Country Sales Director, Spain & Portugal

Wabtec; Madrid; Sur place; EUR 140 000 - 210 000; Plein temps

Résumé du poste

Wabtec seeks a Country Sales Director Spain & Portugal to lead profitable growth across Spain and Portugal for Transit Services and OE businesses. You will drive the country commercial strategy, develop executive customer relationships, expand market share and ensure growth, profitability and customer satisfaction.

You will oversee a senior commercial team, build strategic partnerships with operators and rolling stock stakeholders, and coordinate with global KAMs.

Qualifications

• Bachelor’s degree in Engineering, Business Administration, Marketing, or a related discipline. Master’s degree or MBA preferred.
• Minimum 10–15 years of experience in technical sales, business development, key account management, or commercial leadership roles.
• Proven experience within the rail, rolling stock, transportation, mobility, or related industrial sectors.
• Demonstrated success managing complex sales cycles, strategic bids, tenders, and high-value customer relationships.
• Experience managing both Original Equipment (OE) and Services businesses is strongly preferred.
• Successful track record of delivering growth within an international and matrix-based organization.
• Previous people leadership experience with coaching, developing, and leading teams.
• Strategic thinker with the ability to build and execute long-term commercial plans.
• Strong business and financial acumen.
• Strong understanding of sales processes, pipeline management, forecasting, and margin optimization.
• Strong account management and customer relationship development capabilities.
• Excellent negotiation, influencing, and stakeholder management skills.
• Strong people leadership, coaching, and talent development capabilities.
• Ability to influence across a matrix organization without direct authority.
• Strong communication and presentation skills.
• Results-oriented, customer-focused, entrepreneurial and collaborative.

Responsabilités

• Define and execute the commercial strategy for Spain and Portugal across OE and Services activities.
• Deliver Order Intake, Margin and Growth objectives aligned with regional and business priorities.
• Drive sustainable growth through strategic account development, installed base expansion, market penetration and new business acquisition.
• Develop and maintain a robust pipeline of qualified opportunities.
• Build and maintain executive-level relationships with operators, rolling stock manufacturers, maintainers, infrastructure managers, consultants and key industry stakeholders.
• Position Wabtec as a trusted partner through customer engagement, lobbying and industry representation activities.
• Promote the full portfolio of OE and Services solutions while identifying emerging market opportunities and customer needs.
• Coordinate commercial activities with Product Line teams and global Key Account Managers.
• Lead the identification, qualification and conversion of strategic opportunities across the region.
• Define winning commercial and negotiation strategies for major bids and tenders.
• Ensure disciplined opportunity management and effective collaboration across functions.
• Drive continuous improvement through Why Won / Why Lost reviews.
• Lead, coach and develop a high-performing sales organization.
• Foster a culture of accountability, collaboration, customer focus and commercial excellence.
• Develop talent and strengthen leadership capability within the country sales organization.
• Align activities across Product Lines, Operations, Engineering, Supply Chain, Customer Service and Finance.
• Support customer issue resolution and alignment between commercial commitments and operational capabilities.
• Partner with Finance and operational teams to support cash collection and overdue reduction initiatives.
• Ensure CRM discipline, installed base visibility, customer segmentation and opportunity pipeline management.
• Lead sales forecasting activities and provide accurate monthly, quarterly and annual outlooks.
• Contribute to demand planning, S&OP and capacity planning processes.
• Maintain effective commercial governance, reporting and performance management practices.
• Order Intake, Margin Performance, Revenue Growth and Installed Base Growth.
• Opportunity Pipeline Development and Tender Win Rate.
• Customer Satisfaction, Strategic Account Growth, Customer Retention and Market Share Development.
• Forecast Accuracy, CRM Data Quality, Overdue Reduction and Commercial Excellence KPIs

Connaissances

Strategic sales leadership

Key account management

Negotiation

Forecasting

People leadership

Relationship building

CRM discipline

Formation

Bachelor’s degree in Engineering/Business/Marketing

MBA preferred

Outils

CRM systems

Description du poste

Reporting to the Transit S&M VP, the Country Sales Director Spain & Portugal is responsible for driving profitable growth across Spain and Portugal for both Transit Services and Original Equipment (OE) businesses. The role leads the country commercial strategy, develops executive customer relationships, expands market share, and ensures the successful delivery of growth, profitability and customer satisfaction objectives.

