Business Development Manager - Freight

BD Commercial Manager – Freight & Product

Role Summary

Knorr-Bremse Signaling (KB Signaling) is the market leader in the delivery of mission critical Control, Command and Signaling products to the global transportation market. Tracing its lineage back through Global Railway Signaling (GRS), Harmon Industries, GE Transportation Global Signaling, Alstom and B&C Transit, KB Signaling represents the most complete portfolio of conventional wayside and onboard signaling products for the safety critical railroad market today.

Business Development Manager – Freight & Product, will have a dual role of account management responsibility as well as driving internal capture plans and impacting strategic product development. The scope of both individual account management as well as an internal strategic resource, will be focused on the KB Signaling product delivery business.

The role core areas of responsibility:

• Account Management: Individual accountability for specific account(s) in freight (or Other), external and internal stakeholder management and capture plan development for the business
  
  

The following non-exhaustive list is representative of typical responsibilities undertaken by Business Development Manager:

Responsibilities

• Key Account Management:
• Key commercial manager representing KB Signaling products and services to the market.
• Be capable of taking a customers 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.
• Serve as lead Technology Launch Advocate, getting new technology defined, installed, tested, approved and commercialized for you account(s)
• 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

• Reporting out the full scope and performance of your accounts(s) in an adequate manner on an appropriate periodicity consistent with business needs
• Per your account, drive the business developers to create, sustain and execute a key account strategy with the goal of maintaining current share/volume while also looking for strategic entry points for new KBS technology.
• Ensure a robust technology dialog is maintained with the product management team regarding account needs, features and functionalities that would help our customers.
• Other transverse duties as assigned by manager.
  
  

Key Success Metrics

• Order Intake – Freight: Drive order intake at your account base and meet assigned yearly order intake figures.
• Margin – Freight: Drive margin expansion at the account base.
• Strategic Growth Sales – Freight 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 (Field exp a plus)
• At least 5 years of experience of direct sales or product management
• Demonstrated domain knowledge of North American Freight 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.
• Capture plans for each customer and each product including new tech
• Customer-centric mindset, able to translate customer issues/needs into profitable business solutions
• Direct leadership experience in project management or other related discipline
• Bachelor’s degree in electrical engineering or other engineering related discipline
• Strong oral and written communication skills & Strong interpersonal and leadership skills