Business Development & Account Growth

• Develop and execute a targeted business development strategy focused on the rail sector, including rolling stock, infrastructure, depots, and major projects.

• Identify, pursue, and secure new business opportunities across the FS Cable, Cablecraft, SWA, and services portfolio.

• Grow and protect existing rail accounts through proactive engagement, value engineering, and long-term partnership development.

• Build strong relationships with key decision-makers while engaging the wider value chain, including consultants, specifiers, contractors, and approval bodies.

• Drive specification-led demand through technical understanding, compliance knowledge, and commercial influence.

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Rail Market & Stakeholder Engagement

• Lead strategic engagement with Tier 1 and Tier 2 rail customers, OEMs, and framework partners.

• Position Shoal Group as a trusted supplier for safety-critical, compliant cable and connectivity solutions.

• Understand and influence rail project lifecycles, from early design and specification through to delivery and ongoing support.

• Gather and share market intelligence, competitor activity, and customer insights to shape pricing, product development, and go-to-market strategy.

• Support customers with approvals, standards alignment, and documentation (e.g. EN, BS, LUL, NR, RIS, fire performance requirements).

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Commercial Management

• Manage quotations, pricing strategies, and commercial proposals to deliver profitable and sustainable growth.

• Support tenders, frameworks, and long-term supply agreements within the rail sector.

• Maintain a robust sales pipeline, ensuring accurate forecasting and reporting against agreed KPIs.

• Work closely with internal teams (sales operations, technical, purchasing, and logistics) to ensure a seamless customer experience.

• Monitor margin, project performance, and account profitability. 

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Collaboration & Cross-Functional Working

• Partner with marketing to develop rail-specific campaigns, case studies, and sector-focused collateral.

• Support internal and external training on rail applications, standards, and product solutions.

• Act as the voice of the rail customer internally, providing feedback that supports product development, innovation, and service improvement.

• Promote best practice in sales processes, CRM usage, and customer engagement.

• Ensure compliance with company Quality Management, Health & Safety, and regulatory requirements at all times.

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Leadership & Behavioural Attributes

• Strong influencing and relationship-building skills, with the credibility to engage at all levels.

• Confident communicator with excellent negotiation and presentation skills.

• Self-motivated and organised, comfortable managing a hybrid workload with regular travel.

• Professional and credible when representing the business at industry events, exhibitions, and customer meetings.

• Collaborative team player who values cross-functional success.

• Resilient, solutions-focused, and calm under pressure.

• Results-driven with a continuous improvement mindset.

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