Regional Sales Manager

6 months ago

Mississauga, Canada ALSTOM Full time

Req ID:424181

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.

The role of the _Parts & Component Repair Overhaul (CRO) Head of Sales_ is to deliver the Parts & CRO sales strategy to reach order intake, sales, and margin targets, as well as to lead the Sales Team and to conduct/support associated governance.

To act upon the Parts & CRO business strategy and customer requirements to sustainable growth. Identify, engage, and develop relationships with the Customer and the team toward the strategy and financials objectives. Responsible of the Sales team performance. Prepare, conduct and follow-up on sales pitches and build a successful partnership network of companies in the North America region. Drive the overall growth strategy, including the back-to-back development of Customers onboarding, from market analysis to new offerings to contract signature.

It is a key strategic role for the organization and our ability to growth the Services North Americas business. Reporting directly to the Head of Parts & CRO, the Head of Sales will be expected to work autonomously, setting high personal standards, delivering objectives and reports in a timely and accurate manner.

This role could be based in one of the following sites: New Castle, USA / Naperville, USA / Pittsburgh, USA / Mississauga, Canada / St-Bruno, Canada.

**KEY RESPONSIBILITIES**
- Implement the Parts & CRO sales and business development strategy and execute the sales activities accordingly.
- Growth the Parts & CRO business with increasing the order intake, sales, and margin as per the strategic plan.
- Build and promote strong, long-lasting customer relationships by partnering with Customers and understanding their needs.
- Present and sale value propositions to Customers of the Parts & CRO product portfolio such as parts long term agreement, component repairs, overhauls, and Technical Support Spares Supply Agreement (TSSSA) in North America.
- Prepare, conduct, and close end to end sales pitches with generated leads from the Marketing department and outbound leads for several customer segments.
- Prepare bid proposals to customer, as well as securing contract in coordination with platforms and métiers.
- Work with product development, engineering, marketing, and communication teams on developing and executing marketing plans and presentations for client facing documents.
- Achieve the order intake, sales, and gross margin targets in line with the budget and business objectives.
- Drive and manage the entire sales cycle & strategy plan through inception, implementation and launch; establishing sound relationships with internal stakeholders, customer executives and the Sales agency.
- Identify, prioritize, and target sales opportunities.
- Present annual and periodic sales and margins reports.
- Prepare annual sales forecasts and commercial budget.
- Create account plans, document, and track sales opportunities with proper tools (Sales Forces, strategic plan, tactical plan.
- Manage sales performance of Sales Manager (targets and performance dialogue).
- Lead the Sales Team
- Accomplish staff results by communicating job expectations, planning, monitoring, and appraising job results.
- Define team objectives, identify, and evaluate trends and options.
- Oversee all activities within the team and implement correction plan if required.
- Coach, counsel, and train employees.
- Implement best-practice sharing throughout regions and accounts, as well as introduce new sales processes and practices.
- Contribute to the team members personal growth opportunities.
- Support staff recruiting and selection of new employees.
- Ensure a safe, secure, and legal work environment.
- Adopt standard Alstom processes and rules for the sales and bidding activities.
- Develop ideas for new products/ services based on current products or emerging customer needs while being fully aware of new products and competition status.
- Develop understanding of the competitive environment.
- Analyze business results & competitive performance and make recommendations based upon a thorough understanding of Alstom, our customers and market dynamics to meet/exceed our financial targets.
- Plan for and attend key industry events, tradeshows, local meetups, conferences, and build a social media presence to represent Alstom.
- Participate on the various projects supporting the Growth Strategy such as
- Implementing the Alstom Part and Overhaul Operating model (APO-Line). Pushing the creation of new opportunities with Customer (Alstom inst

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