Sales Manager Export OTAN H/F

Thales
France
Workplace: HybridFull timeFunction: SalesExperience: 8+ yearsSkills: ["Leadership","Tenacity","Negotiation skills","Relationship-building","Team spirit","Autonomy","Adaptability","Results orientation"]

Drive export sales for Thales’ defense air systems, focusing on Integrated Airspace Protection Systems and Surface Radars. Identify and shape opportunities for European NATO nations, build and manage account plans, and define capture strategies. Lead complex offer development as Capture Leader by coordinating technical and bid teams, running decision reviews, and securing orders through commercial and contractual negotiations. Participate in international trade shows and manage export licensing requests.

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FursaFursa
Thales
Thales
5 hours ago

Sales Manager Export OTAN H/F

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Last checked: 5 hours agoStatus: Live

Job Summary

Drive export sales for Thales’ defense air systems, focusing on Integrated Airspace Protection Systems and Surface Radars. Identify and shape opportunities for European NATO nations, build and manage account plans, and define capture strategies. Lead complex offer development as Capture Leader by coordinating technical and bid teams, running decision reviews, and securing orders through commercial and contractual negotiations. Participate in international trade shows and manage export licensing requests.
Location: France
Workplace: Hybrid
Employment Type: Full time
Job Function: Sales
Seniority: Manager level

Key Responsibilities

  • •Identify and characterize defense and air surveillance opportunities (sensors, effectors, Control & Command).
  • •Build and lead account plans aligned with each state’s strategic ambition, local competitive/industrial environment, and Thales entities on the ground.
  • •Develop the commercial strategy, including partnership strategy, and define capture plans for management validation.
  • •Lead complex offer construction as Capture Leader: coordinate technical and Bid teams, prepare decision reviews, and secure proposal quality.
  • •Conduct commercial and contractual negotiations, manage relationships with internal/external stakeholders, attend international fairs, handle export license requests, and support export business development.

Key Requirements

  • •Have a higher education degree in engineering or business and at least 8 years in Business Development and/or Commerce, ideally in complex international environments.
  • •Develop commercial strategy and capture plans, especially with international institutional customers.
  • •Strong experience in sales and negotiation for Business-to-Government (BtoG) and Business-to-Business (BtoB).
  • •Ability to lead complex proposals: coordinate Bid and technical teams, prepare decision reviews, and ensure proposal quality.
  • •Fluent English is indispensable for this role; defense market knowledge (aerial defense or naval) is appreciated.
Experience:8+ years
Skills:LeadershipTenacityNegotiation skillsRelationship-buildingTeam spiritAutonomyAdaptabilityResults orientation
Languages:English

Company Brief

Thales
Designs and delivers advanced systems and services for aerospace, defence, security, and digital identity and cybersecurity markets, serving government and commercial customers worldwide.
Industry: Defense Technology
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Paris, France
Founded: 2000
WebsiteLinkedIn