北京招聘

Job Title & Purpose
Job Title
Capture Manager- Steam Turbine Product Line, Retrofit, TS China

Purpose of the Job
The Capture Manager is responsible for ensuring that the budgeted volume of profitable orders is developed and achieved.

Position in the Organisation
Organisational Reporting
Direct report to: Senior Capture Manager, TSST China
Manages directly:
Network & Links
? Customers, GPS, Customer Managers (LSC)
? Technical Tendering, Legal and Risk Community
? Product Management , Marketing, Communications
Authority
? As defined in the ALSTOM / TSS directive on Delegation of Authority
Mission
Responsibilities

General
? Comply with ALSTOM code of ethics and values
? Translation of Business Strategy into Operational / Functional Goals & Objectives within his responsibility, and communicate the goals, processes, directives and strategies.
? Identification and development of opportunities to sustain the medium term (3 year) Order Intake pipeline and the related active and intensive Business Development activities in China, together with GPS and LSC.
? Development and implementation of initiatives and plans to fulfil the goals and objectives of Capture Function
Specific
? Close cooperation with the LSC Sales and Marketing function to exploit all synergies of the Alstom after market teams for focus resources in the large Chinese market. Actively participate in formulation of Go-To market strategies, product requirements, and customer/competitive intelligence with focus on ST retrofit. Keep close links to the Boiler and Generator Product Line colleagues for further synergies in above topics.
? Establish excellent working relationships with GPS, Alstom country organisation functions, and foremost the asset management level in the targeted customer base
? Regular reporting and communication into the Alstom organisation as required for the BD and Capture activity
? Ensures that all sales and product management tools/systems are used efficiently and correctly
? Review and co-ordination of screening activities (Go/No-Go and Bid/No-bid)
? Continuous review of Project Capture Strategies and specific opportunity development
? Participate in Risk Committee presentation for Steam Turbine Retrofit China
? Input and support to Product Management for R&D program activity
? Contribute to process improvement programs (new tools, CoPQ, etc).
? Support with annual MACA process in co-ordination with process leader (Business development).
Accountabilities
? Sustainable and profitable order intake
? Pipeline development and order intake forecasting – three year plan
? Effective execution of defined strategies and actions for identified market growth/entry
Critical Challenges
? Leading Steam Turbine Retrofit Capture in a large local market and recent Alstom ST retrofit entry
- define and execute “go to market” on this local basis
? Creating the targeted market share and Order Intake profitability in this challenging environment
Measurement / KPI’s of the role
? As per set objectives (ALPS)
? Market share and hit rate
? Order intake and gross margin
? Quality of orders pipeline and TYP forecast

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