Sales Manager Export
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Prepared by: Dirk Prautzsch Date : 01. June 2012

Job Title: Sales Manager Job Family :
Hierarchical reporting: Sales Director Export

Functional reporting:

(on which the job has an impact)

Organisation name SYSTEMS - AFD

Net sales in local currency: Headcounts: 149

Value Chain

Fondamental R&D Applied R&D Engineering Supply & Logistics Production Application / assembly Marketing Sales Distribution Services

x x


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

Important: List the required skills for the current job, not the current job incumbent.


Education Experience

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

Primary Location






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