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Form of workJob Summary:
The Business Development Manager (BDM) – ANZ Rail will create and identify opportunities to sell rail transportation technology solutions into Freight Rail Operators and Industry Partners in Australia and New Zealand. A key focus will be on consultative solution sales methodologies, including customer discovery, key sales stage completion, drive of opportunity velocity, overall sales process management and building of strong relationships with customers and key stakeholders. This will involve full ownership of all aspects of the full sales lifecycle from customer engagement to opportunity closure.
This self-driven role, works collaboratively as part of a cross functional team, and is responsible for forecasting the closure of sales opportunities that lead to achievement of quarterly and annual targets. This will require to managing multiple sales opportunities, showcasing high quality professional sales engagement with customers, understanding customers’ business requirements and driving value selling into complex organizational structures.
Job Description:
Key Duties and Responsibilities
Working autonomously under the broad direction of the Head of Sales and Marketing – Trapeze ANZ Rail, the BDM – Trapeze ANZ Rail will undertake the following key responsibilities in a professional manner:Working autonomously under the broad direction of the Managing Director – ANZ Rail the BDM - ANZ Rail will undertake the following key responsibilities in a professional manner:
Strong focus on our premier product, Driving Advise System, to create a strategic sales plan to achieve assigned sales target, that is in alignment with key stages and customer commitments and following through with a disciplined approach to execution.
Provide accurate quarterly forecasts, meeting annual sales targets, using Salesforce and adhering to pipeline, best case and commitment principles.
Establish, maintain, and expand relationships within prospective and existing customers.
Create, develop and manage strategic customer account plans and deal plans that meet company standards that are based on current best practice.
Own the execution of the Value Based Sales methodology.
Manage, plan and deliver customer business needs discovery meetings (including providing written follow-ups) including questioning with curiosity to understand the true business value that our solutions will provide to the customer, prior to providing pricing or a proposal.
Lead the preparation of pricing, sales contracts, ensuring adherence to established laws, company rules and guidelines.
Own the final outcome of well written, successful, polished meeting follow-up letters, business case documents, proposals and executive summaries.
Engage with the broader internal team, ensuring that key stakeholders are made aware in advance of the support required for specific opportunities.
Attend Rail conferences and events with the end goal of meeting and following up on leads, MQL and SQL targets.
Maintain records in Salesforce to manage opportunities, forecast quarterly sales and provide up to date sales updates to the Trapeze ANZ Rail team.
Undertake any other reasonable tasks consistent with training and skill levels required for this position as requested.
Education and Experience
Relevant Tertiary qualifications in IT, Software, Business or related discipline.
Proven experience as BDM manager; Sales Executive or similar with at least five (5) + years’ experience in complex Enterprise Technology Solution Sales.
Proven experience in strategic pricing strategies for software sales commercial engagements.
Demonstrated experience in presenting and articulating a value proposition.
Successful history of accurately forecasting and performing on target quota attainment.
Proven experience in achieving and exceeding on assigned quarterly and annual sales targets and efficiently coordinating several opportunities in parallel.
Sound ability in efficiently using Microsoft products (Word, Excel, PowerPoint and Outlook).
Experience in using CRM for opportunity management. E.g. Salesforce or similar
Personal Attributes
Very strong, clear and articulate written and verbal communication skills.
Ambitious and energetic, with a drive to overachieve.
A passionate ‘can-do’ mindset with an aptitude to learn; displaying a high level of initiative and creativity to tackle complex problems
Ability to build strong relationships and rapport and be naturally able to manage expectations quickly with key stakeholders - internally and with customers.
Be seen as a trusted advisor who is ethical, trustworthy and reliable in approach.
Think strategically – seeing the bigger picture and setting objectives to achieve outcomes
Effective and demonstrable listening and comprehension skills to allow for quickly assessing opportunities and customer needs.
Effective communication and interpersonal skills in dealings with team members, customers and key stakeholders including the ability to clearly present and articulate a value proposition and negotiate effectively.
Self-motivated, highly organized and independent with the ability to effectively manage own workload and work unsupervised to achieve results.
Mature, resilient and professional approach to work with a proven ability to instill a high level of confidence with others.
Accountable with a proven experience and ability to adapt to the relevant internal procedures of a customer whilst adhering to company procedures and requirements.
Act positively in a team environment, appreciate each team member's contributions, and effectively engage each team member to his/her fullest potential.
Travel
The position will involve regular domestic travel within Australia and overseas.
All air travel is economy class.
Worker Type:
Regular
Number of Openings Available:
1
