LG/BD/75
Business Development Manager Europe (M/F/N)
Head of Business Development Europe
Reporting Line
Reports directly to the Chief Commercial & Marketing Officer (CCMO), with close operational and strategic collaboration.
Context & Purpose of the Role
As part of the progressive development of European activities in operating and financial leasing of freight wagons (intermodal, conventional, specialty), the Business Development Manager Europe actively contributes to revenue growth and the structuring of the commercial pipeline.
This role is intentionally narrower in scope than a Head of Sales position: it is an operational, development-focused role carried out in direct support of the CCMO, who remains strongly involved in strategy, key decisions, and major negotiations.
Key Responsibilities
- Business Development & Client Acquisition
- Contribute to the implementation of the European commercial strategy, defined and led by the CCMO
- Identify and qualify growth opportunities across priority markets, countries, and corridors
- Conduct targeted prospecting activities (rail operators, intermodal players, logistics providers, shippers)
- Support complex sales processes (proposals, business cases, negotiations), working closely with or under the guidance of the CCMO
- Develop tailored commercial proposals with the support of internal teams
- Pipeline Management & Commercial Execution
- Build and structure the European commercial pipeline (opportunities, volumes, deal maturity)
- Prepare pipeline and forecast reviews in close coordination with the CCMO
- Ensure operational follow-up of opportunities (follow-ups, internal coordination, adherence to sales stages)
- Contribute to securing contract signatures and successful contract implementation
- Functional Management of the Sales Team (Defined Scope)
- Lead and coordinate the sales team on standard and recurring business (existing clients, simple renewals, baseline opportunities)
- Ensure effective pipeline management: qualification, prioritization, and updating of opportunities
- Organize and lead regular pipeline reviews (weekly / monthly)
- Produce and ensure the reliability of sales reporting (pipeline, signings, forecasts) for the CCMO
- Escalate strategic, complex, or high-stakes matters to the CCMO (significant volumes, long-term contracts, specific conditions)
- Internal Coordination (Under CCMO Supervision)
Work closely with:
- Asset Management / Fleet (availability, allocation assumptions)
- Operations & Maintenance (feasibility, operational constraints)
- Finance & Legal (pricing, standard contracts, risk analysis)
- Prepare materials required for commercial decision-making led by the CCMO
- Market Intelligence & Strategic Support
- Contribute to market and competitive intelligence (customer expectations, European rail freight trends)
- Provide structured field feedback to support the CCMO’s strategic decision-making
- Representation & Network Development
- Participate alongside the CCMO in key client meetings, trade fairs, and European industry events
- Develop and maintain an active network within the rail, transport, and intermodal ecosystem
Level of Autonomy & Governance
- High level of autonomy in day-to-day commercial execution
- Key decisions, major commitments, and critical negotiations are led or validated by the CCMO
- Role designed as a development position with strong managerial support
Profile Sought
Experience
- 5 to 8 years of experience in B2B business development
- Experience appreciated in:
- Rail / freight rail industry
- Intermodal transport / logistics
- Sales of industrial assets or solutions
- Initial exposure to complex sales and international environments
Key Skills
- Strong drive for business development and targeted prospecting
- Ability to structure and manage a commercial pipeline with measurable targets
- Solid understanding of commercial and contractual frameworks (leasing, long-term commitments)
- Ability to work closely with a senior manager
Languages
- Professional fluency in English is mandatory
- An additional European language (German) is a plus
Personal Attributes
- Entrepreneurial mindset and strong field orientation
- Rigor, reliability, and commitment
- Ability to learn in a technical environment
- Strong interpersonal skills and customer focus
Location & Travel
- Position based in Europe (France / Germany preferred)
- Regular but targeted travel across Europe
Compensation
- Fixed salary + variable compensation linked to individual and collective performance
- Benefits depending on profile and location
Career Prospects
- Progressive expansion of scope (regions, accounts, responsibilities)
- Potential evolution towards a Head of Sales Europe role in the medium term, depending on performance