Business Development Manager

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

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

Primary measures of successful performance will be:

Adherence to opportunity and account management processes

Generation of leads, and conversion rate

Number of interactions per account