Job DescriptionWho will you be working with?The Digital Intelligence - Sales Manager will be responsible for leadership of business and sales growth, encompassing the Wabtec Digital Intelligence portfolio. Responsibilities include knowing your customer base of transit, commuter, and intercity rail agencies, developing and implementing the sales strategy in coordination with the Wabtec business units. The position will be responsible for specific accounts and meeting order targets by serving as the key Wabtec interface with customers within the assigned region and effectively managing interactions across the full range of products.
This position will report to the Sales Director - Digital Intelligence - Passenger Rail.
Preferred locations: Pittsburgh, PA / New York, NY / Princeton, NJ / Philadelphia, PA / Wayne, PA / Washington, DC / Boston, MA, alternate remote locations will also be considered.
How will you make a difference? - Develop a deep understanding of customer business model, 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 assure that Wabtec wins profitable sales
- Responsible for overall customer satisfaction evaluation, plans, and follow through
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 preference for experience selling Digital Electronics Solutions
- Technical or Business Bachelor's Degree from an accredited college or university
- 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%
- 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 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
- Prior experience with rail signaling and / or communications technologies preferably in a product management or in 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)
QualificationsAdditional InformationOur job titles may span more than one career level. The salary rate for this role is currently $[redacted]00 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. More information on offered benefits, which include health, welfare, and retirement, are available at mywabtecbenefits.com. Other benefit offerings for this role may include annual bonus, if eligible.
