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Date: 29-Sep-2020

Location: Saint-Ouen, France

Company: Alstom

Req ID:91345 

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 38 900 people dedicated to solving real-world mobility challenges and achieving international projects with sustainable local impact.    

The Project & Export Finance Manager reports to the Project & Export Financing Director, within Treasury organization.


Business Financing

Business financing aims at improving and securing the content of Alstom commercial offers by providing tailor made financing, bonding and credit risk and foreign exchange hedging solutions.

These activities are performed by the department Project & Export Finance (“PEF”) supported by Concession, Bonds & Guarantees and Corporate Front Office.


Project & Export Finance

Project and Export Finance support Alstom commercial activities and stands as the main contact of Tender teams for all matters relating to financing, from tender to project stage, through:

• Customer / project-oriented activities (setting up and costing of buyer’s credit or more structured financing solutions such as leases, Private Public Partnership - PPP …).

• Management of financial risks associated with the project (cash curve optimization, insuring against country risk and counterparty risk …).

To optimize financial costs and minimize risks relating to each project, PEF coordinates with Bonds and Guarantees and Front Office (FX hedging cost). To better fit the Alstom organisation and front increasing and complex files; PEF dedicates two managers to each region and will coordinate the actions of the regional finance organization so to strengthen the group’s relationships with Export Credit, Agencies and Multilateral institutions.

  • Education
  • Post-graduate diploma in Finance or Business School with solid finance and legal background as well as tax knowledge.
  • <span style="font-family:"Calibri",sans-serif">In addition to French & English (both mandatory), ideally Spanish.
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  • Experience
  • 5/10 years minimum of professional background with successful experience in Trade and MLT Finance or credit insurance / banking sectors + Sales proficiency, in a multicultural environment.
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  • Required behaviour skills
  • High degree of self-organization and project management skills.
  • <span style="font-family:"Calibri",sans-serif">Accountable, result oriented, cooperative and team focus.
  • <span style="font-family:"Calibri",sans-serif">Ability to bring personal integrity in deals to gain trust and enthusiasm.
  • <span style="font-family:"Calibri",sans-serif">Autonomy and team spirit / project leading skills.
  • <span style="font-family:"Calibri",sans-serif">Creative, structured and organized with ability to run several projects at various stage in parallel from high level structuring to deep diving into contractual clauses.
  • <span style="font-family:"Calibri",sans-serif">Excellent Communication skills (including in writing) with ability to communicate with all levels of management within the company as well as with outside stakeholders.
  • <span style="font-family:"Calibri",sans-serif">Ability to handle stress efficiently in order to prioritize and organize efficient accurate communication within time constraints / under commercial pressure.
  • <span style="font-family:"Calibri",sans-serif">Ability to convey expert messages to a wide audience
  • <span style="font-family:"Calibri",sans-serif">Required technical and business skills:
  • <span style="font-family:"Calibri",sans-serif">Customer and business focus.
  • <span style="font-family:"Calibri",sans-serif">Familiar with long term international projects, if possible, infrastructure and /or equipment, and their general economic environment (financing, foreign exchange…).
  • <span style="font-family:"Calibri",sans-serif">Expert in Windows Pack.
  • <span style="font-family:"Calibri",sans-serif">Proven track record in implementing project financings in complex setting.
  • <span style="font-family:"Calibri",sans-serif">Familiar with working capital optimization schemes.
  • <span style="font-family:"Calibri",sans-serif">Ability to have technical inputs and handle interfaces (national international and multilateral) to nurture relationships and foster self-motivation and excellence.
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    <span style="font-family:"Calibri",sans-serif">The job consists within Alstom organization in:
  • Winning projects for Alstom and bringing projects to Financial & Commercial Close, keeping the contractual and financing risks for Alstom as reasonable as possible according to internal rules / golden rules.
  • <span style="font-family:"Calibri",sans-serif">Being guardian of the rules enacted by Alstom.
  • <span style="font-family:"Calibri",sans-serif">Providing finance assistance/training to Customers when complex Financing Offer are submitted, in order to achieve a successful closing.
  • Providing expertise to the Bid Management for assessing the financial risks arising from any bid to be submitted and to set-up a risk mitigation plan and associated costs throughout the life of the tender up to the coming into force of a contract.
  • <span style="font-family:"Calibri",sans-serif">Structuring & delivering Project and Export Financing Offer when identified as a customer need.
  • <span style="font-family:"Calibri",sans-serif">Providing negotiation support to sales and project teams at all stages of a contract (from business development to project execution).
  • <span style="font-family:"Calibri",sans-serif">Implementing or providing assistance for payment securities, credit insurance policies, Financing during contract execution
  • <span style="font-family:"Calibri",sans-serif">Establishing company’s “customer finance” strategy by optimizing sources of funds and ECA support according to industrial footprint and customers’ profiles.
  • <span style="font-family:"Calibri",sans-serif">Running high level discussions internally and externally by generating a competitive edge and proposing innovative financing solutions grounded in a solid and high technical skill set.
  • <span style="font-family:"Calibri",sans-serif">Building and maintain trusted relationships both inside and outside the organization.
  • <span style="font-family:"Calibri",sans-serif">Promoting Alstom industrial footprint, in close coordination with Regions and Platforms, by organizing roadshow, site visits with the concerned interlocutors (ECAs, Ministry of Industries, Ministry of Finance, IFIs…).
  • <span style="font-family:"Calibri",sans-serif">Loading indicators:
  • Each PEF Manager is in charge of a geographical perimeter. Depending upon the business needs of the company, it represents at any time on average 20 to 30 active projects/opportunities at different business stages (business development, tender, closing, execution).
  • <span style="font-family:"Calibri",sans-serif">The size of each opportunity varies from 10 M EUR to >3 Bn EUR, on average 100MEUR to 200MEUR.
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In close partnership with legal, fiscal & tender control support functions and ensuring compliance with Alstom policies, the Project & Export Finance manager is involved at 3 business levels:

