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Job Summary

The Railway Innovative Solutions (RIS) Business Development Manager is responsible for overseeing sales, distribution, and marketing of rail specialty products. This newly created role will be responsible for generating and driving market growth in the railroad sector through product education, building relationships with clients, and ensuring customer satisfaction through targeted solutions. The Business Development Manager will strategize and execute plans to maximize product visibility and penetration which will initially be focused on Class 1 railroads, short line railroads, wood tie treatment facilities, and maintenance-of-way contractors.

This is a remote position; however, the desired candidate should reside within the Southeastern US including Virginia, North Carolina, South Carolina, Georgia, Florida, Alabama, Mississippi, Louisiana and Tennessee. Travel requirement for the role is 30-60%

Essential Functions

• Market Analysis and Strategy
  • Gather market intelligence, monitor competitor activities and market trends to develop and refine commercial strategies
  • Provide feedback and insights on customer needs to guide product development
  • Develop and execute comprehensive marketing strategies to promote new product applications for the rail industry.
  • Work closely with marketing and product teams to create specific promotional activities
• Sales and Revenue Growth
  • Develop and execute strategies to meet or exceed sales goals for our railway products, with an emphasis on our Tietan product commercialization.
  • Analyze market trends, user budgets, and other relevant data to identify growth opportunities and optimize sales approaches
  • Develop and deliver technical value propositions to educate potential customers on the value provided by our technologies and working with RIS
  • Maintain accountability for revenue targets and key performance indicators (KPIs)
• Team Collaboration and Development
  • Collaborate with Asphalt Materials Inc. (AMI) sales team, as well as cross-functional AMI and RIS teams, to strengthen our culture and grow our business
  • Collaborate with the product development team to understand product features and benefits.
  • Set performance goals, conduct regular reviews, and implement improvement plans as needed
  • Foster a positive team environment and mentor, based on skillset, for professional growth of team
  • Solve business problems independently and in conjunction with the cross functional business team
• Relationship Management
  • Build and maintain strong relationships with key railroad clients, treatment facilities, contractors, and equipment manufacturers
  • Interact with railroad, treatment facility and contractor decision makers on construction sites
  • Address customer inquiries, resolve issues, and ensure stakeholder satisfaction
  • Participate in industry events, trade shows, and networking opportunities to promote the brand
• Operational Oversight
  • Manage available budget, ensuring effective use of resources
  • Collaborate with logistics and operations teammates to ensure availability of products for projects
  • Ensure compliance with company policies, industry regulations, and safety standards
• Reporting and Analysis
  • Track and report sales activities, bridge tie purchases, Maintenance-of-Way activities, and competitor actions
  • Provide regular updates to teammates and leadership on opportunities, performance, and key initiatives
  • Maintain accurate records and analyze sales data
• Additional duties and responsibilities as assigned, including but not limited to continuously growing in alignment with the Company’s core values, competencies, and skills.

Education Qualifications

• Bachelor’s degree in business, marketing, engineering, forestry, or a related field is preferred

Experience Qualifications

• 5+ years in sales or management roles within the field of railway ties, maintenance, materials, or engineering
• Experience with Class 1 railroad procurement
• Proven experience in business development, or sales, in a product launch environment.

Skills and Abilities

• Familiarity with industry trends and market conditions.
• Strong analytical, communication, and negotiation skills.
• Proven ability to manage multiple projects and meet deadlines.
• Customer focused with a commitment to customer satisfaction and relationship building
• Proficiency in CRM software, Microsoft Office Suite, data analysis tools, and collaboration software (e.g.: Microsoft Teams, Zoom, etc.)