About this role
<p><span style=""><b><span contenteditable="false">Business Development Manager - Freight</span></b></span><br> </p> <p><b>LOCATION: </b>Melbourne / Missouri (US-MO), United States | <b>BRAND:</b> KB Signaling | <b>REQUISITION ID: </b>9185 |<b> JOB GRADE: </b>16 |</p> <p><b>ON-SITE/REMOTE:</b> Remote </p> <p><img src="https://rmkcdn.successfactors.com/ed7b1383/6ae37234-beb1-4c31-94c3-8.png" style="height:auto;width:100%"></p> <p> </p> <p> </p> <p>KB Signaling delivers unparalleled end-to-end wayside and onboard conventional signaling Control, Command, and Signaling (CCS) platforms and solutions. A trailblazer, we are driven to provide the best solutions for improved safety, performance, and lower overall operating cost for today’s transit and freight railway systems and operators in North America and beyond. Our team is fueled by innovation and grounded in solid values, like giving back to the communities where we do business and embracing sustainability to help protect our planet. KB Signaling is part of a global, high-tech company that will challenge you and help you grow. Discover your potential.</p> <p> </p> <p><b>JOB DESCRIPTION:</b></p> <p style="background-color:white;margin:0.0in"><strong><span style="">BD Commercial Manager – Freight & Product</span></strong></p> <p style="background-color:white;margin:0.0in"><strong><span style=""> </span></strong></p> <p style="background-color:white;margin:0.0in"><strong><span style="">Role Summary</span></strong></p> <p style="background-color:white;margin:0.0in"> </p> <p style="background-color:white;margin:0.0in"><span style="">Knorr-Bremse Signaling (KB Signaling) is the market leader in the delivery of mission critical Control, Command and Signaling products to the global transportation market. Tracing its lineage back through Global Railway Signaling (GRS), Harmon Industries, GE Transportation Global Signaling, Alstom and B&C Transit, KB Signaling represents the most complete portfolio of conventional wayside and onboard signaling products for the safety critical railroad market today. </span></p> <p style="background-color:white;margin:0.0in"> </p> <p style="background-color:white;margin:0.0in"><strong><span style="">Business Development Manager – Freight & Product, </span></strong><span style="">will have a dual role of account management responsibility as well as driving internal capture plans and impacting strategic product development. The scope of both individual account management as well as an internal strategic resource, will be focused on the KB Signaling product delivery business. </span></p> <p style="background-color:white;margin:0.0in"> </p> <p style="background-color:white;margin:0.0in"><span style="">The role core areas of responsibility: </span></p> <p style="background-color:white;margin:0.0in"> </p> <ol style="margin-bottom:0.0in;margin-top:0.0px"> <li style="background-color:white;margin:0.0in 0.0in 0.0in 8.0px"><span style="">Account Management: Individual accountability for specific account(s) in freight (or Other), external and internal stakeholder management and capture plan development for the business</span></li> </ol> <p style="background-color:white;margin:0.0in"> </p> <p style="background-color:white;margin:0.0in"><span style="">The following non-exhaustive list is representative of typical responsibilities undertaken by Business Development Manager:</span></p> <p style="background-color:white;margin:0.0in"> </p> <p style="background-color:white;margin:0.0in"><strong><span style="">Responsibilities</span></strong></p> <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Key Account Management:</span></li> </ul> <ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"> <ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Key commercial manager representing KB Signaling products and services to the market. </span></li> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Be capable of taking a customers needs and architecting a technical solution to fit their needs using existing products and solutions. When a feature doesn’t exist within the current product portfolio, feed this information back to the product management team. </span></li> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Ensure complete knowledge of your account base and build a structured pipeline of pursuits from information sources such as capital plans and customer/consultant interactions. </span></li> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Serve as lead Technology Launch Advocate, getting new technology defined, installed, tested, approved and commercialized for you account(s)</span></li> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Build and manage comprehensive stakeholder maps for the complete customer environment of your account base, ensuring you are a trusted node in the information network</span></li> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Able to influence consultants and customers prior to RFP release during the pre-tender stage towards the value proposition of using KB Signaling equipment and services; influence customers towards both the right technology choice as well as the right contracting schema.