Job Description
GENERAL DESCRIPTION / PURPOSE:
The European Business Development Manager is responsible for executing strategic and tactical sales initiatives within the European sales region to achieve or surpass monthly, quarterly, and annual sales targets. This position involves managing an assigned customer portfolio, driving sales growth within the designated territory, and offering technical guidance and support to clients. The European Business Development Manager is responsible for cultivating new business relationships as well as expanding current ones within assigned accounts. Specific revenue goals and growth-related tasks will be allocated for these accounts. The role encompasses comprehensive account management activities, including preparing proposals, overseeing accounts receivable, and coordinating equipment scheduling.
ESSENTIAL POSITION FUNCTIONS:
Customer Interaction and Management
* Oversee all phases of the sales cycle, from prospecting through closure, ensuring a seamless end-to-end process.
* Promote and sell both existing and innovative products and services; this includes conducting product demonstrations, identifying potential opportunities, and managing comprehensive sales strategies by leveraging knowledge of railroad customers, their systems, maintenance practices, and requirements as they pertain to Loram Enterprise offerings.
* Systematically document all customer interactions in the CRM system, maintaining up-to-date contact databases to effectively support sales activities.
* Develop and deliver sales presentations and proposals as needed to enhance product awareness, forecast projections, and negotiate appropriate pricing arrangements.
* Monitor invoice status and collaborate with Accounting to resolve outstanding customer payments promptly.
* Identify both immediate and future opportunities for new or expanded business.
* Build and sustain strong relationships with customers, ensuring timely and effective resolution of inquiries, orders, invoices, and complaints; escalate unresolved issues within Loram as appropriate.
* Support and coordinate equipment scheduling, relocations, and dissemination of relevant information to stakeholders across the organization.
Customer Support:
* Collaborate with the product development team and recommend new product line initiatives based on industry service opportunities from assigned customer service needs, including the monitoring and tracking of competitor activity of assigned customers
* Manage and develop a strategic plan for upcoming customer service contract expirations
* Stay abreast of new Loram product developments and applications for operation on assigned customers, along with staying abreast of developments in the railroad maintenance of way and engineering areas by participating in educational opportunities, industry events, reading of professional publications, and maintaining personal networks
* A strong working knowledge of Loram Enterprise products and services and the ability to effectively present them to customers. Knowledge of or ability to quickly become familiar with Railroad products and services, particularly pertaining to maintenance of track and structures
BEHAVIORAL COMPETENCIES:
* Creating a Service Reputation
* High Impact Communication
* Passion for Results
* Listening
* Negotiation
* Values Based
Qualifications
REQUIRED QUALIFICATIONS:
Education: Bachelor’s Degree in business or another relevant field preferred
Experience: 5+ Years business to business sales and/or railway associated equipment
*9+ years equivalent combination of education and applicable experience
Licenses/Certifications: Maintain Railroad Certifications, obtain and maintain upon hire
Fluency in English is required. Additional European languages are an advantage.
Additional Information
Equal Opportunity Employer:
Loram is an Equal Opportunity Employer committed to fostering an inclusive, diverse, and respectful workplace. We make all employment decisions based on qualifications, merit, and business need, without regard to race, color, religion, sex, sexual orientation, gender identity or expression, age, disability, national origin, veteran status, or any other characteristic protected by applicable laws in the countries where we operate, including the Equality Act 2010 in the UK, relevant U.S. federal, state, and local laws, Brazil’s anti-discrimination provisions under the Consolidation of Labor Laws (CLT) and Federal Constitution, India’s Equal Remuneration Act and Rights of Persons with Disabilities Act, Australia’s Fair Work Act 2009 and applicable state and territory legislation, and Canada’s human rights protections under the Canadian Human Rights Act and applicable provincial or territorial laws.