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Business Development Manager (H/F)

Date: 3 nov. 2021

Lieu: REICHSHOFFEN, France

Entreprise: Alstom

Req ID:167141 

Nous créons des innovations intelligentes pour relever les défis de la mobilité d’aujourd'hui et de demain. Nous concevons et fabriquons une gamme complète de systèmes de transport, des trains à grande vitesse aux bus électriques et trains sans conducteur, en passant par les solutions d'infrastructure, de signalisation et de mobilité digitale. Nous rejoindre, c’est intégrer une communauté internationale de plus 75000 personnes qui se consacrent à la résolution de problèmes de mobilité concrets et à la réalisation de projets internationaux ayant un impact local durable.

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 & Marketing Director.

 

Identify, engage and develop relationships with customers. Develop understanding of the competitive environment we operate in and align the internal competencies of the business to meet future challenges. Develop quality find & capture plans for target markets & opportunities. Support the bid manager in developing winning proposals.  Develop & qualify opportunity pipeline. Contribute to long-term planning and strategic planning

Key accountabilities:

  • Define and implement Business Development strategy with Projects Director/Site MD in line with compagnie’s business plan.
  • Promote REI products & services 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 REI and Customer and adoption of Find Plan process systematically
  • Identify financing solutions
  • Actively participate in Customer Needs Reviews, Marketing & Commercial Carousels and Region’s business plans.
  • Systematically keep Management informed on evolution of opportunities and 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 Bid Managers 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
  • During tender phase and contract implementation to support Bid Manager’s/Project Manager’s activities
  • Support Bid Manager in proper handover once the contract is signed
     

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

  • Order Intake
  • Market Share evolution in area of activity
  • Growth of opportunities portfolio
  • Customer network evolution
  • Accuracy of forecast measured as orders secured vis-à-vis orders forecast at Commercial Carousel

 

EXPERIENCE PREREQUISITES & REQUIRED COMPETENCES

Mandatory:

  • Graduate Degree in Engineering or Business field
  • At least 7 years’ experience in rail or related business.

Les engagements de notre entreprise se fondent sur une culture agile, inclusive et responsable qui offre à des personnes de tout horizon l’opportunité de se développer, d’apprendre et de progresser tout au long de leur carrière. Nous encourageons nos salariés à réaliser pleinement leur potentiel, tout en leur accordant l’estime et le respect dus à chaque individu.

 

Job Type:​Expérimenté