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Key Account Manager
2 months ago
Nomad Digital is a leading provider of passenger and fleet connectivity solutions to the railway industry. With a strong presence in over 40 countries, we serve more than 80 global customers. Our mission is to design, build, deploy, and manage passenger Wi-Fi and on-board passenger infotainment systems, as well as provide remote online condition-based monitoring and maintenance solutions for optimising fleet management, operational performance, and improving fuel economy.
Our CultureWe are a forward-thinking, fast-growing, and fun environment that offers access to the latest technology in the field. Our team is comprised of experts who innovate collaboratively, creating an environment of teamwork and trustworthiness.
Job OpportunityNomad Digital has an exciting opportunity for an experienced Sales professional to join our global Sales division as a Key Account Manager in Germany. The purpose of this role is to successfully drive the business and continued growth of Nomad Digital's presence in Germany. Other territories may be considered as the role develops.
Key Responsibilities- Establish and maintain relationships with clients in the assigned territory.
- Drive new business through identification, development, negotiation, and closure of new opportunities with clients/prospects.
- Promote Nomad Digital technologies and have a knowledgeable technical discussion with customers.
- Keep customers up to date with the Nomad Digital roadmap.
- Provide resolution of account issues working closely with internal teams to achieve satisfactory results.
- Create and maintain sales plans for new / existing strategic customers.
- Identify and develop strategies to drive incremental business, including tactical marketing activities; manage demand and qualify opportunities.
- Produce high-quality proposals in collaboration with the Bid support team and in line with the bid process.
- Ensure compliance with Nomad Digital sales processes requirements and conduct bid sign-off reviews, coordinating the relationship between key client personnel and Nomad Digital senior executives.
- Lead or participate in contract negotiations with the support of Alstom / Nomad legal teams.
- Collaborate with the Delivery function to ensure the smooth transition of projects from Sales to Delivery, supporting Project Managers on client management issues.
- Provide feedback on product and service requests from the customer into the Product and O&M teams.
- Produce report updates as required in a timely manner.
- Update the CRM sales pipeline on a regular basis to support the EMEA / UKI Director of Sales with monthly reporting as well as budget setting going forward.
- Bachelor's degree in business management and/or IT Telecoms/Engineering (electronics/electrical).
- Strong evidence of career progression in the sales and business development environment.
- Engineering/technical background and acumen – to understand and articulate Nomad Digital offerings.
- A deep understanding of wireless technologies and the impact of ICT on transport industries – specific knowledge of Nomad Digital products and solutions would be a major advantage.
- Can demonstrate strong knowledge of the rail transportation industry – comes with established contacts.
- Working knowledge and deep understanding of the predominant people, products, services, and solutions that are most important to Train Operating Companies or Train Builders.
- Insights into emerging players, technologies, and key trends in the ICT for transports marketplace.
- Understands typical client's drivers for improved communication on board.
- Ability to think in a strategic manner then formulate and advise sales strategies based on events and developments during the sales process.
- Highly experienced in complex solution selling in a Nomad Digital targeted industry. ICT experience, and/or other technology solutions experience in the transportation world is preferred.
- Account management – strong proven ability to lead in an account management situation, driving deals to closure, including leading proposals and participating in contract negotiations and following through to ensure delivery takes place appropriately and the relationship with customers is maintained long term.
- Experience in and evidence of strong partner management skills including interdivisional, external business partner and supplier management skills.
- A strong background and proven track record in bidding and securing large complex new projects, particularly in the rail transportation sector.
- Proven experience in establishing customer relationships at all levels of the business – procurement, engineering, services, and senior management.
- Attention to detail.
- Ability to work well in pressurized situations.
- Excellent customer service.
- Ability to work to set deadlines.
- Excellent verbal and written communication skills, including ability to effectively communicate with internal and external customers.
- Excellent computer proficiency (MS Office – Word, Excel, PowerPoint and Outlook, CRM).
- Ability to think proactively in a fast-paced environment.
- Ability to multitask effectively ensuring strict timelines are met.
- Clean driving license required.
- German speaking, excellent English skills is also essential for this role (verbal/written).
- Travel: 30-50%.
