Saudi Arabia

3 days ago


Riyadh, Saudi Arabia Alstom Full time

**Req ID**: 252661

Leading societies to a low carbon future, Alstom develops and markets mobility solutions that provide the sustainable foundations for the future of transportation. Our product portfolio ranges from high-speed trains, metros, monorail, and trams to integrated systems, customised services, infrastructure, signalling and digital mobility solutions. Joining us means joining a caring, responsible, and innovative company where more than 70,000 people lead the way to greener and smarter mobility, worldwide

**OVERALL PURPOSE OF THE ROLE**:
The Customer Director is responsible to boost order intake by co-defining and implementing the Business Development strategy for the country to win new customers or markets, and to sustain market share. The role is a key leadership position in the BD & Tendering function responsible for driving a step change in SS&I work winning performance through:
Customer relationship management

Rigorous opportunity qualification

Market find planning

Opportunity Capture planning

Tender leadership across a range of signaling, systems & Infrastructure opportunities

Leading a team of Business Development Managers

Understanding customer needs and representing the voice of the customer

Increasing tender win rates

Helping to shape overall SS&I business strategy

Championing and leading change

**Network & Links**:
**Internal**: Business Development Director, Country Managing Director, Product & Strategy, Solution Owners

**External**: Customer

Reporting to the Country Managing Director

**RESPONSIBILITIES**:
**Key accountabilities**:
Be the voice of the customer in Alstom Transport

Contribute to develop a customer centric culture across the company

Be the main point of contact and the prevalent authority on all customer issues

Define and implement Business Development strategy with Country/Cluster MD in line with Region’s business plan and Market & Strategy function.

Promote ALSTOM products & services (or a specific Product Line) to win business, particularly with potential customers and new products & services.

Compile market intelligence on business trends & needs, and competitors’ strategies.

Find access to decision networks and lobby them to orientate the decision-making process.

Ensure that ALSTOM Ethics & Compliance rules are applied in business development actions.

**In Opportunity Phase**:
Develop and implement a complete lobbying action plan including possible partnerships

Develop relationships with potential partners and external bodies such as authorities

Assess potential market, propose strategic actions for business validation, and provide consolidated market overviews including Country Strategic Plans where necessary

Timely Business anticipation to Influence the prospect’s specifications in the interest of both Alstom and Customer and adoption of Find Plan process systematically

Identify financing solutions with Finance

Actively participate in Customer Needs Reviews, Marketing & Commercial Carousels and Region’s business plans.

Systematically keep Region’s Management, Product Lines and HQ Sales & Marketing informed on evolution of opportunities and Alstom & Competitor positioning through timely, accurate and periodic update of data in the CRM tool

Assume ownership of the prospective customer account in CRM

Give inputs to the Tender strategy

Ensure careful preparation/smooth hand over to Tender Leaders and continuing support as required at tender phase

**In Tender Phase**:
Lobby his/her network continuously until contract signature

Ensure customer needs are taken into account

Participate to the negotiation phase on an as needed basis

During tender phase and contract implementation to support Customer Director’s activities

Support Tender Leader in proper handover once the contract is signed

**In Project Execution Phase**:
Ensure efficient hand over/transfer between tender phase & contract phase

Select Project Manager and ensure on time staffing of Project Core Team

Execute all projects for his/her customer, supplemented by his/her Project Manager

Handle the relationship with the Customer (and local partners on all relevant projects) by being the single point of contact

Is fully involved in the DFQ process for Projects, as a permanent member of the Gate Review decision making board

Ensure delivery of projects in line with QCD commitments

Continuously seek improvement of project margins

Negotiate and agree any variation orders or contractual changes

Ensure full closing of project in coordination with Operations

Performance Measurement

**Customer Relationship Management**: Satisfaction survey result

Opportunities and commercial partnership development

Orders intake with Cash and Margin as per expectations

Sales achieved and Projects Gross and Net Margins

Tender and Projects Free Cash Flow

**Qualifications & Skills**:
EDUCATION

Engineering / University degree (Mechanical or Electrical Preferred)

**BEHAVIORAL CO



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