Saint-Ouen, Fr
il y a 2j

Req ID : 91345

We create smart innovations to meet the mobility challenges of today and tomorrow. We design and manufacture a complete range of transportation systems, from high-speed trains to electric buses and driverless trains, as well as infrastructure, signalling and digital mobility solutions.

Joining us means joining a truly global community of more than 38 900 people dedicated to solving real-world mobility challenges and achieving international projects with sustainable local impact.

The Project & Export Finance Manager reports to the Project & Export Financing Director, within Treasury organization.

Business Financing

Business financing aims at improving and securing the content of Alstom commercial offers by providing tailor made financing, bonding and credit risk and foreign exchange hedging solutions.

These activities are performed by the department Project & Export Finance ( PEF ) supported by Concession, Bonds & Guarantees and Corporate Front Office.

Project & Export Finance

Project and Export Finance support Alstom commercial activities and stands as the main contact of Tender teams for all matters relating to financing, from tender to project stage, through :

  • Customer / project-oriented activities (setting up and costing of buyer’s credit or more structured financing solutions such as leases, Private Public Partnership - PPP ).
  • Management of financial risks associated with the project (cash curve optimization, insuring against country risk and counterparty risk ).
  • To optimize financial costs and minimize risks relating to each project, PEF coordinates with Bonds and Guarantees and Front Office (FX hedging cost).

    To better fit the Alstom organisation and front increasing and complex files; PEF dedicates two managers to each region and will coordinate the actions of the regional finance organization so to strengthen the group’s relationships with Export Credit, Agencies and Multilateral institutions.

  • Education
  • Post-graduate diploma in Finance or Business School with solid finance and legal background as well as tax knowledge.
  • In addition to French & English (both mandatory), ideally Spanish.
  • Experience
  • 5 / 10 years minimum of professional background with successful experience in Trade and MLT Finance or credit insurance / banking sectors + Sales proficiency, in a multicultural environment.
  • Required behaviour skills
  • High degree of self-organization and project management skills.
  • Accountable, result oriented, cooperative and team focus.
  • Ability to bring personal integrity in deals to gain trust and enthusiasm.
  • Autonomy and team spirit / project leading skills.
  • Creative, structured and organized with ability to run several projects at various stage in parallel from high level structuring to deep diving into contractual clauses.
  • Excellent Communication skills (including in writing) with ability to communicate with all levels of management within the company as well as with outside stakeholders.
  • Ability to handle stress efficiently in order to prioritize and organize efficient accurate communication within time constraints / under commercial pressure.
  • Ability to convey expert messages to a wide audience
  • Required technical and business skills :
  • Customer and business focus.
  • Familiar with long term international projects, if possible, infrastructure and / or equipment, and their general economic environment (financing, foreign exchange ).
  • Expert in Windows Pack.
  • Proven track record in implementing project financings in complex setting.
  • Familiar with working capital optimization schemes.
  • Ability to have technical inputs and handle interfaces (national international and multilateral) to nurture relationships and foster self-motivation and excellence.
  • The job consists within Alstom organization in :

  • Winning projects for Alstom and bringing projects to Financial & Commercial Close, keeping the contractual and financing risks for Alstom as reasonable as possible according to internal rules / golden rules.
  • Being guardian of the rules enacted by Alstom.
  • Providing finance assistance / training to Customers when complex Financing Offer are submitted, in order to achieve a successful closing.
  • Providing expertise to the Bid Management for assessing the financial risks arising from any bid to be submitted and to set-up a risk mitigation plan and associated costs throughout the life of the tender up to the coming into force of a contract.
  • Structuring & delivering Project and Export Financing Offer when identified as a customer need.
  • Providing negotiation support to sales and project teams at all stages of a contract (from business development to project execution).
  • Implementing or providing assistance for payment securities, credit insurance policies, Financing during contract execution
  • Establishing company’s customer finance strategy by optimizing sources of funds and ECA support according to industrial footprint and customers’ profiles.
  • Running high level discussions internally and externally by generating a competitive edge and proposing innovative financing solutions grounded in a solid and high technical skill set.
  • Building and maintain trusted relationships both inside and outside the organization.
  • Promoting Alstom industrial footprint, in close coordination with Regions and Platforms, by organizing roadshow, site visits with the concerned interlocutors (ECAs, Ministry of Industries, Ministry of Finance, IFIs ).
  • Loading indicators :
  • Each PEF Manager is in charge of a geographical perimeter. Depending upon the business needs of the company, it represents at any time on average 20 to 30 active projects / opportunities at different business stages (business development, tender, closing, execution).
  • The size of each opportunity varies from 10 M EUR to >
  • 3 Bn EUR, on average 100MEUR to 200MEUR.



