Sales Manager

Req ID:403563

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.

The role of the Parts & Component Repair Overhaul (CRO) Head of Sales is to deliver the Parts & CRO sales strategy to reach order intake, sales, and margin targets, as well as to lead the Sales Team and to conduct/support associated governance.

To act upon the Parts & CRO business strategy and customer requirements to sustainable growth. Identify, engage, and develop relationships with the Customer and the team toward the strategy and financials objectives. Responsible of the Sales team performance. Prepare, conduct and follow-up on sales pitches and build a successful partnership network of companies in the North America region. Drive the overall growth strategy, including the back-to-back development of Customers onboarding, from market analysis to new offerings to contract signature.

It is a key strategic role for the organization and our ability to growth the Services North Americas business. Reporting directly to the Head of Parts & CRO, the Head of Sales will be expected to work autonomously, setting high personal standards, delivering objectives and reports in a timely and accurate manner.

This role could be based in one of the following sites: New Castle, USA / Naperville, USA / Pittsburgh, USA / Mississauga, Canada / St-Bruno, Canada.

KEY RESPONSIBILITIES

• Implement the Parts & CRO sales and business development strategy and execute the sales activities accordingly.
• Growth the Parts & CRO business with increasing the order intake, sales, and margin as per the strategic plan.
• Build and promote strong, long-lasting customer relationships by partnering with Customers and understanding their needs.
• Present and sale value propositions to Customers of the Parts & CRO product portfolio such as parts long term agreement, component repairs, overhauls, and Technical Support Spares Supply Agreement (TSSSA) in North America.
  • Prepare, conduct, and close end to end sales pitches with generated leads from the Marketing department and outbound leads for several customer segments.
  • Prepare bid proposals to customer, as well as securing contract in coordination with platforms and métiers.
  • Work with product development, engineering, marketing, and communication teams on developing and executing marketing plans and presentations for client facing documents.
• Achieve the order intake, sales, and gross margin targets in line with the budget and business objectives.
  • Drive and manage the entire sales cycle & strategy plan through inception, implementation and launch; establishing sound relationships with internal stakeholders, customer executives and the Sales agency.
  • Identify, prioritize, and target sales opportunities.
  • Present annual and periodic sales and margins reports.
  • Prepare annual sales forecasts and commercial budget.
  • Create account plans, document, and track sales opportunities with proper tools (Sales Forces, strategic plan, tactical plan.
  • Manage sales performance of Sales Manager (targets and performance dialogue).
• Lead the Sales Team
  • Accomplish staff results by communicating job expectations, planning, monitoring, and appraising job results.
  • Define team objectives, identify, and evaluate trends and options.
  • Oversee all activities within the team and implement correction plan if required.
  • Coach, counsel, and train employees.
  • Implement best-practice sharing throughout regions and accounts, as well as introduce new sales processes and practices.
  • Contribute to the team members personal growth opportunities.
  • Support staff recruiting and selection of new employees.
  • Ensure a safe, secure, and legal work environment.
• Adopt standard Alstom processes and rules for the sales and bidding activities.
• Develop ideas for new products/ services based on current products or emerging customer needs while being fully aware of new products and competition status.
• Develop understanding of the competitive environment.

• Analyze business results & competitive performance and make recommendations based upon a thorough understanding of Alstom, our customers and market dynamics to meet/exceed our financial targets.
• Plan for and attend key industry events, tradeshows, local meetups, conferences, and build a social media presence to represent Alstom.

• Participate on the various projects supporting the Growth Strategy such as
  • Implementing the Alstom Part and Overhaul Operating model (APO-Line). Pushing the creation of new opportunities with Customer (Alstom installed based analysis). Optimizing the pricing strategy and leveraging inflation.
  • Developing upstream the business readiness (maximize parts list pricing, obsolescence as a leaver, aftermarket clause in rolling stock contract, upsell warranty aftermarket, boots on the ground program).
  • Systemizing and leveraging component overhaul solutions as well as R&D program.
  • Entering new market (develop new solutions, prepare plan for merger, acquisition and partnering).
  • Offering new customer experience trough virtual solutions and expand the parts catalogue (SAP GSI optimization, unsolicited Health Hub proposal and TSSSA proposal, virtual parts catalogue).
  
  

Requirements

• Bachelor's or master’s degree from an accredited university in Business or in Engineering
• At least 10 years’ experience in rail or related business industries
• At least 15 years of strong experience in sales or business development
• Experience in the parts, repair and overhaul business required
• Proven experience in managing a team. Integrative team working style
• Business Acumen and ability to anticipate customer needs
• Customer focused
• Strong ability to influence, convince and persuade others
• Excellent negotiation skills
• Excellent written and verbal communication skills. Ability to build relationships
• Proven stakeholder management skills.
• Strong project management, leadership, and organizational skills
• Sensitive to global & local cultural factors
• Ability to work independently and within a team
• Proficient user of Word, Excel & PowerPoint

Alstom is the leading company in the mobility sector, solving the most interesting challenges for tomorrow’s mobility. That’s why we value inquisitive and innovative people who are passionate about working together to reinvent mobility, making it smarter and more sustainable. Day after day, we are building an agile, inclusive and responsible culture, where a diverse group of people are offered opportunities to learn, grow and advance in their careers, with options across functions and geographic locations. Are you ready to join a truly international community of great people on a challenging journey with a tangible impact and purpose?

Equal opportunity statement:
Alstom is an equal opportunity employer committed to creating an inclusive working environment where all our employees are encouraged to reach their full potential, and individual differences are valued and respected. All qualified applicants are considered for employment without regard to race, colour, religion, gender, sexual orientation, gender identity, age, national origin, disability status, or any other characteristic protected by local law.

Job Segment: Sales Management, Marketing Manager, Manager, Supply, Sales, Marketing, Management, Operations