Sales Manager Segnalamento 1 1

Req ID:468807 

Leading societies to a low carbon future, Alstom develops and markets mobility solutions that provide the sustainable foundations for the future of transportation. Our product portfolio ranges from high-speed trains, metros, monorail, and trams to integrated systems, customised services, infrastructure, signalling and digital mobility solutions. Joining us means joining a caring, responsible, and innovative company where more than 70,000 people lead the way to greener and smarter mobility, worldwide.

Are you responsible? Proactive? Organized? Then you are the right person to join us as a Tender Leader D&IS in Rome, Italy

Purpose of the Job

As a Tender Leader D&IS you will be leading and managing the Tender from appointment up to Tender Transfer Meeting as well as winning the Contract including clear strategy definition, tender preparation, approval process and successful negotiation.

Your responsibilities:

• Primary contact with the Customer

• Develop good communications and intimacy with Customer to highlight our reference solutions, identify implications of meeting customer requirements and alternative solutions.
• Understand and manage Tender environment (lobbying), with the Customer Director and Business Developper.
• Issue Top-level Requirement Capture.

• Organise the Tender

• Update Wall.C (all along the process flow).
• Define Bid Strategy. Define Partners and Split of Work in consensus with the Platform and concerned Units. Establish agreements with Partners in coordination with Legal.
• Present the tender in all review meetings (WNG, TRM, TTM).
• Define the Tender Master Schedule in relation with BM
• Manage overall tender budget for region, grant budget to Lead Unit

• Manage the preparation activities, focus on customer evaluation criteria

• Update the Tender Management Plan, when applicable.
• Make decisions for issues that impact at tender level.
• Anticipate and highlight all potential obstacles and establish a viable plan to overcome main anticipated Project risk/obstacles.
• Address all issues related to tax, custom duties, legal advice, bid bonds, hedging, POA and other administrative documents with the assistance from Sector Central Functions in charge.
• Report issues to Region Management and validate key decisions in WRM (if any) or equivalent

• Define the target price in relations with support functions (and especially with MPS which defines market price)
• Contribute to the QCD definition of the offered solution; issue with the Bid Manager the Instructions for Quotation.

• Manage the proposal preparation

• Define proposal key messages.
• Define proposal format and allocate sections.
• Ensure that all the elements necessary for the proposal are delivered by contributors.
• Produce the full clause by clause identifying all non-compliance and potential mitigation proposals (Alstom qualifications) by integration of the elements received from all contributors (Bid Manager, Sector Central Functions, Partners, and others if any).
• Validate the Price list (usually proposed by the Bid Manager).
• Write the Executive Summary.
• Manage all logistical issues for proposal delivery to Customer.
• Consolidate and finalizes (packaging) the Proposal including translation if needed.

• Prepare and obtain Tender approval

• Make sure that proposal is reviewed by appropriate stakeholders (Legal, Product Line, Customer Director, Review Team if any). Ensure all documents necessary for the approval are available.
• Ensure compliance with applicable processes (Code of Ethics, EHS, Railway Safety, Quality,..)

• Deliver the proposal to the Customer
• Propose the Negotiation Strategy and obtain approval

• Negotiate (with the assistance of the Customer Director and Bid Manager)

• Ensure that the final offer remains in line with the approved reference and with the Negotiation Strategy or inform Tender Control and Region when negotiation result in an evolution to the approved reference and obtain validation of Final Proposal.
• Ensure that changes in scope (usually resulting from abandon/modifications of Alstom qualifications) and their impact on the Standardization Ratio are properly identified and assessed
• Ensure that the final draft of the contract documents accurately reflect the Proposal as amended by any agreements reached during the negotiation phase, and that it is reviewed by the Bid Manager and Legal before Contract signature.

• Manage the Transfer to the Project Manager
• Contribute to the REX through the Win/Loss Analysis

Your profile :

• Customer focused / Customer intimacy
• Significant experience in rail or related industries; high proficiency in offered products, systems or services,
• High Communications, reporting capabilities

 Location : Roma or Bologna Site

Why Alstom?

Alstom is the leading company in the mobility sector, solving the most interesting challenges for tomorrow’s mobility. That’s why we value inquisitive and innovative people who are passionate about working together to reinvent mobility, making it smarter and more sustainable. Day after day, we are building an agile, inclusive and responsible culture, where a diverse group of people are offered opportunities to learn, grow and advance in their careers, with options across functions and geographic locations. Are you ready to join a truly international community of great people on a challenging journey with a tangible impact and purpose?

Equal opportunity statement:

Alstom is an equal opportunity employer committed to creating an inclusive working environment where all our employees are encouraged to reach their full potential, and individual differences are valued and respected.  All qualified applicants are considered for employment without regard to race, colour, religion, gender, sexual orientation, gender identity, age, national origin, disability status, or any other characteristic protected by local law.

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