Railway Sales Person Opportunity at IEM Corporation

IEM is currently seeking a Railway Sales Person to join our team.  All qualified applicants are urged to apply by sending a cover letter and resume to kdeconno@iem.net.

Goal:

Maximize sales volume which can be practically delivered with most profit margin.  This is a sales opening (80%) & peripherally marketing/new business development (15%).  Potential to grow as a leader of sales department

 

1.) Domestic relationships with US freight & transit railways

10+ years of successful sales experience with US Class I & II RR

Has sold preferably cumulative $50 million or more in those ten years

Working relationships within mechanical department, advanced engineering, signaling, etc. selling wayside equipment

Cultivates new/working relationships

Contact types: senior engineers, manager, director & AVP level, purchasing contacts can be useful

 

2.) Large bid prep experience

Capable of developing bid specs for prospective customer RFP

5+ years of experience in preparing large bids

Knows the bidding processes used by the railways

Can complete all documents & submit bids

In depth knowledge of bid pricing in competitive situations

 

3.) Lead generation experience

Network in US & International rail industry

Work with other lead generation mechanisms

Make “cold calls” where necessary

 

4.) Leading the US customers direct sale effort

Working with US customers to generate new business in the area of wayside systems using machine vision, instrumentation & sensors (IEM’s core competencies)

Work with companies to include IEM in future budgets

Closing US sales

 

5.) Technology Background

At least 2 year associate degree in electronics (mechanical will not work) technology with additional business background.  Full understanding of technical products to demand respect in front of the customer & sell products as a first line sales liaison without a full technical team behind you

Understand basic technology behind machine vision systems & instrumentation as they apply to railways

Understand railway operations, economics and products

 

6.) Sales & Marketing process orientation

Develop an annual sales plan & revenue target: discuss & gain management approval.  Keep management informed as to any significant changes.

Develop & maintain a sales forecast.  Note important items that require added effort or may become deal breakers

Demonstrate emphasis on meeting revenue targets

Well organized to keep track of leads, follow up calls & selling process (use Prophet/CRM regularly)

Meets deadlines

Understand performance metrics, dashboard & keep up-to-date

Excellent oral & written communicator

Able to work with other departments within IEM:

            Coordinate pre-sale process (get technical info)

            Coordinate activities during bidding (establish pricing

            Coordinate post-sale process (accounting)

Recover from rejection, effectively present point of view & LISTEN

Keep current on competitive companies: products, strengths, weaknesses, sales &marketing

Maintain awareness of industry trends.  Keep management & engineering informed

Attend industry meetings & conferences.  Make new contacts & gain additional info on applications, technologies, competitors

Understand wayside system market – machine vision systems &other measurement systems

Analyze lost sales and/or opportunities in writing.  Suggest alternative methods to overcome future loss

 

7.) Travel

Willing to travel

No international travel restrictions

Up to 40% at times, 25% on average

 

8.) Education/Training

Formal training in selling: Dale Carnegie Sales, etc.

Excellent computer skills: MS-Office Suite, Prophet, etc.

 

9.) Prior selling

Has sold railway wayside products to railways, preferably railway measurement, instrumentation & machine vision systems

Geographic territory: US & International

Direct inside selling, demos, selling through reps, bidding, closing & post sales

 

10.) Compensation

Competitive base + commission

Commission structure:  Minimum sales at no commission, base commission range, high performer premium commission rate

MUST RELOCATE to Capital District (Albany, NY) area.  Relocation will not be reimbursed

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