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Company:
Alstom
At Alstom, we understand transport networks and what moves people. From high-speed trains, metros, monorails, and trams, to turnkey systems, services, infrastructure, signalling and digital mobility, we offer our diverse customers the broadest portfolio in the industry. Every day, more than 80 000 colleagues lead the way to greener and smarter mobility worldwide, connecting cities as we reduce carbon and replace cars.
Customer Director
Purpose of the job:
Manage a customer or a portfolio of customers, and be the single point of contact (outside daily project matters) for customers. Grow business with his/her customer, monitor project execution and profitability and ensure customer satisfaction and loyalty.
Key accountabilities:
Act as the main point of contact for customer, and the prevalent authority on all customer issues
Champion a customer-centricSecure and regularly measure customer satisfaction
Grow business by selling existing/new products to existing customers to maximize revenue and profits
Contribute to negotiations during tender phase
Contribute to the success of the project execution, in partnership with Project Manager
Manage the Profit & Loss of the project, in partnership with Platform Director & Project Manager
Apply ALSTOM rules on ethics and compliances in all selling & customer management activities
In Opportunity Phase:
Identify new business opportunities with his/her customers, identify customer needs, gather customers’ key data including budgets
Share customer information with Business Development, Sales and Tendering teams, Market & Strategy and Product Platforms
Trigger and define the frame of Sales and Tendering teams’ intervention with the customer (or Business Development for the sale of new products/services)
Identify customer’s decision‐making process and lobby main stakeholders
Leads the Business Opportunity Review (BOR), Go/No Go, and Tender Review Meeting (TRM)
Agree with Platform Director and MPS on Go/No Go
Ensure the tender team is adequately staffed
Participate/give input to the definition of the bid strategy
Participate fully in the DFQ process for tenders as a permanent member of the Tender Gate Review decision‑making board
Inform Tender control of tender status, progress of blocking issues
Contribute to the negotiation phase
Ensure efficient hand over between tender phase & contract phase
Give input to the Platform Director on the People Management Cycle activities for Project Managers (objectives, appraisal)
Co‑define the Project Strategy with the Platform Director
Implement the Monthly Project Review (MPR) process and participate with Platform Director and Project Manager
Ensure, with Contract Manager(s), that contractual/legal issues are properly handled
Prepare financial forecast on his/her project (sales, margin, cash in, variation orders, etc)
Prepare budget and 6QRF preparation
Negotiate and agree any variation orders or contractual change
Ensure timely invoicing of the customer based on contractual milestones
Secure project margin and overall margin trend
Educational Requirements Mandatory:
Graduate Degree in Engineering or Business field
At least 10 years’ experience in rail or related business, or project
High proficiency in organisation’s products and services.
Relationship Development: Build strong relationships with customers, government authorities, and internal stakeholders
Competitive Awareness: Gain knowledge of competitors’ strengths, weaknesses and offerings, to be able to defeat competition and convince the customer of ALSTOM’s value
Planning and Execution: Identify new opportunities and lead a winning team to maximise ALSTOM’s value in those opportunities
Excellent problem solving, critical thinking and decision making
Proactive and efficient responses to pressing issues and challenges
Aptitude in communicating, public speaking and interpersonal skills
Resilient and able to deliver operationally in a demanding and changing environment
Strong ability to convince, influence & persuade
Good planning and organisation skills
International mind set with good language skills
You don’t need to be a train enthusiast to thrive with us. We guarantee that when you step onto one of our trains with your friends or family, you’ll be proud. If you’re up for the challenge, we’d love to hear from you!
Important to note As a global business, we’re an equal‑opportunity employer that celebrates diversity across the 63 countries we operate in. We’re committed to creating an inclusive workplace for everyone.
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