Deal Team Leader

Req ID:‎403725
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
To lead and orchestrate the deal team, typically from Business Opportunity
Review (BOR) up to Tender Transfer Meeting (TTM)
To win a profitable and cash-positive order with the right risk/reward
balance, covering the phases of generating and maintaining a capture strategy,
promoting/selling it internally and externally and executing such capture
strategy (incl. early positioning to win, securing internal approvals,
consolidating a tender, negotiating & signing a deal, securing advanced
payment & NTP, transferring the deal to the execution team).

Responsibilities :

• Generate & maintain a capture strategy for the deal (or Business Opportunity)
  
  
  • Value proposition, target scope, market/target price, target cost, partnership, industrial scheme, financing, commercial conditions (e.g. target cashflow)
  
  
  • Understand and quantify ‎3 key pillars: how does client take decisions? What drives value and/or pain for the specific project? Hot do we differentiate from competition?
  
  
  
  


• Promote/sell capture strategy
  
  
  • Towards external stakeholders: end-user, customer, developer, partner, consultant, etc… This includes mapping the organizations, developing the appropriate level of intimacy, understanding organizations' value drivers and decision-making processes, communicating/listening to the appropriate levels in the organizations
  
  
  • Towards internal stakeholders: region, platform, functions, leadership team
  
  
  
  


• Guide & orchestrate the deal team to execute capture strategy
  
  
  • Early position to win, eventually through MOUs and/or cooperation agreements
  
  
  • Manage the life of the deal along the sales process, and especially the key milestones (BOR, WNG, TRM, TTM), necessary internal mandates and applicable standards (code of ethics, EHS)
  
  
  • Update WallC accordingly, using the best-guess representations of the most likely deal landing
  
  
  • Maintain the offered price development history, as seen from customer side; develop price shooting strategy using the offered price development history, market/target price and capture strategy
  
  
  • Consolidate offer and/or agreements in line with capture strategy and within the approved mandate
  
  
  • Manage offer clarifications with customer and its consultants, promote offer's value to secure the award
  
  
  • Negotiate the deal (including contract & agreements) within approved mandate (to be updated, as necessary); secure advanced payment & NTP
  
  
  • Transfer the deal to the execution team
  
  
  • Consolidate lessons learned (win/loss, leaner process)
  
  
  
  

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

Job Segment: Manager, Management