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Business:  Navis
Job Function:  Sales & Marketing
Location: 

Oakland, US

Sales Manager - Rail Solutions

Position Summary

 

Navis is seeking a Sales Manager to discover, qualify, develop, and maintain key relationships with significant freight railroad accounts in the North America region. The Sales Manager should have a proven track record of quickly earning the trust of customers and key stakeholders, mobilizing and motivating teams, setting direction and approach, resolving conflict, delivering tough messages with grace, executing with limited information and ambiguity, and influencing all parties to achieve desired response in the freight railroad space.

Responsibilities

  • Move customers through the sales cycle to ensure product fit, persuade, negotiate and conclude a new sales agreement with railroads for Intermodal Terminal Operating Systems and service design/capacity planning sales.

  • Achieve revenue and accounts growth targets in line with the sales objectives

  • Create and execute deals based on a solutions-driven sales approach; identify and implement critical differentiators so that our product is the obvious choice as a vendor with the best solution.  Identify, qualify, secure, and cultivate new customer accounts and business opportunities

  • Describe our products and services to key customer accounts to acquire, expand and develop accounts in current and adjacent markets and ensure exceptional levels of customer service, e.g., Utilizing CEB Challenger Methodology

  • Engage proper resources on complex solutions to ensure the appropriate solution is presented and sold to the customer

  • Manage customer satisfaction in both the pre and post sales environment

  • Day-to-day activities will include conducting prospecting, developing customer proposals and delivering sales presentations, running sales calls, closing new business, contract negotiations, follow up with customer implementation projects, account life cycle management, etc.

Requirements

  • Experience of working with freight railroads (preferably Class 1) required; ideal candidate will have commercial or customer facing sales experience working for a freight railroad software supplier

  • Experience of working in and/or around the rail industry , preferably in a new sales (business development) capacity

  • In-depth knowledge of software, hardware, process, and/or comprehensive product/service solutions for the container freight rail industry

  • Previous rail software, hardware or systems integration sales experience strongly preferred

  • Proven track record in sales preparing technical and detailed proposals in response to tenders / RFI / RFP / RFI preferred

  • Experience of working in Intermodal terminals in an operational role using a TOS in their day to day job

  • History of working with customers and colleagues from diverse backgrounds

  • Ability to travel approx. 50%

 

Core Sales Skills Include: 

  • Forecasting accuracy, Lead generation, Customer qualification, Understanding of customer requirements and product fit, Liaison with Professional Services, Product Management, and Legal departments 

  • Experience in: 

    • Terminal Operating Systems (TOS)

    • Intermodal Container terminals

    • Rail service design and capacity planning

    • Strong commercial acumen and understanding of enterprise software sales and contracts 

    • Excellent negotiation, communication, clarity in communication, report creation, and presentation skills 

About Navis

 

Navis is the global market leader in a multi-billion dollar industry building and implementing maritime terminal operating systems, optimization and automation solutions at ports around the world. From Long Beach to Hong Kong, Dubai to Brazil, and Rotterdam to Busan, Navis delivers mission critical enterprise software that is at the heart of running a terminal and services to optimize operations. We are an innovative and profitable maritime platform stiving to make global trade smarter, safer, and more sustainable for everyone by connecting multiple systems to support a more efficient global container flow. Most of the material goods in the world are transported in containers using our software.


Culturally, Navis is organized around our Guiding Principles for Success (GPS). Commitment to our core principles is an essential ingredient for success for our team members. Our GPS are Smart Operators, Customer Obsessed, Forging the Future and Better Together.