Business Development Manager
 

LOCATION: West Henrietta / New York (US-NY), United States | BRAND: KB Signaling | REQUISITION ID: 9186 | JOB GRADE: 16 |

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:

Business Development Manager – Freight & Product, 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. 

The role core areas of responsibility:

Account Management: Individual accountability for specific account(s) in freight (or Other), external and internal stakeholder management and capture plan development for the business

The following non-exhaustive list is representative of typical responsibilities undertaken by Business Development Manager:

Responsibilities

Key Account Management:

• • Key commercial manager 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 for you account(s)
  • 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
  • Reporting out the full scope and performance of your accounts(s) in an adequate manner on an appropriate periodicity consistent with business needs
  • 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.
  • Ensure a robust technology dialog is maintained with the product management team regarding account needs, features and functionalities that would help our customers.
  • Other transverse duties as assigned by manager.

Key Success Metrics

• Order Intake – Freight: Drive order intake at your account base and meet assigned yearly order intake figures.
• Margin – Freight: Drive margin expansion at the account base.
• Strategic Growth Sales – Freight 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
• 5 years experience in North American railway industry (Field exp a plus)
• At least 5 years of experience of direct sales or product management
• 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
• Strategic or product marketing exposure, including product development, Value Story creation, and launching new technology with customers.
• Capture plans for each customer and each product including new tech
• 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

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.

The anticipated salary range for candidates who will work in West Henrietta, NY is $89,900 to $134,900 per year. The final pay offered to a successful candidate will be dependent on several factors that may include but are not limited to the type and years of experience within the job, the type of years and experience within the industry and education. KB Signaling is a multi-state employer, and this pay scale may not reflect positions that work in other states or locations. Provided they meet all eligibility requirements under the applicable plan documents, employees (and their eligible dependents) will be eligible to enroll in group healthcare plans that offer medical, dental, vision, and basic life and disability insurance. Employees also will be able to enroll in our company’s 401k plan. Employees will also receive 120 hours of vacation leave and 40 hours of Personal Paid Absence every year. Employees will also enjoy 12 paid holidays, and 1 floating holiday throughout the calendar year, subject to relevant terms outlined in the employee handbook. 6 weeks of paid parental leave will also be available for use. Requirements for these benefits will be controlled by applicable plan documents and policies. Employees working on federal contracts covered by the Federal Paid Sick Leave requirements will be notified and will receive benefits consistent and compliant with the FPSL requirements. Hired applicant will be able to purchase company stock, subject to the relevant plan documents and annual bonuses based on achievement of certain metrics of up to 4% of annual salary. This is intended to provide a general description of benefits and other compensation and is not a substitute for applicable plan documents or company policies. Applications for this position are accepted on an ongoing basis.

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