PpAt 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. /p h3Customer Director /h3 h3Purpose of the job: /h3 pManage 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. /p h3Key accountabilities: /h3 ul liAct as the main point of contact for customer, and the prevalent authority on all customer issues /li liChampion a customer‑centric culture across the company /li liSecure and regularly measure customer satisfaction /li liGrow business by selling existing / new products to existing customers to maximize revenue and profits /li liContribute to negotiations during tender phase /li liContribute to the success of the project execution, in partnership with Project Manager /li liManage the Profit Loss of the project, in partnership with Platform Director Project Manager /li liApply ALSTOM rules on ethics and compliances in all selling customer management activities /li /ul h3In Opportunity Phase: /h3 ul liIdentify new business opportunities with his / her customers, identify customer needs, gather customers’ key data including budgets /li liShare customer information with Business Development, Sales and Tendering teams, Market Strategy and Product Platforms /li liTrigger and define the frame of Sales and Tendering teams’ intervention with the customer (or Business Development for the sale of new products / services) /li liIdentify customer’s decision‑making process and lobby main stakeholders /li liLeads the Business Opportunity Review (BOR), Go / No Go, and Tender Review Meeting (TRM) /li liAgree with Platform Director and MPS on Go / No Go /li /ul h3In Tender Phase: /h3 ul liEnsure the tender team is adequately staffed /li liParticipate / give input to the definition of the bid strategy /li liParticipate fully in the DFQ process for tenders as a permanent member of the Tender Gate Review decision‑making board /li liInform Tender control of tender status, progress of blocking issues /li liContribute to the negotiation phase /li /ul h3During project execution phase: /h3 ul liEnsure efficient hand over between tender phase contract phase /li liGive input to the Platform Director on the People Management Cycle activities for Project Managers (objectives, appraisal) /li liCo‑define the Project Strategy with the Platform Director /li liValidate selling price /li liImplement the Monthly Project Review (MPR) process and participate with Platform Director and Project Manager /li liEnsure, with Contract Manager(s), that contractual / legal issues are properly handled /li liPrepare financial forecast on his / her project (sales, margin, cash in, variation orders, etc) /li liPrepare budget and 6QRF preparation /li liNegotiate and agree any variation orders or contractual change /li liEnsure timely invoicing of the customer based on contractual milestones /li liCollect cash /li liSecure project margin and overall margin trend /li /ul h3Educational Requirements /h3 pbMandatory: /b /p ul liGraduate Degree in Engineering or Business field /li liAt least 10 years’ experience in rail or related business, or project engineering industry. /li liHigh proficiency in organization’s products and services. /li /ul h3Competencies Skills /h3 ul liRelationship Development : Build strong relationships with customers, government authorities, and internal stakeholders /li liCompetitive Awareness : Gain knowledge of competitors’ strengths, weaknesses and offerings, to be able to defeat competition and convince the customer of ALSTOM’s value /li liPlanning and Execution : Identify new opportunities and lead a winning team to maximize ALSTOM’s value in those opportunities /li liExcellent problem solving, critical thinking and decision making /li liProactive and efficient responses to pressing issues and challenges /li liBusiness Acumen /li liAptitude in communicating, public speaking and interpersonal skills /li liGlobal Cultural Awareness /li liRelationship Management /li liResilient and able to deliver operationally in a demanding and changing environment /li liStrong ability to convince, influence persuade /li liGood planning and organization skills /li liInternational mind set with good language skills /li /ul h3LOCATION /h3 pbSesto San Giovanni (Milan); Bologna, Roma /b /p pYou 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! /p h3Important to note /h3 pAs 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. /p pbJob Type: /b Experienced /p pbJob Segment: /b Outside Sales, Business Development, Sales /p /p #J-18808-Ljbffr