Sales/Business Development Specialist

POSITION SUMMARY:

The primary roles and responsibilities for this position will be to drive new business development and build strong relationships with key decision-makers within government, railroad, and industrial markets to establish a presence and footprint in these markets. This includes implementing a sales strategy that includes prospecting/lead generation, CRM and solution selling for continued and sustained sales growth. Other key areas are bid and contract management and market research/analytics.

KEY ACCOUNTABILITIES

• Meet and exceed business development and sales goals.
• Build a pipeline of prospects for continued opportunities that align with the growth of the company.
• Bring metrics that will reflect areas of growth, opportunity, and discovery for continued improvement.

DAILY OVERSIGHT AND RESPONSIBILITIES

• Prospecting and Lead Generation: Take a proactive approach to identify and generate new business opportunities across the government, railroad, and industrial sectors. This includes networking, cold calling, attending trade shows, and leveraging personal contacts.
• Client Relationship Management: Cultivate and manage long-term relationships with key clients, including government agencies, railroad companies, and industrial enterprises, ensuring a high level of customer satisfaction and repeat business.
• Sales Strategy Development: Develop and execute tailored sales strategies that align with the unique needs of each sector. Ability to think creatively and adapt strategies to a dynamic market will be essential.
• Solution Selling: Understand the challenges faced by clients and design innovative, customized solutions that align with their specific needs. Ability to understand both the technical and business aspects of our products/services is key.
• Bid Management & Proposal Writing: Lead in the preparation of bids, proposals, and quotations, ensuring all client requirements are met and that our offerings are positioned in the most compelling way.
• Contract Negotiation: Negotiate favorable terms, pricing, and contracts, ensuring profitability while maintaining strong relationships.
• Market Research & Competitive Analysis: Continuously research market trends, competitor activities, and changes in government regulations to ensure our offerings remain competitive and relevant.
• Sales Reporting & CRM Management: Use CRM tools to manage and track leads, opportunities, and client interactions. Maintain clear and accurate sales reports to track progress against targets and identify areas for improvement.
• Collaboration & Teamwork: Work closely with internal teams—marketing, operations, and product development—to ensure smooth execution of projects and customer satisfaction. Share insights and feedback that can drive continuous improvement within the company.
• Startup Mindset: This is a startup environment, and the expectation is to bring a high degree of initiative and creativity in how all challenges are approached. Be comfortable with ambiguity, resourceful in problem-solving, and excited by the opportunity to shape the company's growth and direction.

KNOWLEDGE, SKILLS AND ABILITIES REQUIRED BY THE POSITION

• Education: Bachelor’s degree in Business, Marketing, Engineering or a related field.
• Experience: At least 3-5 years of sales or business development experience, preferably with a focus on the government, railroad, or industrial sectors. A track record of success in a startup or fast-growing company is highly valued.
• Industry Knowledge: Familiarity with the unique challenges, procurement processes, and regulations within government, railroad, and industrial markets.
• Sales Skills: Proven ability to prospect, qualify, and close sales with large organizations, demonstrating strong negotiation and relationship-building skills.
• Creativity & Problem-Solving: Comfort with crafting innovative solutions and adapting your approach in a fast-paced, ever-evolving environment.
• Self-Motivation & Independence: A high level of self-drive and motivation, with the ability to work autonomously in a startup setting. You should be comfortable with a flexible, rapidly changing environment and be able to prioritize effectively.
• Strong Communication Skills: Excellent verbal and written communication skills, with the ability to present ideas persuasively to both technical and non-technical stakeholders.
• Technical Aptitude: Understanding of technical aspects of our products/services and the ability to communicate their value effectively to potential clients.
• Entrepreneurial Mindset: A passion for building new business and helping a startup grow. You will have the opportunity to make a direct impact on the company's success.
• Other Preferred Qualifiations:
  • Experience working in or with government procurement systems or large-scale industrial projects.
  • Existing network of contacts within government agencies, railroad companies, or industrial sectors.
  • Familiarity with CRM systems (e.g., Salesforce, HubSpot) and proficiency in using sales tools and platforms.
  • Experience in bidding for government contracts and navigating complex procurement processes.

Safety Responsibilities:

• Safety protocols are extremely important to follow.
• Follow all safety training and procedures displaying clear understanding through demonstration of safe work practices.
• Refer to and comply with instructions, requests, orders, and information posted within bulletins, memorandums, rules and regulatory guidance/manuals.
• Must be able to complete and pass requirements for background check and drug screening.
• Ability to obtain eRailSafe badge approval and other training required.

SUPERVISORY CONTROLS

Position reports to the Director, Operations and is expected to operate under moderate supervisory involvement, depending on the task and the incumbent’s knowledge and ability to complete the task. All other staff remain available for information, advice, guidance, or assistance if needed and may provide training, coaching, and feedback as appropriate. This position supervises up to 0 employees depending on managerial needs.

GUIDELINES AND TOOLS

Guidelines that will help the incumbent in this position achieve success and follow company procedures include:

• Employee Handbook
• Standard Operating Procedures (SOPs)
• Mission and Values Statement

PHYSICAL DEMANDS

This position will frequently sit for prolonged periods at a desk and work on a computer. Will occasionally stand, walk, climb, and move throughout the workday, use their hands, repeat the same movements, and bend or twist their body while handling products and conducting work. Must be able to lift and carry up to 20 lbs. Low exposure to loud noise.

WORK ENVIRONMENT

The physical environment requires the employee to work indoors in a climate-controlled environment.

Occasionally be exposed to heat/cold, wet/humid, and dry/arid conditions.

Equal Opportunity Employer / Veterans / Disabled