</span></li> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Together with the Bid Manager, oversee the preparation and strategy during the Bid/Tender phase, ensuring the teams alignment to the tender schedule, the customer requirements, and the solutions approach of the business. </span></li> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">After tender submission and during customer negotiation, ensure KB Signaling is properly represented through negotiation of “fair” commercial terms. </span></li> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Structure, price, negotiate and close deals with appropriate Terms and Conditions that are compliant to KB Signaling’s rules</span></li> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Represent KB Signaling at Trade Shows and trade organizations</span></li> </ul> </ul> <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="list-style:none;background-color:white;margin:0.0in 0.0in 0.0in 0.0px"> <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Reporting out the full scope and performance of your accounts(s) in an adequate manner on an appropriate periodicity consistent with business needs</span></li> </ul> </li> </ul> <ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"> <ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Per your account, drive the business developers to create, sustain and execute a key account strategy with the goal of maintaining current share/volume while also looking for strategic entry points for new KBS technology.</span></li> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Ensure a robust technology dialog is maintained with the product management team regarding account needs, features and functionalities that would help our customers.</span></li> </ul> <li style="background-color:white;margin-top:0.0in;margin-right:0.0in;margin-bottom:0.0in"><span style="">Other transverse duties as assigned by manager.</span></li> </ul> <p style="background-color:white;margin:0.0in"> </p> <p style="background-color:white;margin:0.0in"><strong><span style="">Key Success Metrics</span></strong></p> <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><strong><span style="">Order Intake – Freight: </span></strong><span style="">Drive order intake at your account base and meet assigned yearly order intake figures. </span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><strong><span style="">Margin – Freight</span></strong><span style="">: Drive margin expansion at the account base. </span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><strong><span style="">Strategic Growth Sales – Freight Products: </span></strong><span style="">Where products are defined as strategic, driving the adoption and growth of those products, software and services at the client base in a measurable and impactful way.<strong> </strong></span></li> </ul> <p style="background-color:white;margin:0.0in"><strong><span style=""> </span></strong></p> <p style="background-color:white;margin:0.0in"><strong><span style="">Qualifications</span></strong></p> <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Bachelor's degree from an accredited university or college</span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">5 years experience in North American railway industry (Field exp a plus)</span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">At least 5 years of experience of direct sales or product management </span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Demonstrated domain knowledge of North American Freight Markets</span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Willing to travel 50+% of the time based on account location and geography</span></li> </ul> <p style="background-color:white;margin:0.0in"> </p> <p style="background-color:white;margin:0.0in"><strong><span style="">Desired Characteristics</span></strong></p> <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Solid experience in business development or building growth plans is preferred</span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Able to develop and maintain customer relationships at all levels</span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Strategic or product marketing exposure, including product development, Value Story creation, and launching new technology with customers.</span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Capture plans for each customer and each product including new tech</span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Customer-centric mindset, able to translate customer issues/needs into profitable business solutions</span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Direct leadership experience in project management or other related discipline</span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Bachelor’s degree in electrical engineering or other engineering related discipline</span></li> <li style="background-color:white;margin:0.0in 0.0in 0.0in 0.0px"><span style="">Strong oral and written communication skills & Strong interpersonal and leadership skills</span></li> </ul><p> </p> <p> </p> <p><strong>What does KB Signaling have to offer you? </strong><br>- Competitive Health Benefits, including Medical, Prescription, Dental, Vision and Virtual visits<br>- Company-paid Basic Life and Accidental Death & Dismemberment Insurance<br>- Company-paid Short-Term Disability Coverage<br>- Voluntary life, Disability, and other Supplemental coverages<br>- Identity Theft and Legal Protection benefits<br>- Health and Dependent Care Flexible Spending Accounts<br>- Health Savings Accounts<br>- Generous 401(k) plan<br>- Personal Paid Time Off<br>- Company-paid holidays </p> <p> </p> <p>KB Signaling Inc. is an Equal Employment Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.</p> <p> </p> <p>#LI-EM1</p>