Business Development Manager - Transit & Integrators

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:

• 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:
  
  

The following non-exhaustive list is representative of typical responsibilities undertaken by a BD Manager:

Responsibilities

• Key Account Management:
• Key BD 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.
• 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