Key Account Manager

Job Description

A key leadership position within the Business Development department of Siemens Rail Automation, reporting directly to the Business Development Director, working closely with all disciplines within the Business Development team and the wider business, to ensure successful account management and business generation from new and existing markets within their allocation regions.   

What are my responsibilities?
  • Senior account management responsibility for key customer accounts for Siemens Rail Automation, such as regions within the Network Rail account, and local government
  • Develop and lead effective customer relationship management plans for all allocated regions, ensuring strategic messages are routed through the right channels 
  • Fostering authentic relationships with senior customers from the earliest stages of business development, through proposal generation and through to contract award, to grow overall customer satisfaction as well as revenues from key accounts
  • Definition and implementation of innovative, winning strategies to position the organisation to secure new business well in advance of the procurement process, including developing innovative market and specific project capture plans
  • Identifying new business offerings and routes to market for account regions, unlocking additional order intake potential eg NR Open for Business, tier 1 & 2 suppliers on other NR frameworks (eg multi-dis & Design)
  • Developing new business in new technology markets, such as Digital
  • Key contributor to the continuous development of the Siemens Rail Automation Strategic Plan
  • Drive market & competitor analysis activities across their regions within the business
  • Ensure their customer requirements are communicated effectively with justifiable business cases into new technology developments within R&D
  • Establish strategic partnerships with various internal and external partners, consultants and complementary organisations to secure target business growth
  • Contribute to the marketing effort including attendance and speaking at seminars, conferences and other events
  • Involvement in pre and post bid submission negotiations with the client encompassing technical, financial and commercial considerations
  • Production and delivery of presentations (internal and external) up to board level 
  • Ensuring the transfer of knowledge from the business development teams to the Delivery teams, post contract award
  • Assist with the implementation of improvements in company processes and standards in relation to Business Development
Measures
  • Individual and team order intake
  • Customer satisfaction ratings
  • Quality of strategic sales planning
  • Win rate
  • Effectiveness of pipeline management
  • Quality of market intelligence
What do I need to qualify for this role?
  • Proven high value sales experience in a technology or project delivery business in the rail environment (excess of £100m p.a.) (essential)
  • Understands the UK rail market and its customers (essential)
  • Possess a good understanding of the way in which railway-signalling projects are bid, contracted and delivered in order to influence, monitor and challenge every aspect of the win strategy (essential)
  • Established senior account management experience within UK rail sector (essential)
  • Successful track record in value based selling and business development (essential)
  • Customer focused attitude with strong network within the rail industry including Network Rail (essential)
  • Creative & Strategic thinker (essential)
  • Commercially astute with high integrity (essential)
  • Highly driven, self-motivated and agile (essential)
  • Results focused; determined and resilient (essential)
  • Strong influencing skills with credibility at Board level internally and externally (essential)
  • Good degree of mobility to spend a time away from the agreed ‘base’ office as required (40%) (essential)
  • A pro-active high achiever with high energy levels, who is used to working under pressure and to tight/challenging deadlines (essential)
  • Degree qualified (or equivalent) in a business or technically related discipline
  • Intimate knowledge of Network Rail’s business and its stakeholders
  • Experience in signalling and train control solutions
  • Experience of large scale project financing
  • MBA
  • International experience – working with different cultures in a large corporate environment
About us
We’re Siemens.  A collection of over 377,000 great minds who are all making the future and you could be one of them.   We have offices across the UK, full of talented individuals helping us to challenge the today and work towards a brighter tomorrow.

Want to join us and be a Future Maker?
We’re excited to hear that you would like to join us here at Siemens.  Our people love it here and we want you to be a part of helping us make real, what matters.

We are looking forward to receiving your online application.  Please ensure you complete all areas, of the application form, to the best of your ability to help us review your suitability for the role.  We will be in contact as soon as possible with an update on your application.

What else do I need to know?
The benefits package for this role includes not only a generous base salary, but an annual bonus.  We know that not everyone’s lifestyle is the same, so we operate a flexible benefits scheme where you can tailor your benefits package to suit you.

If we all thought the same, we would never think of anything new. That’s why we recruit great minds from all walks of life. We embrace diversity and create what’s right for the world by employing the people who live in it.

Siemens recognise that building a diverse workforce is critical to the success of our business. We strongly encourage applications from a diverse talent pool and welcome the opportunity to discuss flexibility requirements and workplace adjustments with all our applicants to encourage agile working and innovation.

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Job ID: 114307

Organization: Mobility

Company: Siemens Mobility Limited

Experience Level: not defined

Job Type: Full-time

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