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Sales Account Manager – Network Rail – Train & Rail Sector

  • Job added:   29 October 2019
  • Salary:   £100000 - £120000/annum +£80K OTE + 10% Car + bens
  • Location:   MK40, Bedford, Bedfordshire
  • County:   Bedfordshire
  • Job Type:   Permanent
  • Reference:   211092341
  • Company:   CV-Library
Sales Account Manager – Network Rail – Train & Rail Operating Sector - Enterprise Softwaree
Home Base – Bedfordshire Office + UK Travel
£120,000 Base + £80K OTE + Car allowance 10% salary
One of the UKs leading companies in the provision of digital transformation and systems integration services to the Utilities, Power and Transport sectors is seeking an experienced Sales Account Manager for the Rail Sector, Network Rail and Train Operating Companies
As a Sales Account Manager, your role is to improve the Company’s market position and achieve financial growth. You’ll be responsible for building key customer relationships, identifying business opportunities, negotiating and closing business deals and maintaining extensive knowledge of current market conditions in order to support the achievement of long-term organisational strategic goals. You will need to work closely with Sales, Marketing, Finance, Operations and Commercial teams to increase sales opportunities. You are responsible to find potential new customers, present to them, ultimately convert them into clients, and continue to grow business in the future. You will also manage existing clients and ensure they stay satisfied and positive.
Main Tasks & Responsibilities
The Sales Account Manager – Rail, Network Rail, Train Operating will:
• Collaboration: Strive to develop and manage a broad network of client and potential client relationships. Motivate technical staff and collaborate with the client to maintain relationships throughout project execution.
• Authenticity: Handle objections or complaints by clarifying, emphasizing agreements and working through differences to a positive conclusion.
• Customer Focus: Follow up enquiries, conduct site visits, prepare initial proposals and assist in closing sales as appropriate, while maintaining close cooperation with company agents/ distributors/ consultants to ensure efficient and proper business practices.
• Learning Focus: Undertake competitor analysis, market observations and gather intelligence to build our sales capability. Present new products and services and enhance existing relationships by maintaining customer focus.
• Strategy and Planning: Maximize sales channels with existing customers and develop new sales leads. Act as the Company’s Representative / Point of Contact for existing or new customers in your relevant territory (Synthesize & summarize annual sales plan with monthly sales reports to ensure contract awards meet or exceed targets assigned to your territory.
• External Perspective: Assist in market analysis and research required to develop business strategy. Contribute to competitor analysis, intelligence gathering and regular market observation for potential business opportunities. Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Drive and Resilience: Develop a commercial and contract negotiation capability to effectively and successfully conclude commercial discussions with clients.
• Judgement: Create proposals, price services and ensure comprehensive negotiation using your own judgement.
Essential Skills and Experience
The Sales Account Manager – Rail, Network Rail, Train Operating will:
• Experience of working within the Transport sector (ideally Rail)
• Experience of complex solution selling (Digital Transformation, Workforce Solutions) at an enterprise level to large organisations
• Experience of selling software products with associated, implementation services, support and managed services
• Strong communication skills, including written, verbal and presentation as well as ability to communicate with clients in various sectors. Ability to work effectively with different levels within the business
• Knowledgeable in B2B Sales and Sales Development
• Leading teams during sales cycles and tender processes – coordinating and driving presales, business development, legal and operational input, and from partners and 3rd parties where appropriate.
• Engaging with and leading input into other organisations during their sales cycles for example systems integrators
• Experience closing sales, negotiating contracts and with tender bidding process
• Knowledge of financial terms including P&L, proposal drafting and legal/commercial terms and matters
• Previous experience with contracts, business strategy and market studies
• Team player, motivated by winning contracts
• Strong planning and organizational skills
• Willingness to travel
• Adheres to the highest personal, professional, ethical and safety standards

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