What are the responsibilities and job description for the Business Development Director position at Pandrol?
MAIN PURPOSE OF JOB
1.1.
To manage all sales activities for the Pandrol North American product lines for customers, as assigned.
1.2.
To ensure that business objectives and stakeholder interests are fully reflected in the management of the commercial and sales activities in compliance with company procedures.
1.3.
Drive business performance through value based selling strategies and initiatives
KEY AREAS OF ACTIVITY AND RESPONSIBILITY
2.1.
Manages the sales and marketing efforts to ensure that best sales outcomes are created by adopting successful strategies and using the integrated Pandrol product lines.
2.2.
Undertakes strategic analysis of freight and / or transit market conditions focusing on trends, market share, commodities, etc., and uses best available practices to present market analysis and provide strategic reports to support annual budgeting.
2.3.
Provides monthly sales activity reports and annual strategic sales plans for North American Transits, unless required more frequently.
2.4.
Provides accurate and timely support for initiatives such as PTS Pipeline, Customer Relationship Management (CRM), forecasting, and other sales data, as required.
2.5.
Supports the initiatives of all Pandrol product lines, by identifying sales opportunities, sharing market intelligence, and embracing and supporting growth of non-fastening Pandrol businesses within the Transit and or Freight Markets.
2.6.
Supports the Lean administration initiatives and VCP initiatives across the sales areas, including increasing top-line sales and improving working capital by negotiating best terms and conditions.
DISTRICT SALES MANAGER
July 31, 2024 District Sales Manager Page 2 of 3
2.7.
Maintains good cooperation and support, and liaises closely with the transversal Purchasing teams.
2.8.
Ensures that technical compliance and contract review processes are embraced as part of the sales process.
2.9.
Establishes and maintains a climate of trust and confidence with existing and potential customers, to uphold a position as market leaders with a focus on integrity and service.
2.10.
Promotes a positive and timely approach to customer demands, seeks to exceed service expectations through customer communications and interactions, and supports the monitoring of Key Customer satisfaction rates, where possible.
2.11.
Manages district area expenditures by ensuring a balance between opportunity and cost management of the sales and commercial operations.
2.12.
Liaises with consultants and contractors to support regional sales efforts, and maintains close links with the Railway Track Industry.
2.13.
Responsible to creating, coordinating, and presenting strategic action plans that support the service of customers and growth initiatives of Pandrol.
2.14.
Responsible for gaining and maintaining a level of product knowledge through product and application training
2.15.
Performs other duties or responsibilities, as assigned.
2.16.
Complies with all Delachaux and Pandrol policies to support and promote best practice business culture.
CONTACTS
3.1.
Internal
3.1.1.
Pandrol inside sales coordinators
3.1.2.
Pandrol business unit personnel, including site leaders
3.1.3.
Pandrol global product support
3.1.4.
Pandrol application and technical support
3.2.
External
3.2.1.
Peers in North America
3.2.2.
Customers
3.2.3.
SKILLS NEEDED
4.1.
Five (5) or more years' experience in a sales role with expensive knowledge of the North American Railroad industry.
DISTRICT SALES MANAGER
July 31, 2024 District Sales Manager Page 3 of 3
4.2.
Value based selling and strategic thinking
4.3.
Strong skills in CRM and Pipeline management; with detailed action planning to support
4.4.
Bachelor's degree in a related field.
4.5.
Highly developed influencing and communication skills, articulate, well presented and confident.
4.6.
Strong ethics, respect for people, an awareness of different cultural environments, and an ability to adapt approach accordingly.
4.7.
Ability to command respect from management level above and from the commercial and sales teams, and be seen as impartial on strategic developed and implementation from a PRNA product and people perspective.
4.8.
Strong drive, energy, commercial acumen, and problem solving skills.
4.9.
A willingness to work collaboratively and share information.
4.10.
Excellent interpersonal, organizational, and communication skills.
MEASUREMENT
Primary measures of successful performance will be :
5.1.
Deliver sales budgets for assigned customers in an accurate and timely manner.
5.2.
Create and maintain strong customer relationships, support the customer satisfaction feedback process, and promote a customer focused culture within the sales teams.
5.3.
Ensure that the strategy for customers is in line with the overall strategy for the heavy haul market.
5.4.
Comply with the company travel policy without sacrificing customer needs or business growth.
5.5.
Lead the development of a pipeline of new business, existing business, and products for assigned customers.
CONTRACTUAL / FINANCIAL AUTHORITY
6.1.
None
