Navis

About the job

Position Summary

Navis is seeking a Sales Manager to discover, qualify, develop, and maintain key relationships with significant freight railway and intermodal terminals accounts in Europe. The Sales Manager should have a proven track record of quickly earning the trust of customers and key stakeholders, mobilizing and motivating teams, setting direction and approach, resolving conflict, delivering tough messages with grace, executing with limited information and ambiguity, and influencing all parties to achieve desired response in the freight railroad space.

Responsibilities

Move customers through the sales cycle to ensure product fit, persuade, negotiate and conclude a new sales agreement with railways for train, locomotive, wagon and crew planning and Intermodal Terminal Operating Systems sales.
Achieve revenue and accounts growth targets in line with the sales objectives
Create and execute deals based on a solutions-driven sales approach; identify and implement critical differentiators so that our product is the obvious choice as a vendor with the best solution. Identify, qualify, secure, and cultivate new customer accounts and business opportunities
Describe our products and services to key customer accounts to acquire, expand and develop accounts in current and adjacent markets and ensure exceptional levels of customer service, e.g., Utilizing CEB Challenger Methodology
Engage proper resources on complex solutions to ensure the appropriate solution is presented and sold to the customer
Manage customer satisfaction in both the pre and post sales environment
Day-to-day activities will include conducting prospecting, developing customer proposals and delivering sales presentations, running sales calls, closing new business, contract negotiations, follow up with customer implementation projects, account life cycle management, etc.

Requirements

Experience of working with freight railways and or intermodal terminals required; ideal candidate will have commercial or customer facing sales experience working for a freight railway software supplier
Experience of working in and/or around the rail industry , preferably in a new sales (business development) capacity
In-depth knowledge of software, hardware, process, and/or comprehensive product/service solutions for the freight rail industry
Previous rail software, hardware or systems integration sales experience strongly preferred
Proven track record in sales preparing technical and detailed proposals in response to tenders / RFI / RFP / RFI preferred
Experience of working in Intermodal terminals or rail operator in an operational role
History of working with customers and colleagues from diverse backgrounds
Ability to travel approximately 50%

Core Sales Skills Include:

Forecasting accuracy, Lead generation, Customer qualification, Understanding of customer requirements and product fit, Liaison with Professional Services, Product Management, and Legal departments
Core Required Skills Include:
Freight Rail operator train, wagon, locomotive and crew planning
Intermodal Container terminals and Terminal Operating Systems (TOS)
Strong commercial acumen and understanding of enterprise software sales and contracts
Excellent negotiation, communication, clarity in communication, report creation, and presentation skills
MS Word / Excel