Senior Sales Manager

Job Description: Business Development Senior Manager – Rail Industry (Hunter + Account Management Role)

Location: [Bangalore Or Hyderabad]

Department: Sales / Business Development Senior Manager

Reports To: Head – Transportation/Rail BU

Experience: 10–20 Years

Industry Focus: Rail/Transportation

Role Summary

We are looking for a high-performing and driven Business Development Manager to join our Rail Business team in India. This is a hybrid hunter role with accountability for new logo acquisition as well as managing and expanding existing rail accounts. The role will be responsible for driving sales growth, building trusted client relationships, and enabling successful delivery in collaboration with cross-functional teams.

Key Responsibilities

Client Relationship Management

• Build and maintain strategic relationships with key stakeholders in the rail and transport ecosystem.
• Serve as the primary point of contact for existing and prospective customers.
• Conduct regular business reviews and client meetings to understand goals, expectations, and challenges.

New Business Development (Hunting)

• Identify and secure new logo opportunities within Indian Railways, Metro systems, PSUs, and private operators.
• Understand customer pain points and position tailored solutions accordingly.
• Maintain a healthy pipeline of leads, working closely with marketing and pre-sales teams.

Account Management

• Manage and grow existing India Rail accounts to drive renewals, upsell opportunities, and customer satisfaction.
• Resolve issues efficiently and act as the voice of the customer within internal teams.

Sales & Commercial Negotiation

• Lead RFPs, bids, and proposal responses with tailored commercial and technical inputs.
• Negotiate pricing, contractual terms, and win-win outcomes aligned to business objectives.
• Meet or exceed quarterly and annual sales targets and KPIs.

Delivery Oversight

• Coordinate with operations, project, and solution delivery teams to ensure smooth implementation and delivery for clients.
• Track contract execution timelines, milestones, and budgets.

Market Intelligence

• Stay updated with market trends, policy changes, digitalization in railways, and competitive landscape.
• Provide actionable insights to internal stakeholders and support long-term strategic planning.

Reporting & Forecasting

• Maintain accurate CRM records for customer interactions, opportunity status, and deal progress.
• Provide regular reporting on pipeline status, forecasts, customer feedback, and account performance metrics.

Required Qualifications and Experience

• Bachelor's degree in Business, Engineering, Transport Management, or equivalent. MBA preferred.
• 10–15 years of experience in business development/account management in Rail/Transport/Logistics sectors.
• Demonstrated success in new customer acquisition and key account growth.
• Hands-on experience working with Indian Railways, Metro Rail Corporations, OEMs, or Transport PSUs.
• Experience with government procurement and public sector clients is a strong advantage.

Skills & Attributes

• Excellent communication, negotiation, and relationship-building skills.
• Strong commercial acumen with the ability to structure and close complex deals.
• Well-versed in rail sector trends: safety standards, sustainability, digital innovation, etc.
• Proactive, self-driven, and customer-focused.
• Strong team player with collaboration mindset.

Desirable Skills

• Knowledge of global rail market dynamics or experience in international rail business.
• Familiarity with sustainable mobility and green transport solutions.

Working Conditions

• Full-time role with a mix of office-based and client-facing responsibilities.
• Travel required within India for client meetings, reviews, and industry forums.
• Competitive salary with performance-based incentives