Req ID:460730
At Alstom, we understand transport networks and what moves people. From high-speed trains, metros, monorails, and trams, to turnkey systems, services, infrastructure, signalling and digital mobility, we offer our diverse customers the broadest portfolio in the industry. Every day, more than 80 000 colleagues lead the way to greener and smarter mobility worldwide, connecting cities as we reduce carbon and replace cars.
Key accountabilities:
Business Development
Owns Parts, Repair & Overhaul Services Offering in coordination with Parts Platform
Animates 3 years Plan review for her/ his Country/Cluster
Generate business by adopting Tactical Sales approach
Manage Opportunities Pipeline (Wall C) - Targets / Opps / gap to Target
Develop with Customer various Services offerings like Parts Orders, CRO orders, ALM Orders, Frame contracts offerings (TSSSA, VMI, LTPAs..) for being competitive with adequate parts coverage vs customer needs
Promote Parts Repair & Overhaul offerings, including Obsolescence solutions to all Customers
Develops Parts catalogue with Customer Services & Sourcing , push for large and long term frame contracts (with technical support) instead of Spot orders
Operations Support
Manage governance process all Opportunities
Manage BID & Tenders for her/ his Country/Cluster for winning at Targeted Gross Margin participate to all Tenders Gate reviews
Support Customer Services for all deliveries at risks/issues in proper communication with Customers aligned with respective CD
Owns BD Score Card for her/ his Country/Cluster
Leverage Station One as new solutions for onboarding new Parts opportunities (marketplace) or new customers
Explore & Propose Proof of concepts/pilots on Customer Services Tools
Strategy, Methods & Tools
Define global parts pricing strategy for her/ his Cluster/s
Maintain OI, Hit Rate, Sales and GM trackers for her/ his Cluster/s
Pursue development and adoption of Parts Finder, Parts Costing Parts Pricing for building historical data
Develop End to End Tools such as GSI and others Tools (ex : Parts Folio, Customer Portal ..) adoption
Participate to Business Development Network from Parts Platform - Best Practices sharing, Case studies etc
Leverage collaboration with Services Marketing for Case Studies, Marketing Material production and Sales teams Training
Participate to Customer Services Network from Parts Platform - Best Practices sharing, Case studies etc
Develop with HR and Parts Platform a Competency Development plan for Parts, Repair and Overhaul for that position and his/her Team
Develop Teams competences especially in Pricing management and IS&T Tools for Parts management in coordination with Parts Platform
Customer Service
Support Customers on daily basis for any inquiries
Manage Parts Quotes for her/ his Country/Cluster for winning at Targeted Gross Margin
Support Business Development Manager for all quotations in Parts Orders, CRO orders, ALM Orders, Frame contract offerings (TSSSA, VMI, LTPAs..) for being competitive with adequate parts coverage vs customer needs
Manage with Supply Chain all deliveries at risks/issues in proper communication with Customers aligned with respective CD
Owns Customer Services Score Card for her/ his Country/Cluster
Management
Actively participate in Customer Needs Reviews, Marketing & Commercial Carousels and Regions business plans.
Systematically keep Regions Management, Product Lines and HQ Sales & Marketing informed on evolution of opportunities and Alstom & Competitor positioning through timely, accurate and periodic update of data in the CRM tool (wall.C)
Services Order Intake and Market Share evolution in area of activity
Growth of opportunities pipeline
Tender hit rate
Ensuring GM% inline with global and regional mandate on Services Bids
Educational Requirements
Mandatory:
Graduate Degree in Engineering
Desirable:
Master of Business Administration or in Commerce or in Engineering
Experience
Mandatory:
At least 10 years experience in rail/ infrastructure/ energy/ aviation/ automotive industry: Rolling Stock, System and Services projects and/or sales.
Experience and exposure to different Customers: Public, Private, Gov Entities, etc.
Experience interfacing & leading teams internationally located
Desirable:
Good knowledge and connections with Transport clients / customers in the Country/Cluster/Region
You dont need to be a train enthusiast to thrive with us. We guarantee that when you step onto one of our trains with your friends or family, youll be proud. If youre up for the challenge, wed love to hear from you!
Important to note
As a global business, were an equal-opportunity employer that celebrates diversity across the 63 countries we operate in. Were committed to creating an inclusive workplace for everyone.
Job Type:Experienced
Job Segment: MBA, Business Development, Supply Chain, CRM, Technical Support, Management, Sales, Operations, Technology
