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Business Development Manager - Passenger Information Systems

Posted 23 January by Fullbrook Consulting Group Ended

The Client:

Our client is one of the UK’s leading integrator and technology vendors, providing innovative solutions to the rail industry. Their expertise ranges from the provision of On-Train Real-Time Passenger Information Systems to the delivery of Real-Time Customer Information and Platform to Train CCTV solutions. Currently embarking on their next phase of growth, and with an exciting product development pipeline, this presents a great opportunity to join a winning team and contribute to realising their goals

Role & Key Responsibilities:

  • Home Working or Office Locations Accross the UK
  • The Business Development Manager will strive to build a new business pipeline and manage and grow existing accounts.
  • Manage multiple complex sales cycles simultaneously.
  • Focus on selling the company’s niche Software solutions.
  • Identify and follow through with new business opportunities.
  • Create strategic account plans and innovate ways to introduce new products to existing clients by 'Target Account Selling'. (TAS or Miller Heiman experience an advantage)
  • Engage with key decision makers and build business cases.
  • Sell 'through and with' partners and integrators.
  • Manage and build upon relationships with existing clients.
  • Create and deliver creative presentations in a confident manner to C Level Executives.
  • Professionally represent the company at all times.

Skills & Experience:

  • 3 to 5+ years of successful B2B selling.
  • Experienced in negotiating complex commercial contracts, ideally with government/ public sector customers.
  • Experience within the Rail industry selling to a broad cross-section, including TOCs, ROSCOs and Train builders, etc.
  • Experience of selling customised systems and rail information and communication systems that are required to be tailored to the customers’ needs.
  • Demonstrable ability to develop major bid proposals.
  • Evidence of influencing and shaping pricing strategies.
  • The ability to interpret product and marketing strategies and develop these into effective sales plans.
  • Ideally have a technical, software engineering or systems engineering background or at least experience of selling complex solutions within a technical environment.
  • Evidence of understanding and implementing strategies to broaden and enrich relationships with key customers/specifiers/industry influencers.
  • An advocate of the Challenger Sales approach. The ability to manage complex sales cycles in a fast paced and global environment. A new business hunter who is extremely driven and self-motivated. Passionate about customer experience and digital transformation. An articulate and organised individual.
  • Excellent communication, negotiation and presentation skills.
  • Someone who can work off their own initiative with little supervision.

Required skills

  • Information Systems
  • Negotiation
  • Systems Engineering
  • Communication Systems
  • sale cycle

Reference: 34012900

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