Prepared by: Dirk Prautzsch Date : 01. June 2012
Job Title: Sales Manager Job Family :
Hierarchical reporting: Sales Director Export
(on which the job has an impact)
Organisation name SYSTEMS - AFD
Net sales in local currency: Headcounts: 149
Fondamental R&D Applied R&D Engineering Supply & Logistics Production Application / assembly Marketing Sales Distribution Services
Mission: Summarize in one sentence (why does the job exist within the organisation?)
Responsible to set up the tendering strategy, implement and to win turnkey projects >15 M€, managing customer relations and all internal and external partners needed.
KEY RESPONSIBILITIES: Define the main responsibilities (4 to 7 in general) that directly aim at the realisation of the purpose of the job, listing them in order of importance, if possible.
1 Development of customer relations and identification of turnkey projects
2 Coordination and management of all internal and external activities related to the development and tendering phase of turnkey projects
3 Coordination and management of external partners as consortium partners, suppliers, consultants, representatives
4 Coordination and management of internal partners as ALSTOM product lines, automation and ISO
5 Coordination and management of AFD internal recourses relevant for the tendering phase as tendering, sourcing, engineering and commercial
6 Support reporting and handling of SPEAK-Tool
7 Responsible for OI for defined projects, GM and CF at tendering stage until transfer to project management
KEY PERFORMANCE INDICATORS: List the quantitative and qualitative indicators on which the job has a concrete and direct impact. They are directly linked to the purpose of the job (goals) as well as to the main activities.
1 Ordering intake > 15 ME
2 GM at booking ond positive cash flow
3 Improvement of the opportunity pipeline
"REQUIREMENTS FOR THE JOB :
Important: List the required skills for the current job, not the current job incumbent.
Level of education required (Undergraduate, Graduate, PhD…….) Total number of years of professional experience necessary prior to the job entry
University degree in electrical engineering. > 5 years of experience in the T&D sales field.
KNOWLEDGE : Identify the knowledge domains necessary to hold the job. Then, fo reach domain, estimate the degree of knowledge required (Limited, Basic, Broad, Expertise)
Knowledge Domain Degree of Knowledge
Sales and marketing, Complex
turnkey projects Broad
Team management capabilities Basic
English Language Complex
Russian Language Broad
COMMUNICATION : First identify the main interlocutors within and outside the organisation. Then, for each interlocutor, identify the nature and context of the relation.
Main Interlocutors Nature Context Main Interlocutors Nature Context
Outside of the company Inside the company
Customer Influence Convergent ISO Inform Convergent
Consultants Influence Convergent Productlines Negotiate Convergent
Suppliers Negotiate Convergent Unit Tendering & Engineering & Planing Inform Convergent
MANAGEMENT : Identify the total number of employees within your management perimeter, countries where they are located, as well as their domain of activity (eg Operational, Financial, Human Resources, etc)
Number of employees Countries where they are located Domain of Activity
5 Germany Sales & Contracting
INNOVATION : Identify the main work situations that require creativity. Define levels of creativity required that may vary depending on the nature of the activities of the job. Define the level of issues concerned (ie diversity of problems that needs t
Work situations that require creativity/problem solving : Follow Check Modify Improve Create
Working in the sales team with the support of tendering, eng., sourcing, commercial department x
Level of issues concerned Give Examples of such issues
Alstom is a global leader in the world of power generation, power transmission and rail infrastructure and sets the benchmark for innovative and environmentally friendly technologies. Alstom builds the fastest train and the highest capacity automated metro in the world, provides turnkey integrated power plant solutions and associated services for a wide variety of energy sources, including thermal (coal, nuclear, gas...) and renewable ones (hydro, wind, solar...) and it offers a wide range of solutions for power transmission, with a focus on smart grids. The Group employs 92,500 people in around 100 countries, and had sales of over € 20.9 billion in 2010/11. More information about Alstom at:
Sales & Mktg Management
ALSTOM - vor 21 Monaten