Regional Sales Manager - Mississauga, Canada - ALSTOM
Description
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.
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, longlasting 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 bestpractice 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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