Note: The job is a remote job and is open to candidates in USA. Arigo HR Solutions is seeking an experienced Key Account Director to drive strategic account growth within the Rail industry. This role focuses on managing key enterprise accounts, developing new business opportunities, and building long-term relationships with senior stakeholders across the rail ecosystem.
Responsibilities
- Develop and maintain strong relationships with key clients, stakeholders, and decision-makers within the rail industry
- Serve as the primary point of contact for existing and prospective clients, providing tailored solutions that align with business objectives
- Conduct regular business reviews to understand customer needs, challenges, and future opportunities
- Identify and pursue new business opportunities by analyzing market trends, customer requirements, and competitive offerings
- Build and maintain a robust sales pipeline to ensure sustainable revenue growth
- Achieve quarterly and annual revenue targets
- Lead the development of proposals, commercial responses, contracts, and pricing strategies
- Negotiate commercial agreements and long-term service contracts
- Drive strategic opportunities from qualification through contract closure
- Collaborate with delivery, engineering, operations, and project teams to ensure successful execution of customer engagements
- Monitor project delivery, customer satisfaction, and commercial performance
- Address customer issues proactively while maintaining strong client relationships
- Stay current with rail industry trends, emerging technologies, digital transformation initiatives, sustainability, and regulatory developments
- Provide strategic market insights and recommendations to leadership
- Maintain accurate records of client interactions, sales opportunities, and forecasts
- Track account performance, pipeline health, revenue growth, and key performance indicators
- Analyze commercial performance to maximize profitability
Skills
- Bachelor's degree in Business Administration, Engineering, Transport Management, or a related discipline
- Master's degree or relevant transportation/rail certifications are advantageous
- 10–15+ years of Engineering Services (ER&D) sales, account management, or business development experience within the Rail industry
- Proven track record of managing strategic accounts and consistently achieving sales targets
- Experience working with rail operators, infrastructure providers, or transportation organizations
- Strong understanding of rail operations
- Strong understanding of freight and passenger transportation
- Strong understanding of rail infrastructure
- Strong understanding of safety standards and regulations
- Strong understanding of digital transformation
- Strong understanding of sustainability initiatives within transportation
- Excellent client relationship management and executive communication skills
- Strong negotiation, presentation, and commercial acumen
- Ability to manage multiple strategic opportunities simultaneously
- Strong analytical, financial, and problem-solving skills
- Proficiency in Microsoft Office (Word, Excel, PowerPoint)
- Proactive, self-motivated, and results-driven
- Strategic thinker with a strong business development mindset
- Excellent collaboration and stakeholder management skills
- High level of professionalism and customer focus
- U.S. Citizen or Green Card holder
- Currently based in Pittsburgh, Pennsylvania, USA or anywhere in Canada, with the ability to travel to the U.S. as required
- Minimum 10 years of Engineering Services (ER&D) sales experience within the Rail domain
- Demonstrated success closing deals valued at $5M+
- Currently in a Senior Manager level or above leadership role
- Strong executive-level (CXO) relationships within the rail industry
- Individual Contributor (IC) experience
- Experience related to locomotive design engineering is preferred over production/manufacturing environments
- Stable employment history
- Experience supporting international rail organizations
- Understanding of sustainable and green transportation solutions
- Fluency in Italian or German is an advantage
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