Head of Aftersales

at  ALSTOM

Req ID:460730
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.

KEY ACCOUNTABILITIES:

• Business Development
• Owns Parts, Repair & Overhaul Services Offering in coordination with Parts Platform
• Animates 3 years Plan review for her/ his Country/Cluster
• Generate business by adopting Tactical Sales approach
• Manage Opportunities Pipeline (Wall C) - Targets / Opps / gap to Target
• Develop with Customer various Services offerings like Parts Orders, CRO orders, ALM Orders, Frame contracts offerings (TSSSA, VMI, LTPAs..) for being competitive with adequate parts coverage vs customer needs
• Promote Parts Repair & Overhaul offerings, including Obsolescence solutions to all Customers
• Develops Parts catalogue with Customer Services & Sourcing , push for large and long term frame contracts (with technical support) instead of Spot orders
• Operations Support
• Manage governance process all Opportunities
• Manage BID & Tenders for her/ his Country/Cluster for winning at Targeted Gross Margin – participate to all Tenders Gate reviews
• Support Customer Services for all deliveries at risks/issues in proper communication with Customers aligned with respective CD
• Owns BD Score Card for her/ his Country/Cluster
• Leverage Station One as new solutions for onboarding new Parts opportunities (marketplace) or new customers
• Explore & Propose Proof of concepts/pilots on Customer Services Tools
• Strategy, Methods & Tools
• Define global parts pricing strategy for her/ his Cluster/s
• Maintain OI, Hit Rate, Sales and GM trackers for her/ his Cluster/s
• Pursue development and adoption of Parts Finder, Parts Costing Parts Pricing for building historical data
• Develop End to End Tools such as GSI and others Tools (ex : Parts Folio, Customer Portal ..) adoption
• Participate to Business Development Network from Parts Platform - Best Practices sharing, Case studies etc …
• Leverage collaboration with Services Marketing for Case Studies, Marketing Material production and Sales teams Training
• Participate to Customer Services Network from Parts Platform - Best Practices sharing, Case studies etc …
• Develop with HR and Parts Platform a Competency Development plan for Parts, Repair and Overhaul for that position and his/her Team
• Develop Teams competences especially in Pricing management and IS&T Tools for Parts management in coordination with Parts Platform
• Customer Service
• Support Customers on daily basis for any inquiries
• Manage Parts Quotes for her/ his Country/Cluster for winning at Targeted Gross Margin
• Support Business Development Manager for all quotations in Parts Orders, CRO orders, ALM Orders, Frame contract offerings (TSSSA, VMI, LTPAs..) for being competitive with adequate parts coverage vs customer needs
• Manage with Supply Chain all deliveries at risks/issues in proper communication with Customers aligned with respective CD
• Owns Customer Services Score Card for her/ his Country/Cluster
• Management
• 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 (wall.C)
• Services Order Intake and Market Share evolution in area of activity
• Growth of opportunities pipeline
• Tender hit rate
• Ensuring GM% inline with global and regional mandate on Services Bids

EXPERIENCE

Mandatory:

• At least 10 years’ experience in rail/ infrastructure/ energy/ aviation/ automotive industry: Rolling Stock, System and Services projects and/or sales.
• Experience and exposure to different Customers: Public, Private, Gov Entities, etc.
• Experience interfacing & leading teams internationally located

Please refer the Job description for details