Customer Director

Req ID:‎212047
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 ‎70000 people dedicated
to solving real-world mobility challenges and achieving international projects
with sustainable local impact.
Purpose of the job
The Customer Director is responsible to boost order intake by co-defining and
implementing the Business Development strategy for the country to win new
customers or markets, and to sustain market share. The role is a key
leadership position in the BD & Tendering function responsible for driving a
step change in SS&I work winning performance through:
* Customer relationship management
* Rigorous opportunity qualification
* Market find planning
* Opportunity Capture planning
* Tender leadership across a range of signaling, systems & Infrastructure opportunities
* Leading a team of Business Development Managers
* Understanding customer needs and representing the voice of the customer
* Increasing tender win rates
* Helping to shape overall SS&I business strategy
* Championing and leading change

Responsibilities
Key accountabilities
* Be the voice of the customer in Alstom Transport
* Contribute to develop a customer centric culture across the company
* Be the main point of contact and the prevalent authority on all customer issues
* Define and implement Business Development strategy with Country/Cluster MD in line with Region's business plan and Market & Strategy function.
* Promote ALSTOM products & services (or a specific Product Line) 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 Alstom and Customer and adoption of Find Plan process systematically
* Identify financing solutions with Finance
* Actively participate in Customer Needs Reviews, Marketing & Commercial Carousels and Region's business plans.
* Systematically keep Region's Management, Product Lines and HQ Sales & Marketing informed on evolution of opportunities and Alstom & 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 Tender Leaders 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 on an as needed basis
* During tender phase and contract implementation to support Customer Director's activities
* Support Tender Leader in proper handover once the contract is signed

In Project Execution Phase:
* Ensure efficient hand over/transfer between tender phase & contract phase
* Select Project Manager and ensure on time staffing of Project Core Team
* Execute all projects for his/her customer, supplemented by his/her Project Manager
* Handle the relationship with the Customer (and local partners on all relevant projects) by being the single point of contact
* Is fully involved in the DFQ process for Projects, as a permanent member of the Gate Review decision making board
* Ensure delivery of projects in line with QCD commitments
* Continuously seek improvement of project margins
* Negotiate and agree any variation orders or contractual changes
* Ensure full closing of project in coordination with Operations

Required Skills & Expertise
Minimum ‎15 years of professional experience.
Previous Experience in working for a project-based environment and working
closely with governmental entities
Strong leadership, organizational, project management and coordination skills
with multiple stakeholders
Fully versed on Public Contracts Law No. ‎182 of ‎2018
Good communication skills (adapt the information to the target audience)
Rapid self-starting capability and ability to work autonomously
Good command of English Language (written / spoken)

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.

Job Segment: Manager, Business Development, CRM, Project Manager,
Management, Sales, Technology