PURPOSE OF THE JOB<\/p>\n
\tResponsible for driving business development and sales for Alstom Ubunye by promoting the full services portfolio, including ALM, P&OVH, and Digital Solutions.
\n\tThe role focuses on generating market demand, increasing sales, managing spare parts and overhaul activities, enhancing customer experience, and handling variation orders through coordination with procurement and finance.<\/p>\n
RESPONSIBILITIES AND ACCOUNTABILITIES:<\/p>\n
Business Development<\/p>\n
\tThorough understanding of P&OVH (Pars & Overhaul) Solutions (with support of Product Line) and compilation of 3 Years Plan and related capture plans for Alstom Ubunye.
\n\tManage & update opportunities in Wall C – targets \/ commitments \/ maturity \/ gaps
\n\tMap local fleets, identify the current main suppliers and classify type of maintenance contracts\/regime (with Parts Engineering) for main parts & components.
\n\tIdentify the main opportunities to come (anticipate the need) in addressable market
\n\tPromote P&OVH offerings, including obsolescence solutions based on understanding the customer needs
\n\tDevelops standard catalogue offerings with RS and compiles parts catalogues with Customer Service & Procurement
\n\tDo Commercial REX ((Return of experience) win\/loss analysis)
\n\tEnhances the understanding of customer needs, pain points and identification of opportunities in each customer segment, analyze and support Competition analysis and providing feedback to Business Development\/Sales and Customer \/ Services Directors*
\n\tPromotes conversion of business portfolio from ad-hoc spares & repairs supply into long term agreements and component repair & overhaul
\n\tDevelop customer intimacy to detect gain and pain points, on all levels of the customer organization, from depot up to Mgmt. level supported by Customer Directors.\u00a0\u00a0\u00a0
\n\tDrive customer business meetings, negotiations & influencing coming bid, proactive commercial development
\n\tPresent to and educate the internal team and customers on the various product portfolio (ALM, Digital, P&OVH)
\n\tLiaise with the Product Line to ensure the availability of updated marketing material.
\n\tEnsure a smooth handover with PMO in case of contract award<\/p>\n
Variation Order (Procurement and contract execution)<\/p>\n
\tMonitor procurement project (Cost and Delivery) and project evolution
\n\tEnsure work package commitment is respected
\n\tCoordinate project with all m\u00e9tiers regarding costing and parts procurement
\n\tEnsure on time delivery, quality and project margins especially during ramp up phase of the project<\/p>\n
\u00a0Variation Order (Commodity Strategy)<\/p>\n
\tConsolidate commodity costing needs inputs
\n\tParticipate actively to commodity costing strategies and panel elaboration
\n\tProvide inputs to build differentiations
\n\tParticipate in tender inputs and actual project costing execution
\n\tRepresent the financial view during the project execution<\/p>\n
\u00a0Variation Order (Commodity Strategy)<\/p>\n
\tMonitoring and forecast cash flows arising from the project variation order, setting control environment for the cash management in order to optimize cash flows
\n\tFollow financial outcomes and action plans for cost reduction and identify cost savings opportunities and prevent and alert any deviance v\/s budget and forecasts
\n\tWeekly analysis of actual costing incurred and compared with forecast and analyzing the gaps
\n\tCo-ordinate with supply chain and procurement regularly to monitor cost progress
\n\tMonitor extra costs of the projects which can degrade the margins and have regular meetings with the team
\n\tValidate costing accuracy and cost valuations (bid costs, purchase costs, calculations, etc
\n\tPrepare all submissions of variation orders per locomotive or per monthly delivery
\n\tReview the QCD performances v\/s commitment during work packages and be involved in on-industrial controlling related to project activities<\/p>\n
Operations Support<\/p>\n
\tSupport with developing a Winning strategy for all key opportunities with Bid & Tenders for the cluster at target gross margin
\n\tDevelop long term customer agreements (in collaboration with Customer Service) to sustainably increase market share*\u00a0\u00a0
\n\tCompile and update KPIs for Services Sales & Business Development in the cluster*
\n\tManage customer inquiries, orders and returns as well as customer complaints*
\n\tAssure customer information with relevant stakeholders in case of critical items
\n\tDefine pricing tactics and ensure consistent and accurate pricing.
\n\tAssure timely and compliant cost input from external suppliers and Alstom Participating Units*
\n\tPrepare, review and approve all ad hoc RFQ\u2019s for on time submission
\n\tDo regular customer visits at customer depots and premises and build on site relationships
\n\tDo regular supplier visits and build the relationships<\/p>\n
Delivery Performance<\/p>\n
\tCompile delivery KPIs for cluster
\n\tHost performance reviews with Customer Service teams, Supply Chain, Procurement and Repair Centers in country\/cluster and implement improvement actions*<\/p>\n
Innovation<\/p>\n
\tPropose enhanced P&OVH offering (business models, technical solutions, value-add in supply chain, \u2026) specific for customer portfolio in country\/cluster*\u00a0
\n\tPromote digital solutions (Customer Portal, Station One) to improve customer experience to gain market share*\u00a0
\n\tDevelop and manage End to End Tools such as GSI and adoption of other tools (e.g. PartsFolio, Customer Portal)*
\n\tEnforce usage of Parts Finder, Parts Costing to reduce TTQ (Time to Quote) , leveraging historical data
\n\tLeverage Station One as e-commerce solution for creation of public parts catalogues and onboarding of new customers<\/p>\n
Compliance and adherence to Environment, Health, Safety and Quality rules, procedures and policies at all times.<\/p>\n
\tEnsure that all quality standards are always met
\n\tFollow depot\/site procedures and instructions, both from the Company and from the customer
\n\tCollaborate with EHS and Quality teams to ensure we put safety first and maintain first class quality
\n\tCompliance to EHS rules and regulations at all time.
