Chargement...
 

Sales & Marketing Director (H/F)

Date: 3 nov. 2021

Lieu: REICHSHOFFEN, France

Entreprise: Alstom

Req ID:167063 

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.

Define and propose a commercial and marketing strategy in line with REI profitability and growth’s objectives.

 Boost REI order intake by implementing the commercial and marketing strategy for REI to win new customers or markets, and to sustain and develop existing market share together with the country Business Development Managers.

 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.
  • Provide the input to the R&D function to orient the products towards capturing new markets
  • Produce the marketing plans
  • Develop quality find & capture plans for target markets & opportunities.
  • Develop & qualify opportunity pipeline.
  • Animate the BOR and win/No go presentations
  • Contribute to long-term planning and strategic planning
  • Animate and lead the Country Development Managers team
  • Support the bid managers in developing winning proposals.
  • Key accountabilities:

  • Define and implement Business Development strategy with Tender & Project Director/ and site MD in line with compagnie’s business plan.
  • Promote REI products & services to win business, particularly with potential customers and new products & services.
  • Help define the R&D strategy for REI
  • 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 REI’s 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
     
  • Develop and implement a complete lobbying action plan including possible partnerships.
  • Develop relationships with potential partners and external bodies such as authorities.
  • Assess potential markets, propose strategic actions for business validation, and provide consolidated market overviews.
  • Timely Business anticipation to Influence the prospect’s specifications in the interest of both REI and Customer.
  • Drive Customer Needs Reviews and Marketing process
  • Systematically keep Management informed on evolution of opportunities and 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 Bid Managers and continuing support as required at tender phase .
     
    In Tender Phase:
  • Lobby his network continuously until contract signature.
  • Ensure customer needs are listened to and taken into account.
  • Participate to the negotiation phase.
  • During tender phase and contract implementation, support Bid Manager’s/Project Manager’s activities
  • Support Bid Manager in proper handover once the contract is signed.
     
  • Performance measurements:

    Market Share evolution

  • Growth of opportunities portfolio
  • Customer network evolution
  • Accuracy of forecast measured as orders secured vis-à-vis orders forecast
  • Structure, animate and lead the Country Development Managers team
  • EXPERIENCE PREREQUISITES & REQUIRED COMPETENCES
  • Graduate Degree in Engineering or Business field
  • At least 10 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