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Railroad Business Development Manager

2 months ago

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