Our client is a pioneering technology, advanced design and manufacturing company that has been established for over 50 years. They are the market leader in the provision of specialist solutions for all modes of passenger transport and the UK’s leading manufacturer of Signs, Digital Signs and Platform Furniture Infrastructure products for the Rail, Light Rail, Underground and Tram networks.
The business is well positioned for future growth, boasting award winning products which are made in Britain, high profile customers and has a number of competitive advantages within their chosen markets.
A new, exciting opportunity has been created for an ambitious Senior Sales / Business Development Manager to lead on the growth of this division and take responsibility for identifying, developing, negotiating and closing profitable business opportunities with new and existing customer relationships within the Rail sector.
Working closely with the Sales Director, you will be responsible for building relationships and driving sales within Train Operating Companies, Rail Contractors, Rail and Transport Consultants, the strategic Passenger Transport Executive bodies and related partners. You will also play a key and highly influential role as part of a wider multi-disciplinary team of highly skilled and experienced managers and directors, including contracts, project management, finance, bid specialists, installation & maintenance experts.
The Role
- Take the lead in driving sales, ensuring that the division is a responsive one; be pro-active in identifying, pursuing and closing business opportunities
- Develop client account plans and devise winning opportunity strategies
- Drive development and expansion, participate in the preparation of bids, contracts and proposals for prospective new business
- Own the customer relationship and maintain this through effective account management
- Be the customer contact – follow up promptly on all inbound leads and enquiries
- Understand user needs and technical requirements; develop awareness of our design & manufacturing capabilities, other services and funding solutions
- Identify and develop opportunities within existing contracts / strategic customers
- Manage all aspects of & increase the sales pipeline to hit targets and agreed margins
- Provide input into the development of sales forecasts & annual plans as required
- Analyse the market and competition, gather intelligence and identify latest research trends
- Establish sales and innovative marketing initiatives to leverage competitive advantage
- Provide input into the development of sales forecasts & annual plans as required
- Attend trade shows and relevant industry conferences/events as required
- Manage internal and external stakeholders
- Maintain list of prospects, ensure the CRM system is up to date and compliant
- Collaborate and cross sell opportunities for the benefit of the entire company
Candidate Profile
- A proven track record of success in a senior sales or business development role , preferably with a strong understanding of the routes to market for winning business within the UK rail sector infrastructure market (Rail, Light Rail, Underground and the Tram networks)
- Possesses an In depth understanding of rail signage, and platform infrastructure products, such as digital signage, wayfinding, information displays, ticketing machines, walkways, passenger seating, waiting shelters & canopies, cycle storage etc
- A technically credible sales professional with experience of architectural metalwork / on-street furniture products outside of the rail sector, or possibly within a wider engineering / sheet metal fabrication environment would be considered if strong evidence can be provided to support the ambition, personal qualities and commercial acumen required to succeed in a responsive team based environment
- Experience in providing “off the shelf” and bespoke customer specific solutions
- Able to understand an Engineering, Procurement, Construction (EPC) led sales process, customer requirements, specifications and industry standards
- Understands the tender and the procurement process for the UK rail sector, including engagement with strategic Passenger Transport Executive bodies and related partners etc, Train Operating Companies, Rail Contractors, Rail & Transport Consultants.
- Able to build relationships, drive sales and understanding the processes for successful engagement with main construction contractors, sub-contractors, specialist consultants, local government, passenger transport executives and related partners
- Experience across the sales cycle including managing, developing a pipeline and deal closing
- Strong commercial / financial skills, able to produce regular sales forecasts, reports & updates – keep colleagues informed and ensure that the customer remains on board
