Business Development Manager
2 weeks ago
Job Description
Business Development Manager
DEPARTMENT:
Sales
REPORTS TO:
Director of Sales - Transit
DELEGATES:
-
- MAIN PURPOSE OF JOB
- To position Pandrol as a trusted advisor and supplier to rail transit agencies and contractors
- To identify opportunities to gain a greater share of customer wallet
- KEY AREAS OF ACTIVITY AND RESPONSIBILITY
- Promote company track infrastructure products in the Midwestern US and Canada
- Maintain current customer base while striving to develop new accounts
- Maintain recurring sales of core products
- Seek new applications to grow sales of new products
- Travel as necessary to properly cover key accounts
- Develop positive business relationships with all levels of customers, from boots-on-the-ground personnel to C-suite individuals
- Keep customers updated on new developments within our product range through sales calls, presentations, and demonstrations to meet their needs
- Coordinate the training and/or installation of equipment into the field, utilizing technical support as required
- Follow-up on after-sale product performance and demonstrations to ensure customer satisfaction
- Address customer complaints, informing management promptly of any situations beyond their control
- Develop sales goals and future sales forecasts
- Assist with sales training (as needed)
- Communicate relevant sales leads to other Account Executives, as discovered
- Assist in resolving past due invoices and/or delinquent accounts by communicating with Accounts Receivable
- Awareness of competitive marketplace products and merchandizing practices, telegraphing knowledge to upper management
- Active participation in sales meetings, conventions, and trade shows
- Maintain proper information flow between Sales, Customer Service, and Service Department in aid of sales function
- Exhibit a high standard of professionalism and honesty along with responsiveness to customer’s requests
- Operate at or below budgeted expense allowances, maintaining positive profit level
- Travel ~50%
- CONTACTS
- Internal
- Pandrol site personnel
- Pandrol business unit personnel
- External
- Customers
- Contractors
- Internal
- SKILLS NEEDED
- Three (3) to ten (10) years of experience
- Bachelor's degree in Business or Technical field
- Proficient with Microsoft 365 suite
- Experience with Dynamics or similar CRM software
- Customer contacts and awareness of rail transit industry
- Prior success in an account management or business development role
- Ability to quickly absorb and apply coaching
- Effective at questioning and listening
- Disciplined and entrepreneurial working style
- Hands-on mechanical aptitude
- MEASUREMENT
- Adherence to opportunity and account management processes
- Generation of leads, and conversion rate
- Number of interactions per account
-
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