Business Sales Manager

.

Purpose of the JobJob Mission

The Business Sales Manager leads the Alstom effort in providing a bestfit offer to the customer and for transforming opportunities into Sales within the business. Responsible for the management of the assigned sales projects from screening till handover to project

execution.

Responsibilities and Accountabilities

1. Operational

Business Development Pre acquisition in coordination with and supported by Global Power Sales

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 contractorssuppliers. Initiate amp guide internal measures for prequalification of identified companies

Sell assigned projects at or above approved margin and get best possible commercial and technical conditions for Alstom

Establish and implement project capture pan in cooperation with GPS Regularly review amp update capture strategy.

Provide strong leadership of sales project in line with agreed strategy. Interpret amp communication 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 amp manage tendering costs for assigned sales projects to be within the assigned budget.

Adhere to the designed sales process amp use of designated tools.

Initiate the BidNo Bid meeting.

Prepare target price calculation and present it to management.

Provide the Offer Guideline via the Sales Project Database. Ensure that the various aspects such as deviation strategy procurement amp transport strategy etc. is clearly defined and communicated to the tender team in line 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 amp update the Risk

Log database secure necessary approvals and freeze the respective milestone.

After bid submission conduct tender review meeting.

Manage the internal phased handover D1D4 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 WonLost report in Power Sales and hold feedback meeting with the tender team.

Report periodically on the project status to SD.

General

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

bull Ensures that all project information is correct and updated in Power Sales

bull Responsibility to perform the review meetings in line with the sales process e.g. Business Risk. Review Gas Risk Committee etc.

bull Collect competitive information and provide market feedback ensuring that experience is fed back to sales amp tendering team as well as to product development.

bull On sold projects participate in project reviews to collect feedback from project execution

bull Provide feedback to improve Sales amp Tendering processes amp tools

bull Additional tasks amp responsibilities are also defined in the management system.

2. Managerial Budget Administration People

To manage the budget and authorise expenditure for the assigned project according to the Delegation of Authority DoA

3. Specific FunctionalTechnical authority besides DoA

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

To decide the tactics on the project in line with the capture strategy of the project

To allocate tasks amp set priorities to the assigned Tender Team

To intervene in any activity that may jeopardise the winning of the project

Measurement Key Performance Indicators

Winning assigned projects

Establish global partnerships and maintain them

Establish a good relationship with customers and maintain them

Availability of comprehensive BidNo Bid meeting presentation for assigned projects

Availability of the tender strategy at the KickOff Meeting

Tender costs for assigned projects

Further objectives Targets and Performance Measurements are defined on a yearly basis in ALPS.

Qualifications

Educational Requirements Describe the minimum educational requirementlevel

Mandatory

Bachelors degree in engineering or equivalent

English language

Desirable

Additional diplomadegree in Finance or Management e.g. MBA BBA

Additional language e.g. Spanish German French

Experience Mandatory

3 years of experience in industrial plants or power plant business engineering or commercial issues

2 years of experience in project management of power plants or major industrial plants in leading functionmanagement posit more...

EJ

via http://ift.tt/1ejl49c

شارك هذه الصفحة وتابعنا على صفحاتنا الرسمية

شارك الموضوع →

تويت

تابعنا →

إنشر الموضوع →