\n\tReport any health, safety, or quality matters to the relevant person immediately.<\/p>\n
Accurate and up to date Reporting and Data management<\/p>\n
\tEnsure accurate and comprehensive reporting
\n\tEnsure that all required reporting happens on a monthly, weekly and daily basis.<\/p>\n
Model the AIR values of the Company and always act ethically and compliant<\/p>\n
\tModel and uphold Alstom\u2019s AIR values at all times.
\n\tAct ethically, ensure compliance, and always prioritise safety.
\n\tMaintain high standards of quality, productivity, and professionalism.
\n\tStay informed on legislation, product knowledge, policies, and procedures.
\n\tTake ownership of tasks and demonstrate effective self-management.
\n\tRespond positively to feedback and maintain a constructive attitude.
\n\tManage stress in a way that does not affect others negatively.
\n\tShare knowledge and communicate learnings regularly.
\n\tBe proactive in identifying and resolving potential issues.
\n\tComplete all required performance assessments and compliance training.
\n\tSupport service sites and collaborate effectively with team members.
\n\tBuild and maintain strong relationships with customers and suppliers.
\n\tContinuously seek ways to improve processes within company guidelines.
\n\tTake responsibility for personal development and mandatory learning<\/p>\n
Performance measurements:<\/p>\n
\tOrder intake: Achieve agreed Order intake targets
\n\tSales: Achieve agreed Order intake targets
\n\tCustomer Satisfaction Achieve agreed Customer satisfaction survey targets
\n\tQuality Performance: Achieve agreed Quality KPI targets eg OTIF
\n\tLeadership and Engagement: Good team player with interpersonal and communication skills
\n\tGovernance: accurately capture and maintain data on Related Alstom systems (Wall-C), always ensure ethics and compliance<\/p>\n
THE PREFERRED CANDIDATE WILL MEET THE FOLLOWING REQUIREMENTS:\u00a0<\/p>\n
\tMechanical \/ Electrical Bachelor\u2019s or BTech degree in Engineering
\n\tSales & marketing tertiary qualification
\n\tAt least 5 years\u2019 experience in customer service essential
\n\tSales experience in the Railway industry
\n\tMust be able to drive and visit customers & suppliers
\n\tVery strong railway experience, service sales and business development with proven success record of sales growth
\n\tCreating Value Proposition and ROI analysis to facilitate compelling sales strategy for each opportunity.
\n\tHave insightful understanding for the RS stock owner, Operator and depot staff need to excel in the delivered Service.
\n\tAbility to present and spell out the value for the various Service Portfolio including ALM, Digital, P&OVH.
\n\tAptitude to learn and update her\/his knowledge with new products.
\n\tGenerate new opportunities from scratch including raising customer\u2019s interest, as well as ensure attractive proposal, optimized cost and compelling sales strategy.<\/p>\n
THE IDEAL CANDIDATE WILL HAVE THE FOLLOWING COMPETENCIES<\/p>\n
\tAbility to have a good communication with other colleagues and other functions (engineering, manufacturing, industrial, quality)
\n\tAbility for problem-solving and efficient decision-making in environment
\n\tAbility to work across sites\/functions in a multi-cultural environment
\n\tLiterate with MS Office suite
\n\tGood working knowledge of SAP
\n\tSolid Electrical \/ Mechanical background and understanding of engineering principles
\n\tKnowledge of maintenance engineering principles
\n\tWilling to travel between sites if required
\n\tGood interpersonal and communication skills
\n\tGood team player and be able to work in a team
\n\tValid Driver\u2019s License
\n\tMust be capable of working independently
\n\tBusiness acumen, understanding of rail industry standards for operators\/maintainers*
\n\tFoster collaboration with Customer Director and Product Line RSC in country\/cluster
\n\tAbility to apply value proposition for P&OVH solutions and basic sales tactics (e.g. fleet screening or understanding customer hassle maps)*
\n\tFacilitate network with Business Development\/Sales community for P&OVH in other clusters\/regions and PL SER Marketing
\n\tRole model in customer orientation and expert technical & communications skills*
\n\tAbility to identify and develop talents in Customer Service and retain for local Service organization
\n\tDeep understanding of global standard processes and tools and their local application (supported by local and global BPO)*
\n\tFacilitate network with Customer Service community for P&OVH in other clusters\/regions and PL Services P&OVH Solutions
\n\tStrong railway technical competencies and be able to speak the technical language with the customer on site level.
\n\tVery good communication skills, stakeholder management and leadership skills
\n\tAbility to create close and trustworthy relationship with internal team and customer<\/p>\n
Apply via company website ( ) or<\/p>\n
jobsearch.alstom.com<\/p>\n
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