Deal Team Leader - Riyadh, المملكة العربية السعودية - ALSTOM

ALSTOM
ALSTOM
شركة تم التحقق منها
Riyadh, المملكة العربية السعودية

منذ شهر

Fatima Al-Mansouri

تم النشر بواسطة:

Fatima Al-Mansouri

مسوّقة للمواهب لبيبي
وصف
Req ID:403725


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

To lead and orchestrate the deal team, typically from Business Opportunity Review (BOR) up to Tender Transfer Meeting (TTM)

To win a profitable and cash-positive order with the right risk/reward balance, covering the phases of generating and maintaining a capture strategy, promoting/selling it internally and externally and executing such capture strategy (incl. early positioning to win, securing internal approvals, consolidating a tender, negotiating & signing a deal, securing advanced payment & NTP, transferring the deal to the execution team).


Responsibilities:


  • Generate & maintain a capture strategy for the deal (or Business Opportunity)
  • Value proposition, target scope, market/target price, target cost, partnership, industrial scheme, financing, commercial conditions (e.g. target cashflow)
  • Understand and quantify 3 key pillars: how does client take decisions? What drives value and/or pain for the specific project? Hot do we differentiate from competition?
  • Promote/sell capture strategy
  • Towards external stakeholders: enduser, customer, developer, partner, consultant, etcThis includes mapping the organizations, developing the appropriate level of intimacy, understanding organizations' value drivers and decisionmaking processes, communicating/listening to the appropriate levels in the organizations
  • Towards internal stakeholders: region, platform, functions, leadership team
  • Guide & orchestrate the deal team to execute capture strategy
  • Early position to win, eventually through MOUs and/or cooperation agreements
  • Manage the life of the deal along the sales process, and especially the key milestones (BOR, WNG, TRM, TTM), necessary internal mandates and applicable standards (code of ethics, EHS)
  • Update WallC accordingly, using the bestguess representations of the most likely deal landing
  • Maintain the offered price development history, as seen from customer side; develop price shooting strategy using the offered price development history, market/target price and capture strategy
  • Consolidate offer and/or agreements in line with capture strategy and within the approved mandate
  • Manage offer clarifications with customer and its consultants, promote offer's value to secure the award
  • Negotiate the deal (including contract & agreements) within approved mandate (to be updated, as necessary); secure advanced payment & NTP
  • Transfer the deal to the execution team
  • Consolidate lessons learned (win/loss, leaner process)
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 Type:
Experienced


Job Segment:
Manager, Management
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