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.