Principle Sales Manager

**Job Description**:
Job ID#:
13678

Discipline:
Signalling

**Language**:
English
- Our client a global integrated provider of rail solutions are looking for a Principle Sales Manager to be based in Sydney reporting to Head of Sales Australia to be responsible for the Implementation of the commercial strategy for New South Wales in alignment with Business objectives and company relevant procedures and guidelines.
- Key responsibilities will include but are not limited to:
- Support the Head of Sales in the development of the Commercial Plan for the designated region/clients on a periodic basis;
- Ensure the implementation of the company commercial strategy, including targeted bids, sales for the client's product and new and innovative business initiatives;
- Ensure the definition of the guidelines for the Bid Preparation strategy in terms of Strategic goals (e.g. Customer expectations, relation with third parties, possible partnerships and/or strategic External Providers for specific local regulations to be fulfilled;), relationships with the Customer, Target price and Key winning factors;
- Ensure, in collaboration with qualification, proposal and bidding units - the execution of all bidding/qualification activities up to the delegated authority (e.g.: bid/no bid decision, bid strategy, proposal submission decision, orders negotiation and signature);
- Ensure the acquisition and reporting of relevant market information in order to optimize the sales activities for the assigned geographical areas (e.g. investment priorities, political environment, competitor profile, required technologies, etc.);
- Ensure the definition and maintenance of key clients, partners, competitors data base with key data information;
- Ensure the continuous update of Companies data base with sales relevant data of the assigned region;
- Ensure the issuing and development of the bidding prioritization framework;
- Ensure support for on-going project delivery teams for negotiation activities/support required by on-going contracts;
- Ensure the monitoring and control of all activities performed by local business facilitators;
- Ensure the set-up of JV/Consortium (partners selection and identification, Agreement on MoU and CA) in accordance with BU commercial strategy and company policies;
- Ensure win-loss analysis for the selected bids within 30 days of results;
- Prepare and present the performance on a regular cadence of the Sales report for the assigned region, or as and when requested.
- Effectively lead the Sales and Bid teams in delivering the successful outcomes for any given bid, tender or initiative. This could include direct reports;
- Support preparation for and attendance at networking and marketing events and conferences in conjunction with the Marketing and External Communications Unit; and
- Prepared to be travelling inter-state or then overseas on various assignments in relation to all activities within the accountability of this role, or then when requested by the Head of Sales.

Job Requirements- Significant commercial experience working in complex, multi-discipline engineering projects with Market and Rail Industry Knowledge, Technical knowledge, price awareness, negotiation, contractual knowledge;
- Proven experience in complex Commercial Negotiations for various types of contracting arrangements such as Alliances, PPPs, Lump Sum Contracts and Hybrid arrangements.
- Strong working relationships with technology providers, industry partners, client organizations, other industry bodies such as ARA, IRSE etc.;
- International experience outside the ANZ region is desirable;
- Agile mindset, able to take prompt decisions in a fast paced environment;
- Ability to work and lead in a multicultural environment;
- Demonstrated ability to work in a diverse cultural organization with multiple key stakeholders displaying highly polished interpersonal and communication skills;
- Microsoft Office proficiency.

Key qualifications preferred:
- Experience in Rail Industry across various technologies and systems is mandatory. Any accreditations in relation to this is highly desirable;
- University Degree (economics or engineering) or equivalent Technical Background is mandatory;
- Business Administration qualifications such as MBA or other comparable qualifications are desirable;