    In close partnership with legal, fiscal & tender control support functions and ensuring compliance with Alstom policies, the Project & Export Finance manager is involved at 3 business levels :

    I - Business Development level & MARKET INTELLIGENCE

  • Training & guidelines to operational teams
  • Finance lobbying through UNIFE, MEDEF, OECD, National des Conseillers du Commerce Extérieur de la France (Foreign Trade advisors of France).
  • Keeping up to date with the development in trade finance and financing techniques, procedures & OECD rules.
  • Provide Trade & Project Financing expertise for business development, sales forces, bid management, accounting, tender control, project audit, sourcing, treasury and any other Transport department.
  • Participate and promote training when needed (as trainer) for International Trade and MLT Finance issues.
  • Contribution to Business Development through meeting customers in advance of opportunities & offering differentiating financing strategies.
  • Relationship with ECA & IFIs
  • Partnership & leveraging on ECAs and IFIs is one of the main day-to-day activity of the PEF team
  • Do benchmarking of ECAs in order to share best practices among the team. Work among other with BPI (AE) in France, Compania de Seguro in Spain, KUKE in Poland, Credendo in Belgium, SACE in Italy, India EXIM.
  • Drive lobbying and business intelligence (e.g. eligibility & tender rules) with IFIs on specific projects (e.g. Egypt, Colombia).
  • Responsible to assess the deal and issue an opinion on the fact that the deal is profitable or not
  • Responsible for searching a balance on low-cost vs high-cost countries.
  • Important Marketing aspects / lobbying toward ECAs, in interdependencies with the International Affairs department.
  • Important communication toward ECA : physical meetings, roadshows, promotion of Alstom, negotiation of best "all-in" package, demonstration of the "Economic stimulus brought in the country etc.
  • Role of convincing different ECAs to work together on projects.
  • Market intelligence
  • Country risk assessment
  • Publish the PEF database on a semi-annual basis
  • II - Tender Phase Level

  • Financial risk assessment
  • As a general purpose of its position, assess the financial risks arising from a tender, set-up a risk mitigation plan and provides to the bid manager / tender leader, in close partnership with Sector Tender Control, the conditions under which the bid can be submitted on following subjects :
  • Forex in tight cooperation with Dealing Room.
  • Payment Securities (L / C, SBLC) & Credit Insurance to be subscribed.
  • Working capital optimization.
  • Trade and Finance structuring including buyer’s credit, IFIs’ loans, Leases, PPP.
  • Contract provisions (coming into force / payment terms / suspension & termination / drafting of financial clauses ).
  • Warn Top Management on high risks and suggest Financial Risk Mitigation Plan.
  • Financing proposal
  • Advises the commercial team on the financing of tenders when financing is a customer requirement or identified key success factor at Business Opportunity review.
  • Deal with Export Credit Agencies, international banks and other financial institutions to provide tailor-made financing solutions to the customer.
  • Specific team in the PEF organization dedicated to PPP. Drive financial negotiations with partners and advisors on the setup of Special Purpose Vehicles, equity aspects of a project, structuring of the financing solution and sharing of financial risks between the stakeholders.
  • III - Contract Implementation Phase level

  • Set-up the Credit Insurance Policy.
  • WC optimization & setting up of the payment security instruments to meet cash objectives.
  • Coordinate financing solution implementation and follow up.
  • Ensure the proper transmission of information at TTM stage to the Project / Site controllers, for ensuring the implementation and follow-up of the risk mitigation plan during contract execution.
  • Drive business teams in financing discussion with customers when delayed execution impacts financing of the customer.
  • Bring support to contract managers. Draw credit financing, cash financing.

  • Interface with :
  • Externally
  • Large public / private Customers (for illustration purposes : SNCF in France, Amtrak in the US, RTA in Dubai, Mumbai Metro in India, MPSA in Panama, LTA in Singapore, Deutsche Bahn in Germany) at Commercial and Financial level and Borrowers (often Ministry of Finance / Public financial institutions of the relevant country).
  • Export Credit Agencies from all countries where Alstom has an industrial footprint (BPI AE, SACE, CESCE, KUKE, INDIA Exim.
  • IFIs, Equity investors, Roscos.
  • Brokers for Private Insurance coverage (Pre / Post Shipment Risk Bond unfair calling).
  • International banks and financing institutions.
  • Governmental bodies such as Ministries of Finance, Ministry of Industries, Trade Commissions within Embassies abroad.
  • Financial Advisors
  • Internally
  • Work closely with TPP, until the NTP.
  • Support Functions : Tax, Legal, Project Audit, Accounting.
  • Regional sales organization and Finance : Finance VP and Country FDs, Regional Treasurers, Business Development, Customer Directors, Tender Leader, Bid Managers.
  • Operations : Site controllers, Project Controllers, Bid managers.
  • Funding & Treasury / Tax / Tender & Project Control / Bonds & Guarantees / Dealing Room.

    An agile, inclusive and responsible culture is the foundation of our company where diverse people are offered excellent opportunities to grow, learn and advance in their careers.

    We are committed to encouraging our employees to reach their full potential, while valuing and respecting them as individuals.

    Job Type : Experienced

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