Director - Sales Global Rail Division - GuestLogix - Bristol

Job description
The role of Director, Sales is an integral part of our high growth Global Rail Division. Reporting to the SVP & GM, Global Rail, and the successful candidate will focus on the growing European rail market by promoting and selling the GuestLogix product solutions. A savvy sales professional and relationship builder the Sales Director utilizes professional sales techniques that deliver results and create long-term customer relationships. The Sales Director will liaise with the Client Services and Delivery team to ensure an effective and efficient end to end sales cycle.



In addition, the candidate will be responsible for:
Assist with “go to market strategy" for GuestLogix Rail including direct and channel strategies.
Identify and prioritise key challenges to growth of the global rail division.
Strategic director level relationship development with key European rail operators as well as rail industry IT companies and catering companies.
Identification of strategic initiatives to increase Guestlogix footprint in rail both from a customer and depth of solution perspective.
Lead the complete sales cycle from prospecting through the RFP processes delivering profitable contracts with new and existing clients.
Develop new channel relationships
Conduct and own the contract negotiations, working closely with legal counsel.
Manage complex enterprise solution sales with a 3 to 8 months purchasing cycle.
Assistance with immediate opportunities in European markets, specifically France, Spain, Germany and Italy.
Input into the marketing strategy for Guestlogix Rail from a Global perspective but also taking into consideration target European markets.
Sharing of knowledge in terms of European cultural practises in the context of rail.
Meet regional sales financial objectives by forecasting requirements, preparing an annual budget, scheduling expenditures, analyzing variances, initiating corrective actions.
Contribution towards the definition of the rail product including:
- Most appropriate range of hardware platform, mobile, fixed till, screen format etc
- Definition of the out of the box standard rail product (i.e. what we have right now)
- Definition of the additional rail software modules – cashiers, finance, reporting, warehouse
- Definition of add-on items to sell … Merchandising, CC transactions, Analytics
Update job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks.
Demonstrate rail industry knowledge; keep abreast of competition, competitive issues and products.
Further develop the Global Rail strategy

Desired Skills and Experience
MBA or BA degree required.
5+ year’s sales leadership experience in the solution software sales industries (Rail sector a definite asset).
Skilled at creating and executing prospecting strategies for discovering new accounts.
Existing contacts and relationships within European rail essential.
Successful achievement of 1M+ quotas, consultative enterprise/solution or technical sales.
Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers.
Ability to craft a solution with appropriate products and services that meets business goals based on client feedback.
Applies influence and negotiation skills to drive business results.
Solid understanding of business metrics concepts. Strong PC experience including Microsoft Office Suite.
Track record of motivating and managing a team of account and sales professionals.
Ability to work in a team environment.
Must be able to travel up to 25-40% of the time.

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