Tender Leader

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Date: 9 Nov 2023

Location: Bucharest, B, RO

Company: Alstom


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 

Job title: Tender Leader
Based at: Romania- Bucharest

For almost 30 years, Alstom has been an innovative pioneer playing an important role in Romania’s transition towards a modern and sustainable railway transport. From state-of-the-art digital rail control, to infrastructure and electrification projects, along with metro trains and the long-term maintenance of the metro fleet in the country’s capital city Bucharest, Alstom is constantly making a difference in the mainline and urban rail transport in Romania.

Through the diversity and complexity of its projects, Alstom is a very attractive employer for the young generations of Romanian specialists, giving them a unique chance to professionally grow in an international environment with access to worldwide knowledge and capabilities.

Scope of the job:

Boost order intake by co-defining and implementing the Business Development strategy for her/his Region to win new customers or markets, and to sustain market share together with the Customer Director.


  • Define and implement Business Development strategy with Country/Cluster MD in line with Region’s business plan and Market & Strategy function.
  • Promote ALSTOM products & services (or a specific Product Line) to win business, particularly with potential customers and new products & services.
  • Compile market intelligence on business trends & needs, and competitors’ strategies.
  • Find access to decision networks and lobby them to orientate the decision-making process.
  • Ensure that ALSTOM Ethics & Compliance rules are applied in business development actions

In Opportunity Phase:

  • Develop and implement a complete lobbying action plan including possible partnerships
  • Develop relationships with potential partners and external bodies such as authorities
  • Assess potential market, propose strategic actions for business validation, and provide consolidated market overviews including Country Strategic Plans where necessary
  • Timely Business anticipation to Influence the prospect’s specifications in the interest of both Alstom and Customer and adoption of Find Plan process systematically
  • Identify financing solutions with Finance
  • Actively participate in Customer Needs Reviews, Marketing & Commercial Carousels and Region’s business plans.
  • Systematically keep Region’s 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)
  • Assume ownership of the prospective customer account in CRM
  • Give inputs to the Tender strategy
  • Ensure careful preparation/smooth hand over to Tender Leaders and continuing support as required at tender phase

In Tender Phase:

  • Lobby his network continuously until contract signature
  • Ensure customer needs are taken into account
  • Participate to the negotiation phase on an as needed basis
  • During tender phase and contract implementation to support Customer Director’s activities
  • Support Tender Leader in proper handover once the contract is signed

Experience & Qualification:


  • Graduate Degree in Engineering or Business field
  • At least 10 years’ experience in rail or related business, or project engineering industry.
  • High proficiency in organization’s products and services


  • Master of Business Administration or in Engineering
  • Good knowledge and connections with Transport clients / customers in the Country/Cluster/Region

Competencies & Skills 

  • Relationship Development: Build strong relationships with customers, government authorities, and internal stakeholders
  • Competitive Awareness: Gain knowledge of competitors’ strengths, weaknesses and offerings, to be able to defeat competition and convince the customer of ALSTOM’s value
  • Planning and Execution: Identify new opportunities and lead a winning team to maximize ALSTOM’s value in those opportunities
  • Excellent problem solving, critical thinking and decision making
  • Proactive and efficient responses to pressing issues and challenges
  • Business Acumen
  • Aptitude in communicating, public speaking and interpersonal skills
  • Global & Cultural Awareness
  • Relationship Management
  • Excellent leadership qualities
  • Resilient and able to deliver operationally in a demanding and changing environment
  • Strong ability to convince, influence & persuade
  • Good planning and organization skills
  • International mind set with good language skills
  • English : advanced level
  • Computer knowledge: MS Office advance level

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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