Sales Manager Thailand

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Date: 22-Jul-2022

Location: Bangkok, Thailand

Company: Alstom

Req ID:239004 

 

We create smart innovations to meet the mobility challenges of today and tomorrow. We design and manufacture a complete range of transportation systems, from high-speed trains to electric buses and driverless trains, as well as infrastructure, signalling and digital mobility solutions. Joining us means joining a truly global community of more than 75 000 people dedicated to solving real-world mobility challenges and achieving international projects with sustainable local impact.   

 

Job Purpose

You are responsible for maintaining and growing Alstom’s business with some of our most important customers in Thailand. You are responsible for promoting and selling the full portfolio of Alstom’s solutions, including rail system integration, rolling stock, signalling as well as wayside systems and maintenance of the above.

 

You focus on 2 large accounts, where you develop extensive, long-term relationships with the decision makers and influencers, in order to position Alstom for upcoming opportunities. You work closely with the Engineering teams to ensure an optimised technical proposal and, where necessary, you bring in consortium partners and local subcontractors to help you present a competitive offer.

 

You develop market strategies and select opportunities for your assigned territory with a view of achieving sustainable profits. Based on the intelligence you gathered, you set target prices for the tender teams to meet. You excel at coordinating requests and inputs from various functions and divisions in order to achieve your objectives.

 

You are comfortable promoting to senior stakeholders complex systems integration projects ranging from EUR50 million to EUR1,000 million. You understand your market and stay up-to-date with the evolutions of the railway industry, in particular the news concerning rail operators, suppliers, consultants, and government agencies. At the same time, you can convey a credible technical understanding of various subsystems such as rolling stock, signalling, telecommunications, platform screen doors, automatic fare collection and power supply.

 

The position requires extensive travel within Bangkok and in the country. You will be based in our offices in Bangkok. 

 

Key responsibilities:

  • Develop long-term relationships with key accounts and partners, in particular operators, civil work contractors, government agencies and consultancies.
  • Develop pricing models for rail control solutions based on past tender results and market analysis.
  • Organize responses to pre-qualifications requests and Expressions of Interest. Identify and select suitable partners for the scope of work outside of the capabilities of Alstom.
  • Lead the sales process (=tender lead) from opportunity identification to contract award. Draft opportunity capture plans and ensure internal buy-in from the various functions involved.
  • Collect, analyse and summarize market data in order to support tactical and strategic decisions.
  • Maintain opportunities in the WallC CRM system. Ensure a realistic order intake forecast. KPI: order intake vs. budget and GM on new orders vs. budget.

 

Education

  • Bachelor’s Degree or Master’s Degree in any field

 

Relevant experience required:

  • Minimum 10-year rail industry experience working for a railway operator, asset owner, supplier, consultancy or government agency. 
  • Pre-existing relationships with and access to key stakeholders a critical asset.
  • Knowledgeable about E&M system integration, rolling stock, signalling, telecommunications, platform screen doors, automatic fare collection and electrification.
  • Experience selling or executing system integration projects over $100 million.
  • Fluent in English, Thai language an advantage.

 

An agile, inclusive and responsible culture is the foundation of our company where diverse people are offered excellent opportunities to grow, learn and advance in their careers.  We are committed to encouraging our employees to reach their full potential, while valuing and respecting them as individuals.   


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