KB Signaling
Business Development Manager - Freight
KB Signaling, Grain Valley, Missouri, United States, 64029
Regional Talent Acquisition Leader | Championing Excellence in North American Recruitment, Talent Attraction/Employer Branding, & University…
The successful
Business Development Manager (Remote located) – Transit & Integrator , with the role of multiple account management responsibilities. The scope of both Transit & Integrator account management will be focused on the KB Signaling product and project delivery business.
The role will have two (2) main areas of responsibility:
Responsibilities
Account Management: Individual accountability for specific accounts in the transit industry.
Business Development: Responsible to manage Integrators to grow market and drive the following activities.
Key Account Management:
Key BD representing KB Signaling products and services to the market.
Be capable of taking a customer’s needs and architecting a technical solution to fit their needs using existing products and solutions. When a feature doesn’t exist within the current product portfolio, feed this information back to the product management team.
Ensure complete knowledge of your account base and build a structured pipeline of pursuits from information sources such as capital plans and customer/consultant interactions.
Technology Launch Advocate, getting new technology defined, installed, tested, approved and commercialized.
Build and manage comprehensive stakeholder maps for the complete customer environment of your account base, ensuring you are a trusted node in the information network.
Able to influence consultants and customers prior to RFP release during the pre‑tender stage towards the value proposition of using KB Signaling equipment and services; influence customers towards both the right technology choice as well as the right contracting schema.
Together with the Bid Manager, oversee the preparation and strategy during the Bid/Tender phase, ensuring the teams alignment to the tender schedule, the customer requirements, and the solutions approach of the business.
After tender submission and during customer negotiation, ensure KB Signaling is properly represented through negotiation of “fair” commercial terms.
Structure, price, negotiate and close deals with appropriate Terms and Conditions that are compliant to KB Signaling’s rules.
Represent KB Signaling at Trade Shows and trade organizations.
Other transverse duties as assigned by manager.
Key Success Metrics
Order Intake – Transit Projects & Products: Drive Project intake at the account base and meet yearly order intake figures.
Transit Products: Drive margin expansion at the account base.
Strategic Growth Sales – Transit Products: Where products are defined as strategic, driving the adoption and growth of those products, software and services at the client base in a measurable and impactful way.
Qualifications
Bachelor's degree from an accredited university or college.
5 years’ experience in North American railway industry.
At least 2 years of experience of direct sales, product management, account or team leadership experience.
Demonstrated domain knowledge of North American Transit Markets.
Willing to travel 50+% of the time based on account location and geography.
Desired Characteristics
Solid experience in business development or building growth plans is preferred.
Able to develop and maintain customer relationships at all levels.
Strategic or product marketing exposure, including product development, Value Story creation, and launching new technology with customers.
Customer‑centric mindset, able to translate customer issues/needs into profitable business solutions.
Bachelor’s degree in electrical engineering or other engineering related discipline.
Strong oral and written communication skills & Strong interpersonal and leadership skills.
#J-18808-Ljbffr
Business Development Manager (Remote located) – Transit & Integrator , with the role of multiple account management responsibilities. The scope of both Transit & Integrator account management will be focused on the KB Signaling product and project delivery business.
The role will have two (2) main areas of responsibility:
Responsibilities
Account Management: Individual accountability for specific accounts in the transit industry.
Business Development: Responsible to manage Integrators to grow market and drive the following activities.
Key Account Management:
Key BD representing KB Signaling products and services to the market.
Be capable of taking a customer’s needs and architecting a technical solution to fit their needs using existing products and solutions. When a feature doesn’t exist within the current product portfolio, feed this information back to the product management team.
Ensure complete knowledge of your account base and build a structured pipeline of pursuits from information sources such as capital plans and customer/consultant interactions.
Technology Launch Advocate, getting new technology defined, installed, tested, approved and commercialized.
Build and manage comprehensive stakeholder maps for the complete customer environment of your account base, ensuring you are a trusted node in the information network.
Able to influence consultants and customers prior to RFP release during the pre‑tender stage towards the value proposition of using KB Signaling equipment and services; influence customers towards both the right technology choice as well as the right contracting schema.
Together with the Bid Manager, oversee the preparation and strategy during the Bid/Tender phase, ensuring the teams alignment to the tender schedule, the customer requirements, and the solutions approach of the business.
After tender submission and during customer negotiation, ensure KB Signaling is properly represented through negotiation of “fair” commercial terms.
Structure, price, negotiate and close deals with appropriate Terms and Conditions that are compliant to KB Signaling’s rules.
Represent KB Signaling at Trade Shows and trade organizations.
Other transverse duties as assigned by manager.
Key Success Metrics
Order Intake – Transit Projects & Products: Drive Project intake at the account base and meet yearly order intake figures.
Transit Products: Drive margin expansion at the account base.
Strategic Growth Sales – Transit Products: Where products are defined as strategic, driving the adoption and growth of those products, software and services at the client base in a measurable and impactful way.
Qualifications
Bachelor's degree from an accredited university or college.
5 years’ experience in North American railway industry.
At least 2 years of experience of direct sales, product management, account or team leadership experience.
Demonstrated domain knowledge of North American Transit Markets.
Willing to travel 50+% of the time based on account location and geography.
Desired Characteristics
Solid experience in business development or building growth plans is preferred.
Able to develop and maintain customer relationships at all levels.
Strategic or product marketing exposure, including product development, Value Story creation, and launching new technology with customers.
Customer‑centric mindset, able to translate customer issues/needs into profitable business solutions.
Bachelor’s degree in electrical engineering or other engineering related discipline.
Strong oral and written communication skills & Strong interpersonal and leadership skills.
#J-18808-Ljbffr