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Services Spare Part Sales Manager (Short Cycle) CRRC

Services Spare Part Sales Manager (Short Cycle) CRRC

AlstomZA
14 days ago
Job description

Job title : Services Spare Part Sales Manager (Short Cycle) CRRC

Job Location : Gauteng,

Deadline : October 14, 2025

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PURPOSE OF THE JOB

  • Responsible for driving business development and sales for Alstom Ubunye by promoting the full services portfolio, including ALM, P&OVH, and Digital Solutions.
  • The role focuses on generating market demand, increasing sales, managing spare parts and overhaul activities, enhancing customer experience, and handling variation orders through coordination with procurement and finance.

    • RESPONSIBILITIES AND ACCOUNTABILITIES :

    Business Development

  • Thorough understanding of P&OVH (Pars & Overhaul) Solutions (with support of Product Line) and compilation of 3 Years Plan and related capture plans for Alstom Ubunye.
  • Manage & update opportunities in Wall C - targets / commitments / maturity / gaps
  • Map local fleets, identify the current main suppliers and classify type of maintenance contracts / regime (with Parts Engineering) for main parts & components.
  • Identify the main opportunities to come (anticipate the need) in addressable market
  • Promote P&OVH offerings, including obsolescence solutions based on understanding the customer needs
  • Develops standard catalogue offerings with RS and compiles parts catalogues with Customer Service & Procurement
  • Do Commercial REX ((Return of experience) win / loss analysis)
  • Enhances the understanding of customer needs, pain points and identification of opportunities in each customer segment, analyze and support Competition analysis and providing feedback to Business Development / Sales and Customer / Services Directors
  • Promotes conversion of business portfolio from ad-hoc spares & repairs supply into long term agreements and component repair & overhaul
  • Develop customer intimacy to detect gain and pain points, on all levels of the customer organization, from depot up to Mgmt. level supported by Customer Directors.
  • Drive customer business meetings, negotiations & influencing coming bid, proactive commercial development
  • Present to and educate the internal team and customers on the various product portfolio (ALM, Digital, P&OVH)
  • Liaise with the Product Line to ensure the availability of updated marketing material.
  • Ensure a smooth handover with PMO in case of contract award

    • Variation Order (Procurement and contract execution)

  • Monitor procurement project (Cost and Delivery) and project evolution
  • Ensure work package commitment is respected
  • Coordinate project with all métiers regarding costing and parts procurement
  • Ensure on time delivery, quality and project margins especially during ramp up phase of the project

    • Variation Order (Commodity Strategy)

  • Consolidate commodity costing needs inputs
  • Participate actively to commodity costing strategies and panel elaboration
  • Provide inputs to build differentiations
  • Participate in tender inputs and actual project costing execution
  • Represent the financial view during the project execution

    • Variation Order (Commodity Strategy)

  • Monitoring and forecast cash flows arising from the project variation order, setting control environment for the cash management in order to optimize cash flows
  • Follow financial outcomes and action plans for cost reduction and identify cost savings opportunities and prevent and alert any deviance v / s budget and forecasts
  • Weekly analysis of actual costing incurred and compared with forecast and analyzing the gaps
  • Co-ordinate with supply chain and procurement regularly to monitor cost progress
  • Monitor extra costs of the projects which can degrade the margins and have regular meetings with the team
  • Validate costing accuracy and cost valuations (bid costs, purchase costs, calculations, etc
  • Prepare all submissions of variation orders per locomotive or per monthly delivery
  • Review the QCD performances v / s commitment during work packages and be involved in on-industrial controlling related to project activities

    • Operations Support

  • Support with developing a Winning strategy for all key opportunities with Bid & Tenders for the cluster at target gross margin
  • Develop long term customer agreements (in collaboration with Customer Service) to sustainably increase market share
  • Compile and update KPIs for Services Sales & Business Development in the cluster
  • Manage customer inquiries, orders and returns as well as customer complaints
  • Assure customer information with relevant stakeholders in case of critical items
  • Define pricing tactics and ensure consistent and accurate pricing.
  • Assure timely and compliant cost input from external suppliers and Alstom Participating Units
  • Prepare, review and approve all ad hoc RFQ’s for on time submission
  • Do regular customer visits at customer depots and premises and build on site relationships
  • Do regular supplier visits and build the relationships

    • Delivery Performance

  • Compile delivery KPIs for cluster
  • Host performance reviews with Customer Service teams, Supply Chain, Procurement and Repair Centers in country / cluster and implement improvement actions

    • Innovation

  • Propose enhanced P&OVH offering (business models, technical solutions, value-add in supply chain, …) specific for customer portfolio in country / cluster
  • Promote digital solutions (Customer Portal, Station One) to improve customer experience to gain market share
  • Develop and manage End to End Tools such as GSI and adoption of other tools (e.g. PartsFolio, Customer Portal)
  • Enforce usage of Parts Finder, Parts Costing to reduce TTQ (Time to Quote) , leveraging historical data
  • Leverage Station One as e-commerce solution for creation of public parts catalogues and onboarding of new customers

    • Compliance and adherence to Environment, Health, Safety and Quality rules, procedures and policies at all times.

