Business Development Manager Airport Passenger (PAX) and IT Solutions

Business Development Manager Airport Passenger (PAX) and IT Solutions

Job area Sales Location Veghel, Netherlands. London, United Kingdom. Contract type Full time

The Business Development Manager Airport Passenger (PAX) and IT Solutions will be responsible to sell Airport Passenger (PAX) Solutions projects and services in UK, Eastern Europe and Middle East regions. You will manage the full sales cycle, from building a close partnership with the customer to managing bids and RFP's, client presentations, closing the deal and acting as account manager to sustain relationships and support continuous improvement cycle. In every case the emphasis is on a consultative selling approach: close partnership with the customer, extending from initial analysis of the underlying requirements through to total life-cycle support.

About Vanderlande PAX Solutions

Vanderlande PAX Solutions is a part of Vanderlande Adjacent business within the Airports and Parcels Solutions BU that ensures to deliver effective and valuable security checkpoint solutions. We listen and work closely with our customers so that they will succeed.  Our products aim to improve operational efficiency while maintaining security standards at checkpoints.

In addition to its unparalleled expertise in baggage handling systems, Vanderlande is also a market leader in airport security checkpoint solutions with multiple references worldwide. Airports have embraced the unique functionalities of Vanderlande PAX Solutions, combining to date Automated Tray Return Systems (ATRS) and Central Image Processing (CIP). These systems are installed and fully operational processing passengers daily within Iceland, Norway, Netherlands, Belgium, Denmark, Spain, Czech Republic, Portugal, Estonia, Belarus, Croatia, USA, Japan, Australia and many others.

For more information about PAX, click on the following link: The World Of Vanderlande: Eindhoven Airport – YouTube

Responsibilities

As a Business Development Manager your ultimate goal is to sell Vanderlande PAX Solutions in the EMEA region and create close partnerships with customers. You are working closely with PAX Sales Managers, Subject Matter Experts and in alignment with Regional Sales Managers and Directors.  The Business Development Manager reports to Commercial Director APS NEME.

You are responsible for the following main tasks and activities:

  • Work closely with Key  (Development) Accounts and the regional Teams  for PAX Solutions;

  • Responsible for specific accounts in the region;

  • Build customer relationships for the purpose of Business Development and Sales;

  • Build influential relationships with assigned customers at all levels and develop strategies to win profitable business from those customers;

  • Gain an understanding of all accounts needs to demonstrate how Vanderlande PAX Solutions products and services can be utilized to their advantage;

  • Effectively articulate technology and product positioning to multiple levels of customer’s business from technical users up through senior leadership;

  • Act as account manager with existing customers and as such be responsible for customer satisfaction, evaluation, plans, and follow through;

  • Work in a team for larger opportunities or independently close deals on smaller opportunities

  • Participate in conferences and exhibitions providing subject matter expertise.

Your Profile

  • Bachelor or Master’s degree;

  • 5 years successful experience in similar role, preferably for an international company;

  • Affinity with technology and knowledge of Airport Passengers Operations (especially Airports security systems);

  • Willing to travel up to 60% of your time;

  • Proven track record with Consultative Sales;

  • Strong listening skills, perseverance, and the ability to understand the customer’s operational challenges in order to develop a strong customer value proposition with our products;

  • Strong customer facing and relationship building skills;

  • Demonstrated ability to identify, qualify and close key prospect accounts;

  • Strong coordination and influencing skills;

  • Ability to handle multiple tasks in a fast-paced environment and across multi-cultural teams;

  • Team Player, bringing out the best of the team to win a sales opportunity.

Our company

Vanderlande is the global market leader for future-proof logistic process automation at airports – from London Heathrow to Singapore Changi – and in the parcel market, for main players such as UPS, DHL and FedEx. Furthermore, we are also a leading supplier of solutions for warehousing giants, which seamlessly integrate innovative systems, intelligent software and life-cycle services.

If you aspire to a position of responsibility – and want to make a difference by facilitating the delivery of what matters most to consumers, passengers and businesses – then the next step on your path to global opportunities is to join Vanderlande. As part of our network and unique culture of freedom and flexibility, you will be connected to our dedicated people, build strong relationships and rise to the challenge of industry-leading projects.

You will grow, take ownership and make every day better as you continue on the road to success with your spirit of adventure – and fulfil your ambitions for personal development through our Academy. Vanderlande will give you the necessary knowledge, tools and support, so that together we have the confidence and ability to exceed our customers’ expectations in over 100 countries.

To achieve our collective goals, you will have a hands-on role working in a positive environment to deliver tangible, state-of-the-art products and improve the competitiveness of our highly visible customers. As an integral part of our team, you will have the enthusiasm and be driven to reach our destination before your next journey with Vanderlande begins…

Our Offer

This challenging position offers the chance to contribute to the growth and profitability of Vanderlande Industries, a company which is already years in a row chosen as “Top employer” in the Netherlands.

We offer a fulltime position in an informal, professional work  and technical innovative environment with a lot of possibilities to develop yourself.

Besides your salary, we offer you the following:

  • 27 holidays & 13 ADV days (based on fulltime)

  • Flexible working hours

  • Training possibilities

  • Travel compensation

  • Collective Pension and insurance

Your application

If the role of Business Development Manager Airport Passenger (PAX) and IT Solutions appeals to you, then please apply now by completing the application form, and uploading your CV and covering letter. For more information, please contact Michelle van der Schoot, Senior Recruiter on +31 413 49 30 24.

#LI-MVDS

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