Key Account Manager
2 weeks ago
Sperry Rail, Inc. is a renowned leader in railway inspection and maintenance technology, committed to ensuring the safety and efficiency of railway systems across North America. With a legacy of excellence spanning decades, Sperry Rail has earned a distinguished reputation for its innovative solutions and unwavering dedication to customer satisfaction. As we continue to expand our presence in the Canadian market, we are seeking a talented and driven Key Account Manager/Commercial Manager to join our team and play a pivotal role in driving growth through strategic client relationship management.
Overview:
As the Key Account Manager/Commercial Manager at Sperry Rail, you will be tasked with nurturing and managing key client relationships within major Class 1 Canadian Railways and Shortline customers. Your role will be instrumental in driving revenue growth, expanding market share, and introducing new technology-based enhancements to meet the evolving needs of our customers. With a focus on strategic account management and developing our business relationships, you will collaborate closely with senior leadership and key stakeholders to critical customer account to identify opportunities, negotiate contracts, and drive operational excellence.
Responsibilities:
- Client Relationship Management: Develop and maintain strong, long-lasting relationships with major Class 1 Canadian Railways and Shortline customers in the railway industry.
- Strategic Account Planning: Identify new business opportunities within existing accounts and prospect for new business within the assigned area. Develop account strategies and plans to achieve revenue targets and company goals, including the introduction of new technology enhancements.
- Contract Negotiation: Negotiate contracts and agreements with clients, ensuring mutually beneficial outcomes and alignment with company objectives.
- Internal Coordination: Coordinate with internal departments to ensure timely delivery of products/services and resolution of any issues. Work closely with in-house staff to develop technology enhancements and provide solutions to customer needs.
- Market Analysis: Stay up-to-date with industry trends, market developments, and competitor activities. Identify product improvements and new technology ideas while staying current on industry trends, market activities, and competition.
- Reporting and Planning: Prepare reports and presentations on account status and progress for management. Develop annual sales planning and customer sales objectives while working with various department heads, including engineering, finance, legal, operations, and human resources.
- Professional Development: Maintain professional and technical knowledge by participating in training workshops, reviewing professional publications, creating personal networks, benchmarking cutting-edge practices, and participating in professional conferences.
- Trade Fair Participation: Identify, plan, and execute participation in regional trade fairs and operations aimed at building a greater market share. Organize meetings with clients, examine competitors' products, and work closely with local sales agents/partners in the region.
- Compliance: Ensure full compliance with international anti-corruption documentation and legislation.
About Sperry:
As a leading provider of railway inspection and maintenance solutions, Sperry Rail is dedicated to ensuring the safety and efficiency of railway systems across North America. For nearly a century we have repeatedly succeeded in modernizing and improving rail diagnostics through our unrelenting pursuit of improvement. Determined is an understatement. We are obsessed with advancing the science and raising the bar on what’s possible with our ever improving suite of product and service offerings. Emboldened through the shared values of honesty, accountability, passion, integrity and teamwork, we are driven by the challenge of bridging concept with fruition. With strong bias for educating and supporting our customer’s evolving needs, we build our success upon long standing relationships and developing our commercial profile as true advisory partners in securing railways worldwide. Allow us to be clear, change agents are welcome We are agile, hungry and invite those with similar passion to join us in challenging the status quo and bringing new ideas to market. Fast paced, high-touch with distinct sense of purpose, we offer more than a job, rather an opportunity to be part of a something different.
- objectives while working with various department heads, including engineering, finance, legal, operations, and human resources.
- Professional Development: Maintain professional and technical knowledge by participating in training workshops, reviewing professional publications, creating personal networks, benchmarking cutting-edge practices, and participating in professional conferences.
- Trade Fair Participation: Identify, plan, and execute participation in regional trade fairs and operations aimed at building a greater market share. Organize meetings with clients, examine competitors' products, and work closely with local sales agents/partners in the region.
Compliance: Ensure full compliance with international anti-corruption
Requirements
Qualifications:
- Bachelor’s degree in Business Administration, Marketing, or a related field.
- Proven experience as a Key Account Manager or relevant role in the Railroad Industry.
- Strong communication, negotiation, and interpersonal skills.
- Ability to build rapport and trust with clients at all levels.
- Excellent organizational and time management skills.
- Self-motivated with a results-driven approach.
- Proficiency in CRM software and Microsoft Office Suite.
- Willingness to travel as needed.
- Experience in building complex proposals and responding to multi-faceted RFPs (inclusive of sales & service).
- Experience in operational engagement in service business metrics, KPIs, and P&L reporting.
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