Business Development & Sales Manager 1

JOB TITLE & JOB CODE

Job Title (Job Code): Tactical Sales & Business Development Manager (CM-CM-00)

PURPOSE OF THE JOB

The Tactical Sales & Business Development Manager is responsible for driving sales growth and uncovering new business opportunities through strategic planning and proactive execution. This role focuses on selling Products & Services to targeted customers within a specific region, cluster, or country, in close collaboration with internal and external stakeholders.

A key part of the role is to identify and generate leads by:

• Analysing the installed base to understand existing customer assets.
• Assessing the age and condition of customer fleets to anticipate upgrade or replacement needs.
• Understanding the specific operational needs and challenges of each customer.
• Matching Alstom products and solutions to specific customer needs thus generating new markets
• Leveraging Return of Experience (RoE) and best practices from other Alstom units to identify similar opportunities and replicate successful approaches.

ORGANISATION

Organisation structure (job belongs to..)

Services Regions

Reports directly to:

Parts & Overhaul Director (for large clusters) or

MD Services (for smaller clusters) on a case-by-case basis

Other reporting to:

Dotted Line Head of Region Business Development

Dotted Line Head of Commercial P&OVH (Parts & Overhaul)

Direct reports:

N/A

Network & Links

Internal

• Close relationship with Customer Directors
• Product Line Services especially (P&OVH) Parts & Overhaul, ALM (Asset Life Management), Digital Solutions and Marketing & Portfolio
• Worldwide CSC (Component Service Center) & RSC organisation
• ALM (Asset Life Management) Smart modernisation solution owners
• Region PI (Project Introduction) organization
• Local Digital ambassador
• Local ALM (Asset Life Management) organization
• Tender and Project Team
• Services Engineering Teams
• Support functions (Finance,  Legal, etc..) and other project stakeholders

External

• Customers
• Partners
• Suppliers

Role Overview

The Parts & Overhaul Solutions Regional Transformation Leader is responsible for driving business development and promoting Alstom’s short-cycle services portfolio to end customers. This role focuses on creating demand, developing customer intimacy, and ensuring alignment between customer needs and Alstom’s service solutions. It requires proactive engagement, strategic planning, and collaboration across internal and external stakeholders to secure profitable growth and enhance customer satisfaction.

Key accountabilities: (outcomes/results the role owns)

• Create Demand: Drive business development by understanding, promoting, & selling Alstom’s short-cycle services portfolio to end customers.
• Sales Performance: Meet or exceed sales targets while maintaining healthy gross margins. Identify and pursue new market opportunities to increase revenue. Develop and execute sales strategies aligned with business goals.
• Customer Insight: Gather customer background information, including hassle maps, stakeholder analysis, and support competition analysis.
• Proactive Sales Approach: Analyze installed base and align with service solutions (e.g., ALM Smart Catalogue, Through-Life Services, Component Overhauls). Promote a “gardening approach” within the structure.
• Customer Intimacy: Detect gain and pain points, promote Alstom P&OVH, ALM, and Digital Solutions.
• Stakeholder Management: Engage all levels of the customer organization, from depot management to Customer Directors.
• Commercial Influence: Drive customer meetings, negotiations, & influence upcoming bids through proactive commercial development.
• Capture Plan Development: Lead and develop capture plans with tender team support to define a shared Alstom approach.
• Gap Analysis: Identify gaps between customer requirements and service solutions to ensure consistency and competitiveness.
• Contract Transition: Ensure smooth handover to the Project Manager (PrM) upon contract award.
• Data Contribution: Contribute to improving installed base data accuracy
• Reporting: Monitor and report on sales performance, providing insights and recommendations for improvement.

Key Responsibilities: (actions/tasks the role must perform)

• Market Analysis: Conduct thorough research to identify potential clients and business opportunities.
• Sales Strategy: Develop and implement effective strategies to achieve revenue goals.
• Client Relationship Management: Build and maintain strong relationships with existing and prospective clients.
• Lead Generation: Identify and pursue new leads through networking, customer meetings, and digital marketing.
• Sales Presentations: Prepare and deliver compelling presentations to potential clients.
• Negotiation: Negotiate contracts and agreements to secure profitable deals.
• Data Contribution: Ensure improved installed base data accuracy
• Cross-Functional Collaboration: Work with Engineering to provide technical insights & support solution development. Engage with Customer Directors to open doors within customer organizations, & leverage Alstom Experts for Service Portfolio, R&D, and global footprint capabilities.
• Feedback: provide continuous feedback to the Services Product Line to enable ongoing portfolio adjustments, ensuring offerings remain aligned with market needs and customer expectations.
• Customer Engagement: Engage with customers by building and maintaining strong relationships with both new and existing clients. Actively understand their operational needs, applications, and business strategies to provide tailored solutions that align with their objectives..

MAIN RESPONSABILITIES  

Educational Requirements

Mandatory:

• Graduate Degree in Engineering or Business field

Desirable:

• Master’s degree in Engineering OR Business Administration equivalent

Experience

Essential:

• Proven experience in sales and business development
• Strong understanding of market trends and competitive landscape
• Excellent communication, negotiation, and interpersonal skills

• Ability to work independently and as part of a team.
• Proficiency in Microsoft Office Suite.

Desirable:

• Recognised rolling stock technical background, including maintenance and operation
• Experience in sales of digital solutions, understanding co-creation sales approach, gain/pain sharing business
• Knowledge in CRM software

Competencies & Skills

To succeed in this role, candidates must demonstrate a blend of strategic thinking, commercial acumen, and interpersonal effectiveness. The following competencies reflect both technical expertise and behavioral strengths, to drive customer-centric value.

• Cross-functional collaboration & adaptability: Ability to work across teams and respond effectively to changing business environments.
• Customer engagement & communication: Builds trustful relationships, manages expectations, and uncovers customer challenges through active listening and consultative dialogue.
• Sales strategy & execution: Conducts market analysis, prepares structured and competitive offers, and applies win-loss insights to refine future approaches.
• "Portfolio awareness: Maintains deep knowledge of product/service offerings, their value propositions, and competitive positioning to tailor solutions effectively.
• Preparing tailored offerings and driving deal negotiation and closures with the objective of securing successful agreements.
• Commercial performance management: Manages KPIs, sales forecasts, budgets, and tendering processes to ensure alignment with customer needs and business goals.
• Entrepreneurial mindset: Demonstrates initiative, resilience, and cultural sensitivity while pursuing innovative solutions and long-term customer success

These competencies enable the candidate to not only meet business objectives but also to engage customers in meaningful conversations that uncover needs, explore implications, and deliver impactful solutions. Success in this role requires a proactive, customer-focused mindset and the ability to translate insights into strategic action.