Digital Intelligence Sales Manager, Passenger Rail at Wabtec in NC

It’s not just about your career or job title… It’s about who you are and the impact you will make on the world. Because whether it’s for each other or our customers, we put People First. When our people come together, we Expand the Possible and continuously look for ways to improve what we create and how we do it. If you are constantly striving to grow, you’re in good company. We are revolutionizing the way the world moves for future generations, and we want someone who is ready to move with us.

Who will you be working with?

The Digital Sales Director will be responsible for the business and sales growth leadership, encompassing the Wabtec Digital Electronics portfolio. You will engage with our customers to learn about the base of transit, shortlines, and commuter rail agencies, as well as develop and implement the sales strategy in coordination with the Wabtec business units.

This position will report to the Passenger Rail Business Development/ Sales Director.

How will you make a difference?

The position will be responsible for specific accounts and meeting order targets by serving as the key Wabtec interface with customers within North America and effectively managing interactions across the full range of products.

What do we want to know about you?

Minimum of five (5) years of commercial experience including product management and/or direct selling in the rail industry, with a preference for experience selling Digital Electronics Solutions
Technical or Business Bachelor's Degree from an accredited college or university
A master's degree is considered an asset.
Ability to travel approximately 50%

Desired Characteristics

Proven business and sales 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 problems, complex customer organizations, 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
Prior experience with rail signaling and/or communications technologies preferably in product management or a project capacity
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
Demonstrated ability in challenging the customer's thinking (Challenger Sales Methodology)

What will your typical day look like?

Develop a deep understanding of customer business models, desired outcomes, and pain points and be dedicated to meeting their expectations and mapping desired outcomes to Digital Solutions
Be responsible for business and sales growth leadership for the Wabtec Digital Electronics product portfolio for specified accounts, including prime contractors and engineering firms
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
Provide a focal point for the business for relevant Voice of the Customer and leadership for customer hygiene/satisfaction initiatives
Develop marketing, sales and strategic business plans in partnership with the business and be responsible for delivering sales commitments
Provide leadership to the Wabtec Digital business to ensure business engagement on the customer account
Lead cross-functional teams to determine/create customer needs, solving business problems through a consultative, outcome-focused process
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 ensure that Wabtec wins profitable sales
Responsible for overall customer satisfaction evaluation, plans, and follow through

You may also be asked to perform other duties outside of your function or trade, for which adequate training will be provided if necessary.

While this position is remote, it may include occasional work at a Wabtec office/site or attendance at offsites, as agreed to with your manager. Our job titles may span more than one career level. The salary range for this role is between $99,000 - $183,100. The actual salary offered to a candidate may be influenced by a variety of factors, such as training, transferable skills, work experience, education, business needs, market demands, and work location. The base pay range is subject to change and may be modified in the future.

This role is also eligible for a performance bonus. More information on offered benefits, which include health, welfare, and retirement, is available at mywabtecbenefits.com.

Wabtec will only employ those who are legally authorized to work in the U.S. for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen.

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Who are we?

Wabtec Corporation is a leading global provider of equipment, systems, digital solutions, and value-added services for freight and transit rail as well as the mining, marine, and industrial markets. Drawing on nearly four centuries of collective experience across Wabtec, GE Transportation, and Faiveley Transport, the company has grown to become One Wabtec, with 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 and unlocks our customers’ potential by delivering innovative and lasting transportation solutions that move and improve the world. We are lifelong learners obsessed with making things better to drive exceptional results. Wabtec has approximately 27K employees in facilities throughout the world. Visit our website to learn more! http://www.WabtecCorp.com

Our Commitment to Embrace Diversity:

Wabtec is a global company that invests not just in our products, but also our people by embracing diversity and inclusion. We care about our relationships with our employees and take pride in celebrating the variety of experiences, expertise, and backgrounds that bring us together. At Wabtec, we aspire to create a place where we all belong and where diversity is welcomed and appreciated.

To fulfill that commitment, we rely on a culture of leadership, diversity, and inclusion. We aim to employ the world’s brightest minds to help us create a limitless source of ideas and opportunities. We have created a space where everyone is given the opportunity to contribute based on their individual experiences and perspectives and recognize that these differences and diverse perspectives make us better.

We believe in hiring talented people of varied backgrounds, experiences, and styles… People 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.