Customer Director

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Date: 20-May-2022

Location: Cairo, Egypt

Company: Alstom

Req ID:212047 

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 70000 people dedicated to solving real-world mobility challenges and achieving international projects with sustainable local impact.   

Purpose of the job

The Customer Director is responsible to boost order intake by co-defining and implementing the Business Development strategy for the country to win new customers or markets, and to sustain market share. The role is a key leadership position in the BD & Tendering function responsible for driving a step change in SS&I work winning performance through:

  • Customer relationship management
  • Rigorous opportunity qualification
  • Market find planning
  • Opportunity Capture planning
  • Tender leadership across a range of signaling, systems & Infrastructure opportunities
  • Leading a team of Business Development Managers
  • Understanding customer needs and representing the voice of the customer
  • Increasing tender win rates
  • Helping to shape overall SS&I business strategy
  • Championing and leading change

 

Responsibilities

Key accountabilities

  • Be the voice of the customer in Alstom Transport
  • Contribute to develop a customer centric culture across the company
  • Be the main point of contact and the prevalent authority on all customer issues
  • 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
  • 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

 

In Project Execution Phase:

  • Ensure efficient hand over/transfer between tender phase & contract phase
  • Select Project Manager and ensure on time staffing of Project Core Team
  • Execute all projects for his/her customer, supplemented by his/her Project Manager
  • Handle the relationship with the Customer (and local partners on all relevant projects) by being the single point of contact
  • Is fully involved in the DFQ process for Projects, as a permanent member of the Gate Review decision making board
  • Ensure delivery of projects in line with QCD commitments
  • Continuously seek improvement of project margins
  • Negotiate and agree any variation orders or contractual changes
  • Ensure full closing of project in coordination with Operations

 

Required Skills & Expertise 

Minimum 15 years of professional experience.

Previous Experience in working for a project-based environment and working closely with governmental entities

Strong leadership, organizational, project management and coordination skills with multiple stakeholders

Fully versed on Public Contracts Law No. 182 of 2018

Good communication skills (adapt the information to the target audience)

Rapid self-starting capability and ability to work autonomously

Good command of English Language (written / spoken)

 

 

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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