Business Development & Sales Manager 1

Req ID:530175

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.

JOB TITLE & JOB CODE

Job Title (Job Code): Tactical Sales & Business Development Manager (CM-CM-00)

PURPOSE OF THE JOB

The Tactical Sales & Business Development Manager is responsible for driving sales growth and uncovering new business opportunities through strategic planning and proactive execution. This role focuses on selling Products & Services to targeted customers within a specific region, cluster, or country, in close collaboration with internal and external stakeholders.

A key part of the role is to identify and generate leads by:

• Analysing the installed base to understand existing customer assets.


• Assessing the age and condition of customer fleets to anticipate upgrade or replacement needs.


• Understanding the specific operational needs and challenges of each customer.


• Matching Alstom products and solutions to specific customer needs thus generating new markets


• Leveraging Return of Experience (RoE) and best practices from other Alstom units to identify similar opportunities and replicate successful approaches.

ORGANISATION

Organisation structure (job belongs to..)

Services Regions

Reports directly to:

Parts & Overhaul Director (for large clusters) or

MD Services (for smaller clusters) on a case-by-case basis

Other reporting to:

Dotted Line Head of Region Business Development

Dotted Line Head of Commercial P&OVH (Parts & Overhaul)

Direct reports:

N/A

Network & Links

Internal

• Close relationship with Customer Directors


• Product Line Services especially (P&OVH) Parts & Overhaul, ALM (Asset Life Management), Digital Solutions and Marketing & Portfolio


• Worldwide CSC (Component Service Center) & RSC organisation


• ALM (Asset Life Management) Smart modernisation solution owners


• Region PI (Project Introduction) organization


• Local Digital ambassador


• Local ALM (Asset Life Management) organization


• Tender and Project Team


• Services Engineering Teams


• Support functions (Finance, Legal, etc..) and other project stakeholders

External

• Customers


• Partners


• Suppliers

Role Overview

The Parts & Overhaul Solutions Regional Transformation Leader is responsible for driving business development and promoting Alstom’s short-cycle services portfolio to end customers. This role focuses on creating demand, developing customer intimacy, and ensuring alignment between customer needs and Alstom’s service solutions. It requires proactive engagement, strategic planning, and collaboration across internal and external stakeholders to secure profitable growth and enhance customer satisfaction.

Key accountabilities:(outcomes/results the role owns)

• Create Demand: Drive business development by understanding, promoting, & selling Alstom’s short-cycle services portfolio to end customers.


• Sales Performance: Meet or exceed sales targets while maintaining healthy gross margins. Identify and pursue new market opportunities to increase revenue. Develop and execute sales strategies aligned with business goals.


• Customer Insight: Gather customer background information, including hassle maps, stakeholder analysis, and support competition analysis.


• Proactive Sales Approach: Analyze installed base and align with service solutions (e.g., ALM Smart Catalogue, Through-Life Services, Component Overhauls). Promote a “gardening approach” within the structure.


• Customer Intimacy: Detect gain and pain points, promote Alstom P&OVH, ALM, and Digital Solutions.


• Stakeholder Management: Engage all levels of the customer organization, from depot management to Customer Directors.


• Commercial Influence: Drive customer meetings, negotiations, & influence upcoming bids through proactive commercial development.


• Capture Plan Development: Lead and develop capture plans with tender team support to define a shared Alstom approach.


• Gap Analysis: Identify gaps between customer requirements and service solutions to ensure consistency and competitiveness.


• Contract Transition: Ensure smooth handover to the Project Manager (PrM) upon contract award.


• Data Contribution: Contribute to improving installed base data accuracy


• Reporting:Monitor and report on sales performance, providing insights and recommendations for improvement.

Key Responsibilities: (actions/tasks the role must perform)