Job Description

Req ID:497906





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.

The Railway industry today is characterized by both a strong and sustained growth across the world. The trends that drive this are well known : environmental challenges, population growth, urbanization and increasing demands for mobility. Today we offer our customers solutions that feature a seamless blend of diverse technologies, ensuring optimal interfaces, along with flexible implementation and real synergy in innovation. We have and exciting opportunity for a

Services Spare Part Sales Manager (Short Cycle) CRRC (Fixed term contract role)

within Alstom Ubunye.
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This position is based in Gauteng at our premises in Nigel (Gauteng).

POSITION IN THE ORGANISATION - Services Spare Part Sales Manager (Short Cycle) CRRC

HIERARCHICAL MANAGER

Chief Executive Officer

PURPOSE OF THE JOB

Responsible for driving business development and sales for Alstom Ubunye by promoting the full services portfolio, including ALM, P&OVH, and Digital Solutions. The role focuses on generating market demand, increasing sales, managing spare parts and overhaul activities, enhancing customer experience, and handling variation orders through coordination with procurement and finance.

RESPONSIBILITIES AND ACCOUNTABILITIES:

1

. Business Development

Thorough understanding of P&OVH (Pars & Overhaul) Solutions (with support of Product Line) and compilation of 3 Years Plan and related capture plans for Alstom Ubunye. Manage & update opportunities in Wall C - targets / commitments / maturity / gaps Map local fleets, identify the current main suppliers and classify type of maintenance contracts/regime (with Parts Engineering) for main parts & components. Identify the main opportunities to come (anticipate the need) in addressable market Promote P&OVH offerings, including obsolescence solutions based on understanding the customer needs Develops standard catalogue offerings with RS and compiles parts catalogues with Customer Service & Procurement Do Commercial REX ((Return of experience) win/loss analysis) Enhances the understanding of customer needs, pain points and identification of opportunities in each customer segment, analyze and support Competition analysis and providing feedback to Business Development/Sales and Customer / Services Directors
Promotes conversion of business portfolio from ad-hoc spares & repairs supply into long term agreements and component repair & overhaul Develop customer intimacy to detect gain and pain points, on all levels of the customer organization, from depot up to Mgmt. level supported by Customer Directors. Drive customer business meetings, negotiations & influencing coming bid, proactive commercial development Present to and educate the internal team and customers on the various product portfolio (ALM, Digital, P&OVH) Liaise with the Product Line to ensure the availability of updated marketing material. Ensure a smooth handover with PMO in case of contract award

2a. Variation Order (Procurement and contract execution)

Monitor procurement project (Cost and Delivery) and project evolution Ensure work package commitment is respected Coordinate project with all metiers regarding costing and parts procurement Ensure on time delivery, quality and project margins especially during ramp up phase of the project

2b. Variation Order (Commodity Strategy)

Consolidate commodity costing needs inputs Participate actively to commodity costing strategies and panel elaboration Provide inputs to build differentiations Participate in tender inputs and actual project costing execution Represent the financial view during the project execution

2c. Variation Order (Commodity Strategy)

Monitoring and forecast cash flows arising from the project variation order, setting control environment for the cash management in order to optimize cash flows Follow financial outcomes and action plans for cost reduction and identify cost savings opportunities and prevent and alert any deviance v/s budget and forecasts Weekly analysis of actual costing incurred and compared with forecast and analyzing the gaps Co-ordinate with supply chain and procurement regularly to monitor cost progress Monitor extra costs of the projects which can degrade the margins and have regular meetings with the team Validate costing accuracy and cost valuations (bid costs, purchase costs, calculations, etc Prepare all submissions of variation orders per locomotive or per monthly delivery Review the QCD performances v/s commitment during work packages and be involved in on-industrial controlling related to project activities

3. Operations Support

Support with developing a Winning strategy for all key opportunities with Bid & Tenders for the cluster at target gross margin Develop long term customer agreements (in collaboration with Customer Service) to sustainably increase market share
Compile and update KPIs for Services Sales & Business Development in the cluster
Manage customer inquiries, orders and returns as well as customer complaints
Assure customer information with relevant stakeholders in case of critical items Define pricing tactics and ensure consistent and accurate pricing. Assure timely and compliant cost input from external suppliers and Alstom Participating Units
Prepare, review and approve all ad hoc RFQ's for on time submission Do regular customer visits at customer depots and premises and build on site relationships Do regular supplier visits and build the relationships

3a. Delivery Performance

Compile delivery KPIs for cluster Host performance reviews with Customer Service teams, Supply Chain, Procurement and Repair Centers in country/cluster and implement improvement actions

