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Ficus e Logic
Senior Business Development Manager / Director – Rail & Aerospace
Ficus e Logic · posted 4 months ago
Germanysales
About the role
Location: Germany
Reporting To: Regional Sales Leadership – Europe
Role Overview
The client is seeking an experienced Senior Business Development Manager / Business Development Director to drive strategic growth across the Rail and Aerospace sectors in Germany and the wider DACH/European region.
This is a hunter role , focusing on new logo acquisition, strategic account development, and complex engineering services sales , with Rail as the primary vertical and Aerospace as a secondary focus . The ideal candidate will have deep industry relationships within European Rail OEMs, operators, rolling stock manufacturers, and Tier‑1 suppliers, combined with strong experience selling engineering, R&D, digital, and platform-led solutions .
Key Responsibilities
Business Development & Market Expansion
- Own and drive new business acquisition across the Rail (priority) and Aerospace sectors in Germany and Europe
- Identify, pursue, and close large, complex, multi‑year engineering services deals
- Develop and execute account growth strategies for targeted OEMs and Tier‑1 accounts
- Build and maintain a robust sales pipeline aligned with client's growth objectives
Client Engagement & Relationship Management
- Establish strong C‑level and senior engineering relationships within customer organizations
- Act as the trusted advisor , positioning the client as a long-term innovation and engineering partner
- Lead executive-level discussions around engineering transformation, digitalization, and cost optimization
Solution Selling & Collaboration
- Sell Client's engineering capabilities including:
- Product Engineering & R&D Services
- Digital Engineering, Embedded & Electronics
- Systems Engineering, V&V, Safety & Compliance
- PLM, Digital Twins, AI/Analytics for Rail & Aero
- Collaborate closely with delivery, solution architecture, and pre-sales teams to create compelling proposals
- Support bid management, commercial negotiations, and contract closure
Market Intelligence & Strategy
- Track industry trends, customer investment areas, and competitor activity
- Provide inputs into regional sales strategy, go-to-market plans, and vertical growth initiatives
- Represent client at industry forums, trade shows, and client events
Required Experience & Qualifications
Essential
- 12–18+ years of experience in B2B engineering services sales
- Strong Rail industry background is mandatory (Rail OEMs, rolling stock, signaling, infrastructure, operators)
- Proven experience selling engineering/R&D services , not just products
- Demonstrated success in new logo hunting and large deal closures (€5M+ deal sizes)
- Strong commercial acumen with experience in complex deal structuring and negotiations
- Fluency in English ; German language skills strongly preferred
Desirable / Added Advantage
- Exposure to Aerospace & Defense engineering services sales
- Established relationships within European Rail and Aerospace ecosystems
- Experience working with global delivery models and offshore/onshore teams
- Familiarity with European procurement and contracting frameworks
Competencies & Attributes
- Strategic hunter mindset with strong execution capability
- Ability to engage confidently with CXOs, Engineering Heads, and Procurement Leaders
- Strong communication, presentation, and influencing skills
- Entrepreneurial approach with high ownership and accountability
- Comfortable operating in a matrixed, global organization