• The Manager Sales Support will manage SES Space & Defence Europe’s proposal center and coordinates and executes all sales support activities. In addition, The Manager Sales Support will organize and lead capture efforts for RFP’s, complex end-to-end satellite solutions and major contract vehicles. Furthermore, The Manager Sales Support will coordinate and optimize collaboration with key internal and external stakeholders. The main objective is to create, implement and coordinate a competitive proposal and bid strategy that – thanks to a more effective and efficient process – has a significant contribution to meet and exceed the targets of SES Space & Defence Europe.

PRIMARY RESPONSIBILITIES

Management / Strategy Development

• Provides competitive strategy and proposal management to win strategic opportunities in Defence & Government markets, with a focus on end-to-end satellite solutions
• Manages and executes the RFP response process, including implementing proposal processes, planning and strategizing win themes
• Organizes and leads capture efforts for end-to-end satellite solutions
• Manages responses to large procurements for end-to-end satellite solutions, managed and sovereign services, as well as task order proposals
• Interacts and coordinates very closely with Sales Managers and management of SES Space & Defence Europe
• Support the Sales Managers to develop customer alignment and excitement into SES differentiated core (Managed and Sovereign) GEO and MEO assets (among which GOVSAT-1 and O3b mPOWER), while working with corporate assets to ensure proper resourcing is allocated for delivery and growth of the market
• Pro-actively evaluates and optimizes sales procedures
• Interacts, and coordinates collaboration with internal stakeholders, such as (but not limited to) Solutions Engineers, CSM’s, CAM’s, Finance, Legal and Product Managers
• Interacts and coordinates conferences and customer events with the Marketing team
• Interacts and coordinates collaboration with key external stakeholders
• Pro-actively organizes and leads calls / (kick-off) meetings and devises pursuit strategies in real time
• Analyze the market, trends, customer segmentation and competitor activity, to determine target customer groups, channels and sales planning

Development / Operational

• Oversees the management of major contract vehicles, such as Frame Agreements and key renewals
• Develops, organizes and manages content for proposal documents
• Manages the contribution process, maintains version control and takes ownership of all components
• Takes ownership – produces quality proposals, maintains a quality checklist to ensure 100% quality on all documents. Applies brand and legal compliance standards to proposals / presentations
• Translates complex problems and issues into clear and compelling messages. Edits highly technical content and adds clarity / professional polish without changing the meaning
• Works with Marketing and Internal Comms team to develop creative designs and messaging that will enhance communication with regards to proposals, social media, conferences and customer events
• Oversees operational activities, including developing leading pursuit practices, content for proposal databases, internal and external marketing brochures and guidance / presentations

COMPETENCIES

• Pro-active and driven with the ability to effectively make commercial offers, negotiate solutions and drive the sales process by personal engagement
• Strong communication and interpersonal skills.
• Excellent project management and planning skills
• Extensive knowledge of, and wide range of contacts within the industry.
• Well-developed ability to support multiple large opportunities simultaneously.
• Expertise in driving results working with various (internal- and external) stakeholders
• Proven track record in managing, negotiating and winning RFP’s in the Government market
• Ability to understand and influence specific procurement routes in the Government market
• Entrepreneurial spirit and focus on closing deals
• Problem-solving, ability to respond to different situations, considering a range of possible options within overall organizational policies to determine best solutions for customer and SES
• Capability to work in accurate and organized manner with proven attention to detail
• Lead by example in organizational ethics and morale

QUALIFICATIONS & EXPERIENCE

• Bachelor or Master degree (ideally with legal, commercial, and/or technical background) and/or Military Academy degree
• Minimum 10 years’ experience in the Government industry
• Ideally, a background in a Government agency, preferably a MoD
• Excellent organizational, verbal and written communication skills.
• Fluency in English; knowledge of other languages is an additional asset
• Demonstrated leadership experience in international and multi-cultural environment
• Ideally, knowledge of satellite communications industry
• Excellent knowledge of (European) Government procurement cycles
• Willingness and ability to travel up to 20% of the time for customer and/or partner engagements