Business Development Manager - Rail

Overall Job Purpose: As the Business Development Manager for the Rail Sector, you will hold a senior leadership role with a primary focus on positioning our clients for profitable sales aligned with annual business targets. Reporting directly to the Strategic Growth Director, you will play a critical role in shaping the strategic direction and commercial performance of our clients’ rail delivery teams by:

• Identifying and maintaining a pipeline of market opportunities for capital enhancement projects, renewal programmes and consultancy commissions that support sector growth.
• Establishing and nurturing long-term relationships with existing and prospective customers to leverage our clients’ multi-disciplinary capabilities and position them as trusted advisors.
• Representing our clients at key industry events and forums such as RIA, CECA and ACE, using your external market knowledge and professional network.
• Supporting business planning and forecasting through the development of robust market insights and a strategic mindset for identifying opportunities and future areas for growth.

Key Responsibilities: In this role, you will work closely with operational and pre-delivery leads across rail delivery and design teams to build a strong, sustainable pipeline aligned with sector contribution to the overall business plan. As a senior member of the Business Development, Marketing, and Communications function, you will be expected to lead by example and collaborate cross-functionally to drive growth and build customer relationships. Responsibilities include:

• Monitoring and analysing CRM data (Salesforce) to inform monthly reporting and maintain a proactive approach to increasing the sales backlog.
• Building and maintaining key relationships with stakeholders including Network Rail, Strategic Transport Bodies, Combined Authorities, and Train Operating Companies.
• Developing and maintaining intelligence on key policy drivers, customer procurement objectives, and end-user requirements—staying abreast of sector trends, budget changes, and regulatory developments that may impact project timing or strategy.
• Promoting our clients’ multi-disciplinary capabilities to customers and delivery partners through strategic messaging and joint campaigns in collaboration with BDMC colleagues.
• Supporting operational and pre-construction teams in maximising bid success by contributing to win strategy sessions, clarifying the value proposition, and aligning proposals with customer needs and competitor positioning.

Key Deliverables:

• Active tracking and strategic influencing of rail sector opportunity pipeline.
• Enhanced industry presence through active participation in sector events and forums.
• Clear identification of high-priority bid opportunities and associated action plans to improve win rates.
• Strong relationships with rail sector procurement professionals.
• Efficient and well-maintained Salesforce CRM system.
• Increasing accuracy in sales forecasting over time.
• Collaborative support to business development activities across the wider team.
• Personal and professional development, including the mentoring of others.

Capabilities & Experience:

Personal Attributes:

• Strong team player with a collaborative mindset.
• Proven relationship-builder with excellent interpersonal skills.
• Clear communicator who can articulate value and strategic intent to colleagues and customers.
• Commercially aware, with a data-driven approach to business decisions.
• Organised, with the ability to prioritise based on business needs and outcomes.
• Resilient, persistent, and able to work through challenges with a solutions-focused approach.

Experience & Knowledge:

• Experience in the infrastructure, civil engineering, or construction sector—ideally within rail or electrification projects, including time spent on site.
• Established relationships within the rail sector across Network Rail, Train Operating Companies, Passenger Transport Executives (e.g., TfL, TfGM), and Mayoral Combined Authorities.
• Demonstrable success in building customer accounts and growing pipeline backlog.
• Proficient in the use of CRM tools such as Salesforce for sales pipeline management.
• Strong stakeholder engagement skills with influencers and decision-makers across the industry.
• Understanding of relevant regulatory frameworks and procurement trends including Project 13 models, the Construction Playbook, and Modern Methods of Construction.

Qualifications: A degree (or equivalent qualification) and/or significant experience in the Rail Sector, preferably gained at a management level.