  • Ensure that all quality standards are always met
  • Follow depot / site procedures and instructions, both from the Company and from the customer
  • Collaborate with EHS and Quality teams to ensure we put safety first and maintain first class quality
  • Compliance to EHS rules and regulations at all time.
  • Report any health, safety, or quality matters to the relevant person immediately.

    • Accurate and up to date Reporting and Data management

  • Ensure accurate and comprehensive reporting
  • Ensure that all required reporting happens on a monthly, weekly and daily basis.

    • Model the AIR values of the Company and always act ethically and compliant

  • Model and uphold Alstom’s AIR values at all times.
  • Act ethically, ensure compliance, and always prioritise safety.
  • Maintain high standards of quality, productivity, and professionalism.
  • Stay informed on legislation, product knowledge, policies, and procedures.
  • Take ownership of tasks and demonstrate effective self-management.
  • Respond positively to feedback and maintain a constructive attitude.
  • Manage stress in a way that does not affect others negatively.
  • Share knowledge and communicate learnings regularly.
  • Be proactive in identifying and resolving potential issues.
  • Complete all required performance assessments and compliance training.
  • Support service sites and collaborate effectively with team members.
  • Build and maintain strong relationships with customers and suppliers.
  • Continuously seek ways to improve processes within company guidelines.
  • Take responsibility for personal development and mandatory learning

    • Performance measurements :

  • Order intake : Achieve agreed Order intake targets
  • Sales : Achieve agreed Order intake targets
  • Customer Satisfaction Achieve agreed Customer satisfaction survey targets
  • Quality Performance : Achieve agreed Quality KPI targets eg OTIF
  • Leadership and Engagement : Good team player with interpersonal and communication skills
  • Governance : accurately capture and maintain data on Related Alstom systems (Wall-C), always ensure ethics and compliance

    • THE PREFERRED CANDIDATE WILL MEET THE FOLLOWING REQUIREMENTS :

  • Mechanical / Electrical Bachelor’s or BTech degree in Engineering
  • Sales & marketing tertiary qualification
  • At least 5 years’ experience in customer service essential
  • Sales experience in the Railway industry
  • Must be able to drive and visit customers & suppliers
  • Very strong railway experience, service sales and business development with proven success record of sales growth
  • Creating Value Proposition and ROI analysis to facilitate compelling sales strategy for each opportunity.
  • Have insightful understanding for the RS stock owner, Operator and depot staff need to excel in the delivered Service.
  • Ability to present and spell out the value for the various Service Portfolio including ALM, Digital, P&OVH.
  • Aptitude to learn and update her / his knowledge with new products.
  • Generate new opportunities from scratch including raising customer’s interest, as well as ensure attractive proposal, optimized cost and compelling sales strategy.

    • THE IDEAL CANDIDATE WILL HAVE THE FOLLOWING COMPETENCIES

  • Ability to have a good communication with other colleagues and other functions (engineering, manufacturing, industrial, quality)
  • Ability for problem-solving and efficient decision-making in environment
  • Ability to work across sites / functions in a multi-cultural environment
  • Literate with MS Office suite
  • Good working knowledge of SAP
  • Solid Electrical / Mechanical background and understanding of engineering principles
  • Knowledge of maintenance engineering principles
  • Willing to travel between sites if required
  • Good interpersonal and communication skills
  • Good team player and be able to work in a team
  • Valid Driver’s License
  • Must be capable of working independently
  • Business acumen, understanding of rail industry standards for operators / maintainers
  • Foster collaboration with Customer Director and Product Line RSC in country / cluster
  • Ability to apply value proposition for P&OVH solutions and basic sales tactics (e.g. fleet screening or understanding customer hassle maps)
  • Facilitate network with Business Development / Sales community for P&OVH in other clusters / regions and PL SER Marketing
  • Role model in customer orientation and expert technical & communications skills
  • Ability to identify and develop talents in Customer Service and retain for local Service organization
  • Deep understanding of global standard processes and tools and their local application (supported by local and global BPO)
  • Facilitate network with Customer Service community for P&OVH in other clusters / regions and PL Services P&OVH Solutions
  • Strong railway technical competencies and be able to speak the technical language with the customer on site level.
  • Very good communication skills, stakeholder management and leadership skills
  • Ability to create close and trustworthy relationship with internal team and customer
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