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I - Business Development level & MARKET INTELLIGENCE


  • Training & guidelines to operational teams
  • Finance lobbying through UNIFE, MEDEF, OECD, « National des Conseillers du Commerce Extérieur de la France » (Foreign Trade advisors of France).
  • <span style="font-family:"Calibri",sans-serif">Keeping up to date with the development in trade finance and financing techniques, procedures & OECD rules.
  • <span style="font-family:"Calibri",sans-serif">Provide Trade & Project Financing expertise for business development, sales forces, bid management, accounting, tender control, project audit, sourcing, treasury and any other Transport department.
  • <span style="font-family:"Calibri",sans-serif">Participate and promote training when needed (as trainer) for International Trade and MLT Finance issues.
  • <span style="font-family:"Calibri",sans-serif">Contribution to Business Development through meeting customers in advance of opportunities & offering differentiating financing strategies.
  • Relationship with ECA & IFIs
  • Partnership & leveraging on ECAs and IFIs is one of the main day-to-day activity of the PEF team
  • <span style="font-family:"Calibri",sans-serif">Do benchmarking of ECAs in order to share best practices among the team. Work among other with BPI (AE) in France, Compania de Seguro in Spain, KUKE in Poland, Credendo in Belgium, SACE in Italy, India EXIM.
  • <span style="font-family:"Calibri",sans-serif">Drive lobbying and business intelligence (e.g. eligibility & tender rules) with IFIs on specific projects (e.g. Egypt, Colombia).
  • <span style="font-family:"Calibri",sans-serif">Responsible to assess the deal and issue an opinion on the fact that the deal is profitable or not
  • <span style="font-family:"Calibri",sans-serif">Responsible for searching a balance on low-cost vs high-cost countries.
  • <span style="font-family:"Calibri",sans-serif">Important Marketing aspects /lobbying toward ECAs, in interdependencies with the International Affairs department.
  • <span style="font-family:"Calibri",sans-serif">Important communication toward ECA: physical meetings, roadshows, promotion of Alstom, negotiation of best "all-in" package, demonstration of the "Economic stimulus” brought in the country etc.
  • <span style="font-family:"Calibri",sans-serif">Role of convincing different ECAs to work together on projects.
  • Market intelligence
  • Country risk assessment
  • <span style="font-family:"Calibri",sans-serif">Publish the PEF database on a semi-annual basis
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    <span style="font-family:"Calibri",sans-serif">II - Tender Phase Level
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  • Financial risk assessment
  • As a general purpose of its position, assess the financial risks arising from a tender, set-up a risk mitigation plan and provides to the bid manager / tender leader, in close partnership with Sector Tender Control, the conditions under which the bid can be submitted on following subjects: 
  • <span style="font-family:"Calibri",sans-serif">Forex in tight cooperation with Dealing Room.
  • <span style="font-family:"Calibri",sans-serif">Payment Securities (L/C, SBLC) & Credit Insurance to be subscribed.
  • <span style="font-family:"Calibri",sans-serif">Working capital optimization.
  • <span style="font-family:"Calibri",sans-serif">Trade and Finance structuring including buyer’s credit, IFIs’ loans, Leases, PPP.
  • <span style="font-family:"Calibri",sans-serif">Contract provisions (coming into force / payment terms / suspension & termination/ drafting of financial clauses…).
