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Key Account Manager

3 weeks ago

Newcastle upon Tyne, Newcastle upon Tyne, United Kingdom Nomad Digital Full time

About Nomad Digital

Nomad Digital is the world's leading provider of passenger and fleet connectivity solutions to the railway industry. Founded in 2002, and headquartered in the UK, currently serving more than 80+ global customers - in more than 40 countries - Nomad designs, builds, deploys and manages passenger Wi-Fi and on-board passenger infotainment systems. Nomad also provides remote online condition-based monitoring and maintenance solutions for optimising fleet management, operational performance and improving fuel economy.

When you join Nomad Digital, you will join a forward-thinking, fast-growing, fun environment with access to some of the very latest technology in its field. You will work with experts who innovate collaboratively, creating an environment of teamwork and trustworthiness.

Overview

Nomad 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. The Key Account Manager is the primary point of contact for specific accounts designated to them – responsibilities include managing the client relationship, contract, financial performance, client satisfaction and business growth planning and execution.

This role can be based anywhere in Germany (remote), as long as the successful candidate is willing to travel. 

Essential Duties and Responsibilities:

Towards the customer

Responsible for the establishment and maintenance of the relationship with the clients in the assigned territory. Drives new business through identification, development, negotiation, and closure of new opportunities with clients/prospects. Promotes Nomad technologies and have a knowledgeable technical discussion with customers. Always keeps the customers up to date with the Nomad Digital roadmap. Provides resolution of account issues working also closely with internal teams to achieve satisfactory results

Internally within Nomad

Creates and maintains sales plans for new / existing strategic customers. Identifies and develops strategies to drive incremental business, including tactical marketing activities; manages demand and qualifies opportunities. Defines the "Strategy to Win". Produces high quality proposals in collaboration with the Bid support team and in line with the bid process. Is also able to produce budgetary proposals, using the templates provided by the bid team. Ensures compliance with Nomad Digital sales processes requirements and conducts 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 Collaborates with the Delivery function to ensure the smooth transition of projects from Sales to Delivery, supporting Project Managers on client management issues. Provides feedback on product and service requests from the customer into the Product and O&M teams. Produces report updates as required in a timely manner – for instance meeting notes, account plans, strategic account reviews Updates 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.

Qualifications & Experience: 

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.

Technical skills

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.

Experience:

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.

Key Behavioural Competencies:

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.

Other Essential Requirements:

Clean driving license required. German speaking, excellent English skills is also essential for this role (verbal / written)
Travel: 30-50%