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.
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.
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
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
Core Required Skills Include:
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
MS Word / Excel
Ability to travel approximately 50%
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 striving 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.