Senior Sales Manager - Rail Infrastructure

Daniels Smalley Partnership

England

Hybrid

GBP 70,000 - 110,000

Full time

14 days+

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Benefits offered by this job

Attractive basic salary

Car allowance

Generous bonus

Flexible working arrangements

Job summary

A leading recruitment firm is looking for a Senior Sales / Business Development Manager to drive growth in the rail sector. You will lead on developing strategic opportunities and managing key customer relationships. The ideal candidate will have a track record in senior sales, experience with rail infrastructure, and strong analytical skills. This full-time position offers flexible work arrangements and attractive compensation, including a generous bonus and benefits.

Qualifications

Proven track record in senior sales or business development roles.
In-depth understanding of rail signage and platform infrastructure products.
Experience with customer-specific solutions and EPC-led sales processes.
Understanding of EPC-led sales processes.
Knowledge of UK rail tender/procurement processes.
Ability to engage with TOCs, contractors and consultants.

Responsibilities

Drive sales and pursue business opportunities in the rail sector.
Develop client account plans and winning opportunity strategies.
Manage customer relationships and sales pipeline.
Own customer relationships and manage strategic accounts.
Follow up inbound leads and enquiries promptly.
Understand user needs and explain product capabilities.
Identify opportunities within existing contracts.
Manage sales pipeline to hit targets and margins.
Contribute to forecasts and annual plans.
Attend trade shows and industry events as required.
Maintain CRM records and collaborate with internal teams.

Skills

Sales experience

Understanding of rail infrastructure

Technical credibility

Relationship building

Analytical skills

Presentation skills

Negotiation skills

Strategic thinking

Tools

CRM systems

MS Office

Job description

Retained Executive Search – Daniels Smalley Partnership (C Suite, Director, Specialist & Confidential Recruitment)

Flexible – Remote, Hybrid or On‑Site in West London

Attractive basic salary, car allowance, generous bonus & benefits

Our client is a pioneering technology, advanced design and manufacturing company that has been established for over 50 years. They are the market leader in the provision of specialist solutions for all modes of passenger transport and the UK’s leading manufacturer of Signs, Digital Signs and Platform Furniture Infrastructure products for the Rail, Light Rail, Underground and Tram networks.

The business is well positioned for future growth, boasting award‑winning products which are made in Britain, high‑profile customers and has a number of competitive advantages within their chosen markets.

A new, exciting opportunity has been created for an ambitious Senior Sales / Business Development Manager to lead on the growth of this division and take responsibility for identifying, developing, negotiating and closing profitable business opportunities with new and existing customer relationships within the Rail sector.

Working closely with the Sales Director, you will be responsible for building relationships and driving sales within Train Operating Companies, Rail Contractors, Rail and Transport Consultants, the strategic Passenger Transport Executive bodies and related partners.

You will also play a key and highly influential role as part of a wider multi‑disciplinary team of highly skilled and experienced managers and directors, including contracts, project management, finance, bid specialists, installation & maintenance experts.

The Role

Take the lead in driving sales, ensuring that the division is a responsive one; be pro‑active in identifying, pursuing and closing business opportunities
Develop client account plans and devise winning opportunity strategies
Drive development and expansion, participate in the preparation of bids, contracts and proposals for prospective new business
Own the customer relationship and maintain this through effective account management
Be the customer contact – follow up promptly on all inbound leads and enquiries
Understand user needs and technical requirements; develop awareness of our design & manufacturing capabilities, other services and funding solutions
Identify and develop opportunities within existing contracts / strategic customers
Manage all aspects of & increase the sales pipeline to hit targets and agreed margins
Provide input into the development of sales forecasts & annual plans as required
Analyse the market and competition, gather intelligence and identify latest research trends
Establish sales and innovative marketing initiatives to leverage competitive advantage
Attend trade shows and relevant industry conferences/events as required
Manage internal and external stakeholders
Maintain list of prospects, ensure the CRM system is up to date and compliant
Collaborate and cross‑sell opportunities for the benefit of the entire company

The Person

A proven track record of success in a senior sales or business development role, preferably with a strong understanding of the routes to market for winning business within the UK rail sector infrastructure market (Rail, Light Rail, Underground and the Tram networks)
Possesses an in‑depth understanding of rail signage and platform infrastructure products, such as digital signage, wayfinding, information displays, ticketing machines, walkways, passenger seating, waiting shelters & canopies, cycle storage etc
A technically credible sales professional with experience of architectural metalwork / on‑street furniture products outside of the rail sector, or possibly within a wider engineering / sheet metal fabrication environment would be considered if strong evidence can be provided to support the ambition, personal qualities and commercial acumen required to succeed in a responsive team‑based environment
Experience in providing “off the shelf” and bespoke customer specific solutions
Able to understand an Engineering, Procurement, Construction (EPC) led sales process, customer requirements, specifications and industry standards
Understands the tender and procurement process for the UK rail sector, including engagement with strategic Passenger Transport Executive bodies and related partners such as Train Operating Companies, Rail Contractors, Rail & Transport Consultants
Able to build relationships, drive sales and understand the processes for successful engagement with main construction contractors, sub‑contractors, specialist consultants, local government, passenger transport executives and related partners
Experience across the sales cycle including managing, developing a pipeline and deal closing
Strong commercial/financial skills, able to produce regular sales forecasts, reports & updates – keep colleagues informed and ensure that the customer remains on board

Preferred Skills

Strong sales traits: tenacity, competitiveness, persuasiveness, and interpersonal skills
Task‑oriented mindset, focused on winning new business and achieving sales targets
Strong team player with high ethical standards and a reputation for integrity among clients
Excellent communication, human relations skills and client service abilities
Self‑motivated & able to work with a high degree of autonomy
Strong communication, negotiation and persuasion skills
A strategic thinker with well‑developed analytical skills and forecasting ability
Responsive to the needs of customers and in providing a high‑quality service
Strong presentation skills and be able to enhance reputation in front of customers
Effective time management, organisational, influencing and prioritisation skills
Results‑oriented, can work independently with a strong sense of urgency
A natural flair for developing relationships with customers & stakeholders
Highly IT literate – MS Office, CRM & Video Calling
Full UK driving licence – willingness and ability to travel within the UK as required