Business Development Manager

You will play a key role in driving new business revenue growth for Zelra’s software and professional service solutions across. Focused on rail operators and authorities across freight and passenger segments, you will be accountable for proactively sourcing, developing, and closing high-value opportunities with both new prospects and existing clients, as assigned.

Working closely with UK / EU Operations, Product Management, Marketing, Technical, and Executive teams, you will define and execute sales strategies that target market expansion and revenue generation objectives in line with Zelra’s strategic business objectives. The role demands a proactive orientation, strong consultative selling capabilities, an understanding of customer drivers and value alignment, tender response coordination, commercial acumen and tenacity across long-cycle sales processes.

You will also need to bring (or be able to acquire) an understanding of rail operations and procurement cycles, particularly in the UK and Europe, and the ability to articulate Zelra’s value to customers in energy optimisation, environmental sustainability, and operational efficiency.

• Represent Zelra’s solution portfolio for Europe and develop and execute a strategic business development growth plan to expand Zelra’s market presence across target countries in the UK and Europe.
• Achieve or exceed quarterly and annual sales bookings results (i.e. deals closed / won and contracted) in line with targets, whilst maintaining a high quality of accuracy in Salesforce CRM reporting and forecasting.
• Own the execution of the Value Based Pricing methodology in relation to sales opportunity proposals submitted for approval and delivered to customers.
• Identify and qualify high-potential customers and markets, focusing on value-based outcomes for energy efficiency, carbon emissions reduction, digitalisation, and operational improvement.
• Develop a multi-year business growth roadmap: including market entry or expansion strategies in the UK and Europe with timelines and supporting resource needs.
• Lead end-to-end sales engagements: from lead generation and qualification to value-based pricing and proposal development tailored clients needs, commercial contract negotiation for multi-year engagements, and contract execution.
• Manage, plan and lead discovery workshops with prospective customers, involving Zelra product/technical experts (including providing written follow-ups), including questioning with curiosity to understand the true business value that our solutions will provide to the customer, constraints and decision-making process prior to providing pricing or a proposal.
• Lead the preparation and delivery of compelling commercial proposals including detailed project costing, and participate in public tenders, direct negotiations, and framework agreements in line with Zelra / Modaxo policies and guidelines.
• Build and manage relationships with key customer stakeholders including operations managers, sustainability leaders, procurement teams, and executive sponsors.
• Foster strategic long-term customer engagement through regular reviews, feedback loops, and relationship development with both operational and executive stakeholders.
• Support the execution of pilot projects or proofs-of-concept that demonstrate measurable ROI and customer value.
• Identify and develop partnerships with local integrators, OEMs, and consulting firms to support joint solution offerings and market access.
• Continuously identify upsell and cross-sell opportunities within existing accounts and lead expansion efforts aligned to customer goals.
• Collaborate closely with Product, Operations, Technical, and Marketing teams to shape solutions that address specific customer needs and align with Zelra’s product roadmap.
• Collaborate with Marketing to develop targeted campaigns, including creating content such as whitepapers, case studies, and webinars.
• Provide accurate weekly/monthly/quarterly sales reports: pipeline status, forecast vs. actual, win/loss analysis, market insights.
• Build and manage a healthy opportunity pipeline, ensure accurate forecasting of opportunities in…