Purpose of the job:<\/p>\n
\tManage a customer or a portfolio of customers, and be the single point of contact (outside daily project matters) for customers. \u00a0
\n\tGrow business with his\/her customer, monitor project execution and profitability and ensure customer satisfaction and loyalty.<\/p>\n
POSITION IN THE ORGANISATION<\/p>\n
Organisation structure: \u00a0<\/p>\n
\tCountry\/region (Sales department)<\/p>\n
Reports directly to:<\/p>\n
\tCountry\/Cluster Managing Director<\/p>\n
Network & Links \u00a0\u00a0<\/p>\n
Internal<\/p>\n
\tProduct Platforms & Sub-systems
\n\tProject Managers
\n\tSales & Tendering teams
\n\tBusiness Development
\n\tMarket & Strategy (M&S) function<\/p>\n
External<\/p>\n
\tPotential or existing customers<\/p>\n
ACCOUNTABILITIES & AUTHORITIES<\/p>\n
Key accountabilities:<\/p>\n
\tAct as the main point of contact for customer, and the prevalent authority on all customer issues
\n\tChampion a customer-centric culture across the company
\n\tSecure and regularly measure customer satisfaction
\n\tGrow business by selling existing\/new products to existing customers to maximize revenue and profits
\n\tContribute to negotiations during tender phase
\n\tContribute to the success of the project execution, in partnership with Project Manager
\n\tManage the Profit & Loss of the project, in partnership with Platform Director & Project Manager
\n\tApply ALSTOM rules on ethics and compliances in all selling & customer management activities<\/p>\n
In Opportunity Phase:<\/p>\n
\tIdentify new business opportunities with his\/her customers, identify customer needs, gather customers\u2019 key data including budgets
\n\tShare customer information with Business Development, Sales and Tendering teams, Market & Strategy and Product Platforms
\n\tTrigger and define the frame of Sales and Tendering teams\u2019 intervention with the customer (or Business Development for the sale of new products\/services)
\n\tIdentify customer\u2019s decision-making process and lobby main stakeholders
\n\tLeads the Business Opportunity Review (BOR), Go\/No Go, and Tender Review Meeting (TRM)
\n\tAgree with Platform Director and MPS on Go\/No Go<\/p>\n
In Tender Phase:<\/p>\n
\tEnsure the tender team is adequately staffed
\n\tParticipate\/give input to the definition of the bid strategy
\n\tParticipate fully in the DFQ process for tenders as a permanent member of the Tender Gate Review decision-making board
\n\tInform Tender control of tender status, progress of blocking issues
\n\tContribute to the negotiation phase<\/p>\n
During project execution phase:<\/p>\n
\tEnsure efficient hand over between tender phase & contract phase
\n\tGive input to the Platform Director on the People Management Cycle activities for Project Managers (objectives, appraisal)
\n\tCo-define the Project Strategy with the Platform Director
\n\tValidate selling price
\n\tImplement the Monthly Project Review (MPR) process and participate with Platform Director and Project Manager
\n\tEnsure, with Contract Manager(s), that contractual\/legal issues are properly handled
\n\tPrepare financial forecast on his\/her project (sales, margin, cash in, variation orders, etc)
\n\tPrepare budget and 6QRF preparation
\n\tNegotiate and agree any variation orders or contractual change
\n\tEnsure timely invoicing of the customer based on contractual milestones
\n\tCollect cash<\/p>\n
Secure project margin and overall margin trend<\/p>\n
\tPerformance measurements: \u00a0 (OTD, QCD, Sales, PMC, Orders, Gross margin, etc.)
\n\tOrder Intake, Gross Margin at Order Intake, Cash Curve (shared with CD and Bid Manager)
\n\tTender Spend Pay Back
\n\tSales, Gross Margin at Completion, Cash In, Customer Satisfaction (shared with PLD and PM)
\n\tAT market share with the customer
\n\tVariation Orders (volume, margins)<\/p>\n
EXPERIENCE PREREQUISITES & REQUIRED COMPETENCES<\/p>\n
Educational Requirements<\/p>\n
Mandatory:<\/p>\n
\tGraduate Degree in Engineering or Business field<\/p>\n
Desirable:<\/p>\n
\tMaster of Business Administration or in Engineering<\/p>\n
Experience \u00a0<\/p>\n
Mandatory:<\/p>\n
\tAt least 10 years\u2019 experience in rail or related business, or project engineering industry.
\n\tHigh proficiency in organization\u2019s products and services.<\/p>\n
Desirable:<\/p>\n
\tGood knowledge and connections with Transport clients \/ customers in the Country\/Cluster\/Region<\/p>\n
Competencies & Skills\u00a0<\/p>\n
\tRelationship Development: Build strong relationships with customers, government authorities, and internal stakeholders
\n\tCompetitive Awareness: Gain knowledge of competitors\u2019 strengths, weaknesses and offerings, to be able to defeat competition and convince the customer of ALSTOM\u2019s value
\n\tPlanning and Execution: Identify new opportunities and lead a winning team to maximize ALSTOM\u2019s value in those opportunities
\n\tExcellent problem solving, critical thinking and decision making
\n\tProactive and efficient responses to pressing issues and challenges
\n\tBusiness Acumen
\n\tAptitude in communicating, public speaking and interpersonal skills
\n\tGlobal & Cultural Awareness
\n\tRelationship Management
\n\tResilient and able to deliver operationally in a demanding and changing environment
\n\tStrong ability to convince, influence & persuade
\n\tGood planning and organization skills
\n\tInternational mind set with good language skills<\/p>\n
Apply via company website ( ) or<\/p>\n
jobsearch.alstom.com<\/p>\n
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