  • <span style="font-family:"Calibri",sans-serif">Warn Top Management on high risks and suggest Financial Risk Mitigation Plan.
  •  Financing proposal
  • Advises the commercial team on the financing of tenders when financing is a customer requirement or identified key success factor at Business Opportunity review.
  • <span style="font-family:"Calibri",sans-serif">Deal with Export Credit Agencies, international banks and other financial institutions to provide tailor-made financing solutions to the customer.
  • <span style="font-family:"Calibri",sans-serif">Specific team in the PEF organization dedicated to PPP. Drive financial negotiations with partners and advisors on the setup of Special Purpose Vehicles, equity aspects of a project, structuring of the financing solution and sharing of financial risks between the stakeholders.
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    <span style="font-family:"Calibri",sans-serif">III - Contract Implementation Phase level
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  • <span style="font-family:"Calibri",sans-serif">Set-up the Credit Insurance Policy.
  • <span style="font-family:"Calibri",sans-serif">WC optimization & setting up of the payment security instruments to meet cash objectives.
  • <span style="font-family:"Calibri",sans-serif">Coordinate financing solution implementation and follow up.
  • <span style="font-family:"Calibri",sans-serif">Ensure the proper transmission of information at TTM stage to the Project / Site controllers, for ensuring the implementation and follow-up of the risk mitigation plan during contract execution.
  • <span style="font-family:"Calibri",sans-serif">Drive business teams in financing discussion with customers when delayed execution impacts financing of the customer.
    <span style="font-family:"Calibri",sans-serif">Bring support to contract managers. Draw credit financing, cash financing.
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  • Interface with:
  • Externally
  • Large public / private Customers (for illustration purposes: SNCF in France, Amtrak in the US, RTA in Dubai, Mumbai Metro in India, MPSA in Panama, LTA in Singapore, Deutsche Bahn in Germany) at Commercial and Financial level and Borrowers (often Ministry of Finance / Public financial institutions of the relevant country).
  • <span style="font-family:"Calibri",sans-serif">Export Credit Agencies from all countries where Alstom has an industrial footprint (BPI AE, SACE, CESCE, KUKE, INDIA Exim...), IFIs, Equity investors, Roscos.
  • <span style="font-family:"Calibri",sans-serif">Brokers for Private Insurance coverage (Pre/Post Shipment Risk – Bond unfair calling).
  • <span style="font-family:"Calibri",sans-serif">International banks and financing institutions.
  • <span style="font-family:"Calibri",sans-serif">Governmental bodies such as Ministries of Finance, Ministry of Industries, Trade Commissions within Embassies abroad.
  • <span style="font-family:"Calibri",sans-serif">Financial Advisors
  • Internally
  • Work closely with TPP, until the NTP.
  • <span style="font-family:"Calibri",sans-serif">Support Functions: Tax, Legal, Project Audit, Accounting.
  • <span style="font-family:"Calibri",sans-serif">Regional sales organization and Finance: Finance VP and Country FDs, Regional Treasurers, Business Development, Customer Directors, Tender Leader, Bid Managers.
  • <span style="font-family:"Calibri",sans-serif">Operations: Site controllers, Project Controllers, Bid managers.

<span style="font-family:"Calibri",sans-serif">Funding & Treasury / Tax / Tender & Project Control / Bonds & Guarantees / Dealing Room.

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.   



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