4. Innovation

Propose enhanced P&OVH offering (business models, technical solutions, value-add in supply chain, ...) specific for customer portfolio in country/cluster
Promote digital solutions (Customer Portal, Station One) to improve customer experience to gain market share
Develop and manage End to End Tools such as GSI and adoption of other tools (e.g. PartsFolio, Customer Portal)
Enforce usage of Parts Finder, Parts Costing to reduce TTQ (Time to Quote) , leveraging historical data Leverage Station One as e-commerce solution for creation of public parts catalogues and onboarding of new customers

5. Compliance and adherence to Environment, Health, Safety and Quality rules, procedures and policies at all times.

Ensure that all quality standards are always met Follow depot/site procedures and instructions, both from the Company and from the customer Collaborate with EHS and Quality teams to ensure we put safety first and maintain first class quality Compliance to EHS rules and regulations at all time. Report any health, safety, or quality matters to the relevant person immediately.

6. Accurate and up to date Reporting and Data management

Ensure accurate and comprehensive reporting Ensure that all required reporting happens on a monthly, weekly and daily basis.

7. Model the AIR values of the Company and always act ethically and compliant

Model and uphold Alstom's AIR values at all times. Act ethically, ensure compliance, and always prioritise safety. Maintain high standards of quality, productivity, and professionalism. Stay informed on legislation, product knowledge, policies, and procedures. Take ownership of tasks and demonstrate effective self-management. Respond positively to feedback and maintain a constructive attitude. Manage stress in a way that does not affect others negatively. Share knowledge and communicate learnings regularly. Be proactive in identifying and resolving potential issues. Complete all required performance assessments and compliance training. Support service sites and collaborate effectively with team members. Build and maintain strong relationships with customers and suppliers. Continuously seek ways to improve processes within company guidelines. Take responsibility for personal development and mandatory learning

8. Performance measurements:

Order intake

: Achieve agreed Order intake targets

Sales

: Achieve agreed Order intake targets Customer Satisfaction Achieve agreed Customer satisfaction survey targets

Quality Performance

: Achieve agreed Quality KPI targets eg OTIF

Leadership and Engagement

: Good team player with interpersonal and communication skills

Governance

: accurately capture and maintain data on Related Alstom systems (Wall-C), always ensure ethics and compliance

THE PREFERRED CANDIDATE WILL MEET THE FOLLOWING REQUIREMENTS:

Mechanical / Electrical Bachelor's or BTech degree in Engineering Sales & marketing tertiary qualification At least 5 years' experience in customer service essential Sales experience in the Railway industry Must be able to drive and visit customers & suppliers Very strong railway experience, service sales and business development with proven success record of sales growth Creating Value Proposition and ROI analysis to facilitate compelling sales strategy for each opportunity. Have insightful understanding for the RS stock owner, Operator and depot staff need to excel in the delivered Service. Ability to present and spell out the value for the various Service Portfolio including ALM, Digital, P&OVH. Aptitude to learn and update her/his knowledge with new products. Generate new opportunities from scratch including raising customer's interest, as well as ensure attractive proposal, optimized cost and compelling sales strategy.

THE IDEAL CANDIDATE WILL HAVE THE FOLLOWING COMPETENCIES

Ability to have a good communication with other colleagues and other functions (engineering, manufacturing, industrial, quality) Ability for problem-solving and efficient decision-making in environment Ability to work across sites/functions in a multi-cultural environment Literate with MS Office suite Good working knowledge of SAP Solid Electrical / Mechanical background and understanding of engineering principles Knowledge of maintenance engineering principles Willing to travel between sites if required Good interpersonal and communication skills Good team player and be able to work in a team Valid Driver's License Must be capable of working independently Business acumen, understanding of rail industry standards for operators/maintainers
Foster collaboration with Customer Director and Product Line RSC in country/cluster Ability to apply value proposition for P&OVH solutions and basic sales tactics (e.g. fleet screening or understanding customer hassle maps)
Facilitate network with Business Development/Sales community for P&OVH in other clusters/regions and PL SER Marketing Role model in customer orientation and expert technical & communications skills
Ability to identify and develop talents in Customer Service and retain for local Service organization Deep understanding of global standard processes and tools and their local application (supported by local and global BPO)
Facilitate network with Customer Service community for P&OVH in other clusters/regions and PL Services P&OVH Solutions Strong railway technical competencies and be able to speak the technical language with the customer on site level. Very good communication skills, stakeholder management and leadership skills Ability to create close and trustworthy relationship with internal team and customer




You don't need to be a train enthusiast to thrive with us. We guarantee that when you step onto one of our trains with your friends or family, you'll be proud. If you're up for the challenge, we'd love to hear from you!

Important to note

As a global business, we're an equal-opportunity employer that celebrates diversity across the 63 countries we operate in. We're committed to creating an inclusive workplace for everyone.

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Business Development, Supply Chain Manager, Marketing Manager, Procurement, Sales Management, Sales, Operations, Marketing