI ambition that exceeds committed budget
- Make It Happen: Systematically proposes next best actions
- Together: Enables others to succeed
KPIs
- OI forecast accuracy (ideally +/- 3%)
- Sales Expense Ratio
- Data quality (pipeline, customer related data, opportunities)
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