Job Description: Bendix Commercial Vehicle Systems LLC
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
International Account Manager
LOCATION: Melbourne / Florida (US-FL), United States | BRAND: KB Signaling | REQUISITION ID: 7795 | 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:
Role Summary
The successful International Account Manager will represent the product and solution portfolio to a specified account base by combining technical expertise, knowledge and understanding of signaling solution applications to customer needs. The International Account Manager will be comfortable talking to Transit Agencies, consultants, governmental agencies, and other suppliers and will create a comprehensive stakeholder map for their account base, ensuring they are up to speed on all market developments affecting their accounts.
The role will have three (3) main areas of responsibility:
Supporting & Enabling Product sales within the assigned account base; which might include setting up and managing intercompany agreements with remote KB groups, and/or discussions with local customer base to determine the right solution for their needs.
Supporting & enabling Project based pursuits (creating an attendant pipeline) within the assigned account base. Should a pursuit turn into a tender/bid, the Account Manager will become the “Tender Leader/Bid Manager” for that pursuit\ and ensure a winning strategy is employed.
General business development activities within the assigned account base and geography – developing stakeholder mappings, install base mappings, and generating a complete view of the signaling environment. This should include system integrators, end customers and users, and consultants.
The following non-exhaustive list is representative of typical responsibilities undertaken by business developers:
Responsibilities
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.
Build the right capture plan to include the right teaming arrangement for the environment that will maximize profitable and risk balanced contribution of KB Signaling product and services to the opportunity. This might include discussions with system integrators, electrical installers, civil contracting firms and consultants.
Prior to a pursuit/tender being released, utilizing enterprise databases, be able to build a reference library model for the pursuit and estimate the market price and architecture of the opportunity.
During a tender: Act as the primary contact with the Customer; highlight our reference solutions, identify implications of meeting customer requirements and alternative solutions.
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
Qualifications
Bachelor's degree from an accredited university or college
10 years experience in North American railway industry
Demonstrated domain knowledge of North American and/or International CCS market environment, and KB Signaling value proposition.
Willing to travel 50+% of the time based on account location and geography
Desired Characteristics
At least 5 years of experience of direct sales, product management, account or team leadership experience
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
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.
