Passenger Rail Business Development/ Sales Director

Wabtec Corporation is a leading global provider of equipment, systems, digital solutions and value-added services for freight and transit rail. Drawing on nearly four centuries of collective experience across Wabtec, GE Transportation and Faiveley Transport, the company has unmatched digital expertise, technological innovation, and world-class manufacturing and services, enabling the digital-rail-and-transit ecosystems. Wabtec is focused on performance that drives progress, creating transportation solutions that move and improve the world. Wabtec has approximately 27,000 employees in facilities throughout the world. Visit the company's new website at: http://www.WabtecCorp.com.

It's not just about your careeror your job titleit's about who you are and the impact you are going to make on the world. Do you want to go into uncharted watersdo things that haven't been done to make yours and someone else's life better? Wabtec has been doing that for decades and we will continue to do so! Through our people, leadership development, services, technology and scale, Wabtec delivers better outcomes for global customers by speaking the language of industry.

Salary Range: $130,000 to $180,000 USD

Eligible for Sales Incentive Program at a 35% target

Wabtec reserves the right to offer an hourly rate or salary that differs from the rate and/or range provided in this posting based on market data, industry trends and/or candidate's experience.

Details about Wabtec's employee benefits can be found: https://www.mywabtecbenefits.com/

Role Summary/Purpose

The Passenger Rail Business Development/ Sales Director will be responsible for the business and sales growth leadership, encompassing the entire Wabtec portfolio with a focus on Digital and Electronics. Responsibilities include knowing your customer base of transit and commuter rail agencies, developing and implementing the sales strategy in coordination with the Wabtec business units. The Passenger Rail Sales Director will serve as the key Wabtec interface with customers across North America and effectively manage interactions across the full range of products.

This position reports to the Vice President for Passenger Rail.

Location: HQ Site or Remote West Coast, alternative locations to be considered

Specific Responsibilities

In addition you will:

• Be responsible for business and sales growth leadership for the Wabtec product portfolio for your Key Accounts
• Develop influential and effective relationships at all levels of the customer's organization to the C-suite and develop strategies to win business
• Provide specific and actionable customer feedback that our development teams can use to ensure alignment of requirements and roadmaps to meet specific and broad customer needs
• Develop marketing, sales and strategic business plans and be responsible for delivering revenue commitments
• Provide leadership and ownership of an opportunity and the customer account
• Lead an integrated sales team to determine/create customer needs, solving business problems through a consultative, outcome-focused process
• Provide key leadership in the generation of proposals
• Integrate the technical support team, including contracts, finance, product support, and others in the implementation of customer strategies
• Provide specific leadership, plans, and actions to assure that Wabtec wins profitable sales
• Responsible for overall customer satisfaction evaluation, plans, and follow through

Qualifications/Requirements

• Minimum of 5-10 years of commercial experience including product management and/or direct selling in the rail industry, with preference for experience selling digital and electronics solutions
• Project management experience preferred
• Technical or Bachelor's Degree in Business Administration, Transportation / Logistics, Engineering, or Computer Science from an accredited college or university
• Master's degree considered an asset.
• Ability to travel approximately 50%

Desired Characteristics

• Proven business and sales team leadership skills with a successful growth track record and margin retention
• Competitive drive, self-motivation, courage, determination and passion
• Establishment of effective customer partnerships and the understanding of stakeholder analysis, engagement and influence
• Consultative selling experience, including; complex projects, complex business problem, complex customer organization, and cultural environment
• Demonstrated business team leadership, externally with customers and internally between Marketing, Engineering and Product Management
• Executive presence, confidence, communication skills, influence skills and superior negotiation skills
• Rail products, services, industry knowledge and technical depth and breadth
• Ability to lead and manage through changing business conditions
• Proven ability to engage and navigate those complexities, with the ability to understand the customers' key business drivers, strategy, and organizational "political map"
• Expertise in establishing Value / Price offer combined with reality-based product and service differentiation
• Knowledge of actionable market segmentation and analysis to deepen understanding of customer's buying behavior
• Willingness to learn, share, grow and seek commercial excellence

All salaried new hires must be fully vaccinated or be willing to be fully vaccinated against COVID-19 by date of hire to be considered for U.S.-based job, where permitted by applicable law and subject to requests for accommodation. Fully vaccinated means 14 days have elapsed since receiving the second dose of the Pfizer or Moderna vaccine or 14 days since receiving the one dose Johnson & Johnson vaccine.

Wabtec Corporation is committed to taking on the world's toughest challenges. In order to fulfill that commitment we rely on a culture of leadership, diversity and inclusiveness. We aim to employ the world's brightest minds to help us create a limitless source of ideas and opportunities. We believe in hiring talented people of varied backgrounds, experiences and stylespeople like you! Wabtec Corporation is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, or protected Veteran status. If you have a disability or special need that requires accommodation, please let us know.