AMECA S&I Deal Team Leader

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, 80,000 lead the way to greener and smarter mobility worldwide, connecting cities as we reduce carbon and replace cars.

Could you be the full-time Deal team leader in Madrid we’re looking for?

 

The Deal Team Leader is in charge of leading and orchestrating 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).

 

We’ll look to you for:

 

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: end-user, customer, developer, partner, consultant, etc… This includes mapping the organizations, developing the appropriate level of intimacy, understanding organizations’ value drivers and decision-making 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 best-guess 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)

 

Things you’ll enjoy

Join us on a life-long transformative journey – the rail industry is here to stay, so you can grow and develop new skills and experiences throughout your career. You’ll also:

• Enjoy stability, challenges and a long-term career free from boring daily routines
• Work with new safey standards for rail signalling