Business Development Director
 

LOCATION: Jacksonville / Florida (US-FL), United States | BRAND: KB Signaling | REQUISITION ID: 7991 | JOB GRADE: 17 |

ON-SITE/REMOTE: Hybrid 

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.

JOB DESCRIPTION:

The successful Business Development Director/Team Lead, will have a dual role of account management responsibility as well as managing a small team of account managers.  The scope of both individual account management as well as account management of the team of account managers will be focused on the KB Signaling product delivery business. 

The role will have two (2) main areas of responsibility:

1. Account Management: Individual accountability for specific accounts in either freight or transit.
2. Team Leadership: Responsible to manage a team of account managers and drive the following activities:

The following non-exhaustive list is representative of typical responsibilities undertaken by a team lead:

Responsibilities

• Key Account Management:
  • Key commercial lead representing KB Signaling products and services to the market. 
  • 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. 
  • 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. 
  • Serve as lead Technology Launch Advocate, getting new technology defined, installed, tested, approved and commercialized.
  • 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
  • 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.
  • 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.
  • After tender submission and during customer negotiation, ensure KB Signaling is properly represented through negotiation of “fair” commercial terms.
  • Structure, price, negotiate and close deals with appropriate Terms and Conditions that are compliant to KB Signaling’s rules
  • Represent KB Signaling at Trade Shows and trade organizations
• Team Leadership Responsibilities:
  • Personnel management: salary planning, yearly performance reviews, yearly objective and goal setting
  • Coaching/training and continuously improving team performance
  • Reporting out the full scope and performance of the team in an adequate manner on an appropriate periodicity consistent with business needs
  • Analyzing product order intake performance against budgets and historical data sets
  • Analyzing and finding price performance optimizations between the product catalog and customer service quotations to our customer base
  • Per 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.
  • Ensure a robust technology dialog is maintained with the product management team regarding market needs, features and functionalities that would help our customers.
• Other transverse duties as assigned by manager.

Key Success Metrics

• Order Intake – Freight & Transit Products: Drive order intake at the account base and meet yearly order intake figures.
• Margin – Freight & Transit Products: Drive margin expansion at the account base.
• Strategic Growth Sales – Freight & Transit Products: 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. 

Qualifications

• Bachelor's degree from an accredited university or college
• 10 years experience in North American railway industry
• At least 5 years of experience of direct sales, product management, account or team leadership experience
• Demonstrated domain knowledge of North American Freight & Transit Markets
• Willing to travel 50+% of the time based on account location and geography

Desired Characteristics

• Solid experience in business development or building growth plans is preferred
• Able to develop and maintain customer relationships at all levels, including the CEO staff level
• Strategic or product marketing exposure, including product development, Value Story creation, and launching new technology with customers.
• Customer-centric mindset, able to translate customer issues/needs into profitable business solutions
• Direct leadership experience in project management or other related discipline
• Bachelor’s degree in electrical engineering or other engineering related discipline
• Strong oral and written communication skills & Strong interpersonal and leadership skills

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What does KB Signaling have to offer you? 
- Competitive Health Benefits, including Medical, Prescription, Dental, Vision and Virtual visits
- Company-paid Basic Life and Accidental Death & Dismemberment Insurance
- Company-paid Short-Term Disability Coverage
- Voluntary life, Disability, and other Supplemental coverages
- Identity Theft and Legal Protection benefits
- Health and Dependent Care Flexible Spending Accounts
- Health Savings Accounts
- Generous 401(k) plan
- Personal Paid Time Off
- Company-paid holidays 

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.