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Director, BD and Sales, Sys & Infra NAM at Alstom in North America, SD

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Description

Alstom’s approach can be summarized in one word –“fluidity”.  Alstom is a global leader in passenger, freight and mining rail transportation, signalling, and 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 a wide variety of associated maintenance, modernization, overall and refurbishment services and turnkey transportation solutions.  Our 32,000 employees worldwide rigorously apply the Alstom Code of Ethics and work closely with our community of stakeholders to deliver solutions and services that bear the brand of Alstom.  Alstom businesses had sales of 6 billion for the 2014/2015 fiscal year.  Visit www.alstom.com to learn more about our business.  

 

Job Title & Objective

Job Title                                                                                  

Director Business Development and Sales, Systems and Infrastructure (“S&I”) NAM

Sector: Transport

Function: Business Development & Sales

Objectives

  1. Develop business opportunities and lead Sales for Systems and Infrastructure pursuits to meet annual sales objectives;
  2. Assume the role of Tender Leader for assigned S&I pursuits;
  3. Keep abreast of market developments, product innovations, internal product offerings and competitor activities in the rail infrastructure sector;
  4. Develop and nurture relationships with Platform Developments, Customers, Developers; Contractors in Infrastructure and P3 project environment; and leverage these to create a sustainable market environment and business opportunities that will ensure achievement of all sales objectives.

Mission

Responsibilities and Accountabilities

  • Develop, maintain and nurture customer, agency, partner, consultant, developer and financier relationships with stakeholders in rail infrastructure environment;
  • Develop and initiate sales strategies to ensure achievement of sales objectives;
  • Monitor financial and project performance of potential partners (civil/developer/financier) to ensure optimal teaming arrangements;
  • Keep all active, inactive and prospective customers, consultants and developers aware and knowledgeable about Alstom products, innovations and engineering services.
  • Develop and maintain positive communication channels internally with Platform colleagues, with developers, civil contractors, and consultants
  • Maintain thorough performance knowledge of company products, systems, engineering services and new developments; keep abreast of competitive market and infrastructure project activity.  Provide appropriate feedback to HQ;
  • As Tender Leader for assigned pursuits:
    • manage the day-to-day relationship with Customer Directors and with Customers, Developers and Stakeholders;
    • define and monitor progress of Tender Deliverables List;
    • Prepare and share Tender Schedule and ensure adherence to it;
    • prepare and present all internal governance documents (including BOR, WNG, WRM, TRM and WLA materials
    • coordinate internal stakeholders to ensure preparation of professional, winning proposal
  • Ensure close coordination with S&I Platforms in relation to product and market developments, competitors’ activities, turnkey and P3 developments and trends and teaming activities on rail infrastructure projects;
  • Closely collaborate with internal and external Stakeholders on all assigned pursuits to ensure Alstom’s bid for each given pursuit is fully optimized to achieve successful outcome.

 

 

 

 

 

Market and Business Understanding                                                                                              

 

 

Mandatory

Desirable

Knowledge of Alstom                                                                

X

 

Knowledge of other functional areas within the organisation    

X

 

Knowledge of the domestic environment                                  

X

 

Knowledge of the international environment                             

 

X

 

 

 

 

Candidate Requirements

Educational Requirements

Business-field or Engineering degree required; Graduate degree preferred: or equivalent combination of experience and education.

Experience (Essential Functions)

10+ years of related experience

Knowledge of customer/Developer base is essential.

Marketing and Sales experience in Rail industry required.

Turnkey/Systems/P3 experience is required.

Working Conditions (Industrial/Environmental)

Minimum Approximately 60% NAM travel and some limited international travel.

 

Requirements

 

Operational Know How (incl. Functional Know How)

Mandatory

Desirable

Operational effectiveness/Accountability/Tenacity

X

 

Collaboration/Teamwork

X

 

Innovation

X

 

Written/Oral Communication with Transparency 

X

 

Specific Functional Know-How:

Sales and BD past experience

X

 

P3/Turnkey Rail bid/project experience

X

 

 

Managerial Know How

Mandatory

Desirable

Ability to make decisions/Sense of urgency

X

 

Resilience

X

 

Motivating & inspiring

X

 

Leadership Know How

Mandatory

Desirable

Strategic Vision

X

 

Convincing & Influencing

X

 

Shaping & driving change

X

 

Risk Management

X

 

Alstom offers competitive salaries, an excellent benefits package, and flexible work options, as well as a uniquely diverse and unified team of professionals.  Our culture supports an environment where employees can continuously learn and gain professional growth through education, exciting projects and career mobility.  Alstom recognizes your achievements and excellent performance through various performance incentive, recognition and reward programs.  Our commitment is to you, the employee. Come work in an environment that is driven by integrity, innovation and visionary thinking.  Make the switch to a new track and join Alstom today! 

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. Alstom is a drug-free workplace.

 

This contractor and subcontractor shall abide by the requirements of 41 CFR 60-1.4(a), 60-300.5(a) and 60-741.5(a). These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, sexual orientation, gender identity or national origin. Moreover, these regulations require that covered prime contractors and subcontractors take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.

 

Accommodations for Applicants with Disabilities

Alstom provides reasonable accommodations and/or assistance to applicants with disabilities and disabled veterans (including but not limited to other protected veterans and individuals with known physical and mental limitations).  If you need a reasonable accommodation/assistance for any part of the application and/or hiring process, please contact Alstom’s Recruiting Department at careers.us@alstom.com (please use “Accommodation Request” as the subject line).  

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