Key Account Manager

A key leadership position within the Business Development department.

reporting directly to the Strategy and Business Development Director, working closely with all disciplines within the Business Development team and the wider business, to ensure successful account management and business generation from new and existing markets within their allocation regions.

What are my responsibilities?

• Senior account management responsibility for key customer account for Rail Infrastructure.
• Develop and lead effective customer relationship management plans for all packages, ensuring strategic messages are routed through the right channels
• Fostering authentic relationships with senior customers from the earliest stages of business development, through proposal generation and through to contract award, to grow overall customer satisfaction as well as revenues from key accounts
• Definition and implementation of innovative, winning strategies to position the organisation to secure new business well in advance of the procurement process, including developing innovative market and specific project capture plans
• Identifying new business offerings and routes to market for account regions, unlocking additional order intake potential
• Developing new business in new technology markets, such as Digital
• Drive market & competitor analysis activities within the business
• Ensure that customer requirements are communicated effectively with justifiable business cases into new technology developments within R&D
• Establish strategic partnerships with various internal and external partners, consultants and complementary organisations to secure target business growth
• Contribute to the marketing effort including attendance and speaking at seminars, conferences and other events
• Involvement in pre and post bid submission negotiations with the client encompassing technical, financial and commercial considerations
• Production and delivery of presentations (internal and external) up to board level
• Ensuring the transfer of knowledge from the business development teams to the Delivery teams, post contract award
• Assist with the implementation of improvements in company processes and standards in relation to Business Development

Measures

Individual and team order intake

Customer satisfaction ratings

Quality of strategic sales planning

Win rate

Effectiveness of pipeline management

Quality of market intelligence

What do I need to qualify for this role?

Proven high value sales experience in a technology or project delivery business in the rail environment (excess of £100m p.a.) (essential)

Understands the UK rail market and its stakeholders (essential)

Possess a good understanding of the way in which railway-signalling projects are bid, contracted and delivered in order to influence, monitor and challenge every aspect of the win strategy (essential)

Established senior account management experience within UK rail sector (essential)

Successful track record in value-based selling and business development (essential)

Customer focused attitude with strong network within the rail industry

Creative & Strategic thinker (essential)

Commercially astute with high integrity (essential)

Highly driven, self-motivated and agile (essential)

Results focused; determined and resilient (essential)

Strong influencing skills with credibility at Board level internally and externally (essential)

Good degree of mobility to spend a time away from the agreed ‘base’ office as required (40%) (essential)

A pro-active high achiever with high energy levels, who is used to working under pressure and to tight/challenging deadlines (essential)

Degree qualified (or equivalent) in a business or technically related discipline

Experience of large-scale project financing

International experience – working with different cultures in a large corporate environment