Services Business Development Director

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Date: 15-Sep-2022

Location: Madrid

Company: Alstom

Req ID:342804 

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:

Services Business Development Director

 

Location:

Madrid

 

Duration:

Permanent

 

Purpose of the job:

Boost order intake by co-defining and implementing the Business Development strategy for the Services Cluster to win new customers or markets, and to sustain market share together with Project Managers and Customer Directors.

 

Reports directly to:

Services Cluster Managing Director

 

Network & Links   

Internal

  • Global Performance functions: (Commercial, Marketing & Public Affairs),  Tender Control
  • Sales & Tendering teams
  • Projects Managers (PM) & Customer Directors (CD)
  • Platforms, Legal, Finance (Treasury & Financing)

External

  • Potential or existing customers
  • External partners
  • Industry associations
  • Key influencers and decision makers

Key accountabilities:

  • Define and implement Business Development strategy with Services Cluster MD in line with AIM2025 Cluster’s business plan focusing mainly in new services activities (Parts, Repairs and Overhaul, Digital and Renovation solutions).
  • Promote ALSTOM services to win business, particularly with new potential customers and new services
  • Identify main opportunities to come in addressable market.
  • Develop an standard catalogue offerings for these services offerings
  • 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 collaborate with Tenders and Customer Director’s activities
  • Support Tender Leader in proper handover once the contract is signed

Performance measurements:   (OTD, QCD, Sales, PMC, Orders, Gross margin, etc.)

  • Order Intake
  • Market Share evolution in Services activity
  • Growth of opportunities portfolio
  • Standardization ratio at RFP
  • Accuracy of forecast measured as orders secured vis-à-vis orders forecast at Commercial Carousel
  • Compile KPI´s for Sales and Business development for the new services activities

Educational Requirements

  • Graduate Degree in Engineering or Business field
  • Master of Business Administration or in Engineering (Desirable)

 

Experience

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

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

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. 

 

 

 

 

Job Type:​Experienced​


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