The incumbent serves as the senior commercial leader for the region and represents Wabtec across customers, industry stakeholders and key market influencers.

What will your typical day look like?

Drive Business Growth

• Define and execute the commercial strategy for Spain and Portugal across OE and Services activities.
• Deliver Order Intake, Margin and Growth objectives aligned with regional and business priorities.
• Drive sustainable growth through strategic account development, installed base expansion, market penetration and new business acquisition.
• Develop and maintain a robust pipeline of qualified opportunities.

Develop Strategic Customer & Market Relationships

• Build and maintain executive-level relationships with operators, rolling stock manufacturers, maintainers, infrastructure managers, consultants and key industry stakeholders.
• Position Wabtec as a trusted partner through customer engagement, lobbying and industry representation activities.
• Promote the full portfolio of OE and Services solutions while identifying emerging market opportunities and customer needs.
• Coordinate commercial activities with Product Line teams and global Key Account Managers.

Lead Strategic Opportunities & Commercial Execution

• Lead the identification, qualification and conversion of strategic opportunities across the region.
• Define winning commercial and negotiation strategies for major bids and tenders.
• Ensure disciplined opportunity management and effective collaboration across functions.
• Drive continuous improvement through Why Won / Why Lost reviews.

Build Organizational Capability

• Lead, coach and develop a high-performing sales organization.
• Foster a culture of accountability, collaboration, customer focus and commercial excellence.
• Develop talent and strengthen leadership capability within the country sales organization.

Lead Cross-Functional Business Execution

• Align activities across Product Lines, Operations, Engineering, Supply Chain, Customer Service and Finance.
• Support customer issue resolution and alignment between commercial commitments and operational capabilities.
• Partner with Finance and operational teams to support cash collection and overdue reduction initiatives.
• Ensure CRM discipline, installed base visibility, customer segmentation and opportunity pipeline management.
• Lead sales forecasting activities and provide accurate monthly, quarterly and annual outlooks.
• Contribute to demand planning, S&OP and capacity planning processes.
• Maintain effective commercial governance, reporting and performance management practices.

Success Measures

• Order Intake, Margin Performance, Revenue Growth and Installed Base Growth.
• Opportunity Pipeline Development and Tender Win Rate.
• Customer Satisfaction, Strategic Account Growth, Customer Retention and Market Share Development.
• Forecast Accuracy, CRM Data Quality, Overdue Reduction and Commercial Excellence KPIs

What do we want to know from you?

Qualifications & Experience

• Bachelor’s degree in Engineering, Business Administration, Marketing, or a related discipline. Master’s degree or MBA preferred.
• Minimum 10 – 15 years of experience in technical sales, business development, key account management, or commercial leadership roles.
• Proven experience within the rail, rolling stock, transportation, mobility, or related industrial sectors.
• Demonstrated success managing complex sales cycles, strategic bids, tenders, and high-value customer relationships.
• Experience managing both Original Equipment (OE) and Services businesses is strongly preferred.
• Successful track record of delivering growth within an international and matrix-based organization.
• Previous people leadership experience with responsibility for coaching, developing, and leading teams.
• Strategic thinker with the ability to build and execute long-term commercial plans.
• Strong business and financial acumen.
• Strong understanding of sales processes, pipeline management, forecasting, and margin optimization.
• Strong account management and customer relationship development capabilities.
• Excellent negotiation, influencing, and stakeholder management skills.
• Strong people leadership, coaching, and talent development capabilities.
• Ability to influence across a matrix organization without direct authority.
• