Sales Manager, Digital Intelligence – Passenger Rail

Stellenbeschreibung:

Lead business and sales growth for Wabtec's Digital Intelligence portfolio
Know the customer base of transit, commuter, and intercity rail agencies
Develop and implement sales strategy with Wabtec business units
Manage assigned accounts and meet order targets
Serve as the key Wabtec interface with customers across the full product range
Report to the Sales Director – Digital Intelligence – Passenger Rail
Understand customer business models, desired outcomes, and pain points
Develop customer relationships through the C-suite and strategies to win business
Provide actionable customer feedback to development teams
Lead Voice of the Customer and customer hygiene/satisfaction initiatives
Develop marketing, sales, and strategic business plans and deliver sales commitments
Lead business engagement on customer accounts
Lead cross-functional teams in consultative, outcome-focused problem solving
Lead proposal generation
Integrate technical support teams, contracts, finance, product support, and others into customer strategies
Lead plans and actions to win profitable sales
Evaluate customer satisfaction and manage follow-through

Requirements

Minimum of five (5) years of commercial experience including product management and/or direct selling in the rail industry
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
Establishment of effective customer partnerships and understanding of stakeholder analysis, engagement, and influence
Consultative selling experience with complex projects, business problems, customer organizations, and cultural environments
Demonstrated business team leadership with customers and internal Marketing, Engineering, and Product Management teams
Executive presence, confidence, communication, influence, 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 project capacity
Ability to lead and manage through changing business conditions
Ability to understand customers' key business drivers, strategy, and organizational political map
Expertise in establishing value/price offers and product/service differentiation
Knowledge of actionable market segmentation and analysis
Willingness to learn, share, grow, and seek commercial excellence
Demonstrated ability to challenge customer thinking using Challenger Sales Methodology

Core Competencies

Demonstrates expertise in sales strategy development and execution within the rail industry, focusing on customer relationship management and consultative selling. Proven ability to lead cross-functional teams and drive business growth through effective stakeholder engagement and market analysis.