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TSY Commercial Manager

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Date: 27-Jan-2018

Location: Riaydh, 01, SA

Company: Alstom

Commercial Manager

Purpose of the job

Manage the Commercial Department and Commercial activities according to the Alstom rules and the project management organization (turnkey project in the frame of a Consortium)


Main duties and responsibilities will include

·         Ensure that all the elements necessary for a proposal are delivered as per contract/process requirements

o    Identify all stakeholders and participants involved in the change notice RFP (Request For Proposal)

o    Write and submit proposal on a timely basis

o    Organize and schedule all activities required to support the submission

·         Define and lead the offer involved Team

o    Assign clear and appropriate targets to the involved Team members

o    Provide day to day leadership to proposal Team

o    Identify and resolve all issues within the proposal Team

·         Take overall responsibility for change notice submission Management Processes

o    Manage Reviews, Reporting and all validation steps

o    Make sure that proposal is reviewed and approved by appropriate stakeholders

·         Closely support the Project Director in his/her role as primary contact with the client

o    Support the Project Director or lead as necessary in negotiations by providing relevant, comprehensive and accurate information as required

o    Detail share of work internally with Products lines

·         Identify compliance/non-compliance of proposal versus customer requirements and internal product strategy

o    Review RFP in order to confirm that submission strategy remains appropriate

o Develop communication to client to highlight our standard product offer, identify implications of meeting customer requirements and alternative options

·         Ensure that QCD commitments exist for all work-packages

o    Define list of work packages according to platform standard

o    Define what the QCD targets should be in order to create a winning proposal

·         Manage convergence of all work-packages as an integrated whole to meet QCD commitment

o    Ensure that appropriate people from Product Lines, Support Functions and Regions are involved

·         Highlight and anticipate all potential risks and identify savings and opportunities during preparation phase

o    Establish a viable plan to overcome main anticipated project risk/obstacles.  Obtain appropriate guarantee for plan to ensure that it can be put into action

·         Manage deadline

o    Establish submission schedule and milestones

o    Manage changes and slippages to schedule

·         Protect the commercial interests of the company

o    Act to mitigate disputes and resolve these if possible to limit the financial risk to the company

·         Obtain internal approval of the proposal as per applicable process and validation channel before submission to Customer

·         Manage the commercial negotiation with the Customer representative up to written agreement




Job Segment: Manager, Project Manager, RFP, Pre-Sales, Management, Technology, Sales

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