Business Development Manager - Passenger Information Systems

Posted 23 January by Fullbrook Consulting Group

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

Application questions

Do you have minimum 3 years' B2B sales experience?
Do you have proven experience of negotiating complex contratcts?
DO you have experience of developing major bids?
Do you have experience of selling to the Rail Industry (TOC’s, ROSCO’s, etc.)?
Do you have technical / software engineering background?

Reference: 34012900

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