Business Sales Manager Steam

Purpose of the Job:

The Business Sales Manager leads the ALSTOM effort in providing a best-fit offer to the customer. He/she is responsible within Thermal Systems for the management of the assigned sales project(s) from screening till handover to project execution.

Mission

Measurement:

o Winning assigned project(s).

o Availability of comprehensive capture plan (in the OTMS) at Bid/No Bid meeting for assigned project(s).

o Availability of the tender strategy (via the Offer Guideline) at the Kick Off Meeting.

o Tender costs for assigned project(s).

o Further Objectives, Targets and Performance Measurements are defined on a yearly basis.

Responsibilities :

BUSINESS DEVELOPEMTN/ PRE-ACQUISITION (in coordination with and supported by GPS):

Provide fast and competent (responsive) support to customers. Influence the customer specification - achieve competitive positioning and differentiation of ALSTOM offer. Identify future business opportunities and market trends. Collect competitive information. Provide feedback into the ALSTOM organization. Proactively identify potential partners and local contractors/suppliers. Initiate & guide internal measures for prequalification of identified companies.

PROJECT ACQUISITION:

Sell assigned project(s) at or above approved margin and get best possible commercial and technical conditions for ALSTOM. Establish and implement project capture plan in cooperation with Global Power Sales. Regularly review & update capture strategy. Provide strong leadership of sales project in line with agreed strategy. Interpret & communicate customer requirements and the sales strategy to tender team.

Coordinate tendering activities with the Tender Engineering Manager and ensure timely submission of good quality tender. Provide timely inputs for planning of resource requirements for the assigned sales project

Lead negotiations. Commit to fight for ALSTOM in a very competitive environment. Achieve best possible conditions for ALSTOM. The scope, schedule and cost basis have to be clear, transparent and defined. Monitor & manage tendering costs for assigned sales project(s) to be within the assigned budget. Adhere to the defined sales process & use of designated tools Initiate the Bid/No Bid meeting. Ensure input and update of data for the project databases (Opportunity Tracking & Management System OTMS, Sales Project Database).

Initiate & lead the Kick off Meeting. Provide the Offer Guideline via the Sales Project Database. Ensure that the various aspects such as deviation strategy, procurement & transport strategy etc. is clearly defined and communicated to the tender team inline with the overall project strategy. Participate in the Concept review meetings and Cost review meetings. Adhere to business, sector and corporate risk control and risk management process. Input & update the Risk Log database, secure necessary approvals and freeze the respective milestones. After bid submission conduct tender review meeting. Manage the internal phased handover D1-D4 process and interact actively with the nominated project director to achieve a good contract.

On Contract Award (either to ALSTOM or to competition) fill out the W/L report in the OTMS and hold feedback meeting with the tender team. Report periodically on the project status to SD.

GENERAL:

Drive cost reduction efforts and product development together with the Tender Engineering

Manager and Product Manager. Collect competitive information and provide market feedback ensuring that experience is fedback to sales & tendering team as well as to product development On sold projects, Participate in project reviews to collect feedback from project execution. Provide feedback to improve Sales & Tendering processes & tools. Additional tasks & responsibilities are also defined in the Thermal Systems process maps and related instructions.

AUTHORITY:

To formulate the capture strategy for the project in cooperation with GPS and Thermal

Systems Sales Management. To decide the tactics on the project in line with the capture strategy of the project. To allocate tasks & set priorities to the assigned Tender Team. To intervene in any activity that may jeopardize the winning of the project. To manage the budget and authorize expenditure for the assigned project. Readiness to make decisions and to take responsibility Independent, performance oriented. Trustworthy, reliable, loyal. Ability to accept and deal with criticism, ability to cope with conflicts and failure

Innovative and creative

Position in the Organisation

Network & Links:

Position will report to Sales Director

Internal contacts:

Tender Team

External contacts :

Clients

Subcontractors

Qualifications:

Educational Requirements:

BS- or MS-degree in engineering or equivalent.

Additional diploma/degree in Finance or Management (e.g. MBA, BBA) welcome.

3 years of experience in industrial plant or power plant business (engineering or

Commercial issues)

2 years of experience in project management of power plants or major industrial plants (in Leading function/management position). English. Other languages are welcome.

Technical Skills & Competencies:

Power generation market dynamics.

Project management tools/methods, planning/budgeting/monitoring

International contracting practices for power plants.

International project financing concepts.

Electronic data manipulation and informatics (Spreadsheet, text/graphic representations, etc.)

Strategic thinking & entrepreneurial attitude.

Strong personality (discipline, will, energy, ability to handle stress, persistency, stamina,

Courage, natural authority/dominance).

Sensitivity to different cultures. Flexible, adaptable to other people and to different situations,

open minded.

Ability to form and to lead teams. Good team player.

Ability to plan, organize and coordinate.

Ability to set priorities and to achieve targets.

Ability to delegate and to supervise.

Alstom is a global leader in the world of power generation, power transmission and rail infrastructure and sets the benchmark for innovative and environmentally friendly technologies. Alstom builds the fastest train and the highest capacity automated metro in the world, provides turnkey integrated power plant solutions and associated services for a wide variety of energy sources, including thermal (coal, nuclear, gas...) and renewable ones (hydro, wind, solar...) and it offers a wide range of solutions for power transmission, with a focus on smart grids. The Group employs 92,500 people in around 100 countries.

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