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Wabtec Corporation is a leading global provider of equipment, systems, digital solutions and value-added services for freight and transit rail. Drawing on nearly four centuries of collective experience across Wabtec, GE Transportation and Faiveley Transport, the company has unmatched digital expertise, technological innovation, and world-class manufacturing and services, enabling the digital-rail-and-transit ecosystems. Wabtec is focused on performance that drives progress, creating transportation solutions that move and improve the world. Wabtec has approximately 27,000 employees in facilities throughout the world. Visit the company’s new website at: http://www.WabtecCorp.com .
It’s not just about your career… or your job title…it’s about who you are and the impact you are going to make on the world. Do you want to go into uncharted waters…do things that haven’t been done to make yours and someone else’s life better? Wabtec has been doing that for decades and we will continue to do so! Through our people, leadership development, services, technology and scale, Wabtec delivers better outcomes for global customers by speaking the language of industry.
Mission
Key missions of the position:
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Bids management for all tenders across product lines for Indian Railways & related OE business
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Program management for subsystems on Vande Bharat platform ensuring on time delivery in line with contract
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Ensure Contract Margins As Bid = As sold & Drive a continuous & rigorous Margin Improvement Plan
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Complete ownership for order execution related to all orders for Indian Railways OE business segment
Responsibilities
Main responsibilities:
Bid Management:
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Act as a bid leader for all tenders | Submit technically compliant and commercially competitive bids towards all products pertaining to Vande Bharat / Vande Metro platform
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Ensure that Sales Force Tool CRM is always updated with market opportunities | Strictly adhere to the bid governance process and facilitate tender reviews at appropriate management levels well in advance before bid submission date
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Secure cost commitment from all stakeholders and SISCOS and prepare the commercial offer as per mandate margin with documented analysis of risks and opportunities
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Build capture plan to increase market share for Brake Systems, Automatic Doors, Couplers & Pantographs on the Vande platform
Program Management:
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Manage programs of Vande Bharat platforms and private car builders for customized products
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Coordinate with cross functional teams for supply of material as per the agreed timelines and as per customer requirement to ensure on time and “ first time right “ delivery
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Drive competitiveness initiatives such as OKR to improve the contract margins by working with respective cross functional teams & present the monthly progress to Operating Committee
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Review the costs for each product of Vande Platform , propose and implement ideas in optimizing the costs through VA / VE workshops and aggressive supplier negotiations
Order execution and support activities:
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Prepare a weekly, monthly, quarterly, and yearly execution plan for all products based on the order intake projections per product line
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Drive on time delivery with no liquidated damages incurred on account of late supplies
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Support and ensure that inspections are being carried out by inspection agencies like RDSO, RITES and CLW / Others as per the plan given by SCM
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Actively engage in preparation of STRAP and Budget proposals for IR OE Sales & Marketing Department
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Own and drive effective payment collection through regional teams to meet aggressive monthly & quarterly cash collection plans | Ensure the percentage of overdue collections is always less than 5%.
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Ensure cash is collected within 45 days from the date of invoicing
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Ensure timely submission of necessary letters, documents, approval requests etc to RDSO, customers
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Efficiently manage internal and external audits for the sales domain with “zero “non – compliance
People Management: YES
If People Management, how many employees are managed? 5
Budget Management: YES
Required Candidate Profile
Education/Training
Bachelor’s Degree in Engineering preferably in Electrical or Mechanical, MBA in Marketing will be an added advantage
Professional Experience
12 – 15 years preferably with complete exposure to Indian Railways. Should have vast knowledge about Indian Railway’s Procurement and Product introduction processes. Should know all the nuances like local content calculations, PVC, Reverse Auctions, Quantity Distributions among the approved vendors and developmental vendors etc., Sales Execution & Customer Relationship Management roles is mandatory
Key Competences (Transversal/Professional)
Competence & Level
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Sales & Marketing skills : 12 to 15 years of experience in execution, tendering and S&M activities
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Domain Knowledge – Indian Railways
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At least 10 years of work experience with interaction at all levels of officers pertaining to IR Production Units
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Communication & Presentation skills
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Excellent writing and speaking skills is mandatory
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Negotiation skills, Ability to connect with customers
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High level – Minimum 8 on a scale of 10
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Decision making ability, Leadership and Team working skills
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High level – Minimum 7 on a scale of 10
Languages
English & Hindi – Mandatory.
Speaking and understanding South Indian Languages will be an advantage.
Other Specifications
In addition to defined competencies and professional experience, the candidate must be highly energetic, passionate, willing to learn & with highest level of integrity towards ethics and compliance
Wabtec Corporation is committed to taking on the world’s toughest challenges. In order to fulfill that commitment we rely on a culture of leadership, diversity and inclusiveness. We aim to employ the world’s brightest minds to help us create a limitless source of ideas and opportunities. We believe in hiring talented people of varied backgrounds, experiences and styles…people like you! Wabtec Corporation is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, or protected Veteran status. If you have a disability or special need that requires accommodation, please let us know.
