Alstom
Purpose of the job:
Manage a customer or a portfolio of customers, and be the single point of contact (outside daily project matters) for customers.
Grow business with his/her customer, monitor project execution and profitability and ensure customer satisfaction and loyalty.
POSITION IN THE ORGANISATION
Organisation structure:
Country/region (Sales department)
Reports directly to:
Country/Cluster Managing Director
Network & Links
Internal
Product Platforms & Sub-systems
Project Managers
Sales & Tendering teams
Business Development
Market & Strategy (M&S) function
External
Potential or existing customers
ACCOUNTABILITIES & AUTHORITIES
Key accountabilities:
Act as the main point of contact for customer, and the prevalent authority on all customer issues
Champion a customer-centric culture across the company
Secure and regularly measure customer satisfaction
Grow business by selling existing/new products to existing customers to maximize revenue and profits
Contribute to negotiations during tender phase
Contribute to the success of the project execution, in partnership with Project Manager
Manage the Profit & Loss of the project, in partnership with Platform Director & Project Manager
Apply ALSTOM rules on ethics and compliances in all selling & customer management activities
In Opportunity Phase:
Identify new business opportunities with his/her customers, identify customer needs, gather customers’ key data including budgets
Share customer information with Business Development, Sales and Tendering teams, Market & Strategy and Product Platforms
Trigger and define the frame of Sales and Tendering teams’ intervention with the customer (or Business Development for the sale of new products/services)
Identify customer’s decision-making process and lobby main stakeholders
Leads the Business Opportunity Review (BOR), Go/No Go, and Tender Review Meeting (TRM)
Agree with Platform Director and MPS on Go/No Go
In Tender Phase:
Ensure the tender team is adequately staffed
Participate/give input to the definition of the bid strategy
Participate fully in the DFQ process for tenders as a permanent member of the Tender Gate Review decision-making board
Inform Tender control of tender status, progress of blocking issues
Contribute to the negotiation phase
During project execution phase:
Ensure efficient hand over between tender phase & contract phase
Give input to the Platform Director on the People Management Cycle activities for Project Managers (objectives, appraisal)
Co-define the Project Strategy with the Platform Director
Validate selling price
Implement the Monthly Project Review (MPR) process and participate with Platform Director and Project Manager
Ensure, with Contract Manager(s), that contractual/legal issues are properly handled
Prepare financial forecast on his/her project (sales, margin, cash in, variation orders, etc)
Prepare budget and 6QRF preparation
Negotiate and agree any variation orders or contractual change
Ensure timely invoicing of the customer based on contractual milestones
Collect cash
Secure project margin and overall margin trend
Performance measurements: (OTD, QCD, Sales, PMC, Orders, Gross margin, etc.)
Order Intake, Gross Margin at Order Intake, Cash Curve (shared with CD and Bid Manager)
Tender Spend Pay Back
Sales, Gross Margin at Completion, Cash In, Customer Satisfaction (shared with PLD and PM)
AT market share with the customer
Variation Orders (volume, margins)
EXPERIENCE PREREQUISITES & REQUIRED COMPETENCES
Educational Requirements
Mandatory:
Graduate Degree in Engineering or Business field
Desirable:
Master of Business Administration or in Engineering
Experience
Mandatory:
At least 10 years’ experience in rail or related business, or project engineering industry.
High proficiency in organization’s products and services.
Desirable:
Good knowledge and connections with Transport clients / customers in the Country/Cluster/Region
Competencies & Skills
Relationship Development: Build strong relationships with customers, government authorities, and internal stakeholders
Competitive Awareness: Gain knowledge of competitors’ strengths, weaknesses and offerings, to be able to defeat competition and convince the customer of ALSTOM’s value
Planning and Execution: Identify new opportunities and lead a winning team to maximize ALSTOM’s value in those opportunities
Excellent problem solving, critical thinking and decision making
Proactive and efficient responses to pressing issues and challenges
Business Acumen
Aptitude in communicating, public speaking and interpersonal skills
Global & Cultural Awareness
Relationship Management
Resilient and able to deliver operationally in a demanding and changing environment
Strong ability to convince, influence & persuade
Good planning and organization skills
International mind set with good language skills
Apply via company website ( ) or
jobsearch.alstom.com