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Business Developer

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Date: 23-Dec-2021

Location: Madrid, Spain

Company: Alstom

Req ID:190581 

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.  

 

 

Job Title:

Business Developer

 

Purpose 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 sales team.

 

Location & Duration:

 

Madrid (MV49) . Permanent 

 

POSITION IN THE ORGANISATION &  DESCRIPTION

Organisation structure:  

 

Country/region (Sales department)

 

Reports directly to:

Business Development Director

 

Key accountabilities:

  • Define and implement Business Development strategy in line with Region’s business plan and Market & Strategy function.
  • Promote ALSTOM products & services to win business, particularly with potential customers and new products & services.
  • Specific strength on Rolling stock and road solutions.
  • Global overview supervision of urban railway market.
  • 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 PREREQUISITES & REQUIRED COMPETENCES

Educational Requirements

 

Mandatory: Graduate Degree in Engineering or Business field    

Desirable: Master of Business Administration or in Engineering

 

Experience 

Mandatory:     At least 5 years’ experience in rail or related business, or project engineering industry.

         High proficiency in organization’s products and services.           

 

Desirable: 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

 

                                                                         

 

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.   

 

 

Job Type:​Experienced​


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