Develop long-term relationships with key accounts and partners, in particular operators, civil work contractors, government agencies and consultancies.
Develop pricing models for rail control solutions based on past tender results and market analysis.
Organize responses to pre-qualifications requests and Expressions of Interest. Identify and select suitable partners for the scope of work outside of the capabilities of Company.
Lead the sales process (=tender lead) from opportunity identification to contract award. Draft opportunity capture plans and ensure internal buy-in from the various functions involved.
Collect, analyse and summarize market data in order to support tactical and strategic decisions.
Maintain opportunities in the WallC CRM system. Ensure a realistic order intake forecast. KPI: order intake vs. budget and GM on new orders vs. budget.
Education
Bachelor's Degree or Master's Degree in any field
Relevant experience required:
Minimum 5 year rail industry experience working for a railway operator, asset owner, supplier, consultancy or government agency.
Pre-existing relationships with and access to key stakeholders a critical asset.
Knowledgeable about E&M system integration, rolling stock, signalling, telecommunications, platform screen doors, automatic fare collection and electrification.
Experience selling or executing system integration projects over $100 million.
