Responsabile Commerciale Mercato Urbano Join to apply for the
Responsabile Commerciale Mercato Urbano
role at 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.
Purpose of the job Manage a customer or a portfolio of customers, be the single point of contact for customers outside daily project matters, grow business, monitor project execution and profitability, and ensure customer satisfaction and loyalty.
Key accountabilities
Act as the main point of contact for the customer and the prevalent authority on all customer issues.
Champion a customer‑centric culture across the company.
Secure and regularly measure customer satisfaction.
Grow business by selling existing/new products to existing customers to maximize revenue and profits.
Contribute to negotiations during the tender phase.
Contribute to the success of the project execution in partnership with the Project Manager.
Manage the Profit & Loss of the project in partnership with the Platform Director & Project Manager.
Apply ALSTOM rules on ethics and compliances in all selling & customer management activities.
Opportunity Phase
Identify new business opportunities with customers, gather customer’s 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.
Lead the Business Opportunity Review (BOR), Go/No Go, and Tender Review Meeting (TRM).
Agree with Platform Director and MPS on Go/No Go.
Tender Phase
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.
Project Execution 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.
Co‑define the Project Strategy with the Platform Director.
Validate selling price.
Implement the Monthly Project Review (MPR) process.
Ensure, with Contract Manager(s), that contractual/legal issues are properly handled.
Prepare financial forecast on the 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.
Collect cash.
Secure project margin and overall margin trend.
Educational Requirements
Graduate Degree in Engineering or Business field.
At least 10 years’ experience in rail or related business, or project engineering industry.
High proficiency in organization’s products and services.
Competencies & Skills
Relationship Development: Build strong relationships with customers, government authorities, and internal stakeholders.
Competitive Awareness: Gain knowledge of competitors’ strengths, weaknesses and offerings to defeat competition and convince customers of ALSTOM’s value.
Planning and Execution: Identify new opportunities and lead a winning team to maximize ALSTOM’s value.
Excellent problem solving, critical thinking and decision making.
Proactive and efficient responses to pressing issues and challenges.
Business Acumen.
Aptitude in communicating, public speaking and interpersonal skills.
Global & Cultural Awareness.
Relationship Management.
Resilient and able to deliver operationally in a demanding and changing environment.
Strong ability to convince, influence & persuade.
Good planning and organization skills.
International mind set with good language skills.
Location Locations: Sesto San Giovanni (Milan), Bologna, Roma.
Equal‑Opportunity Employer 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.
Job Type & Seniority
Job Type: Experienced
Seniority level: Mid‑Senior level
Employment type: Contract
Job function: Sales and Business Development
Industries: Truck Transportation and Railroad Equipment Manufacturing
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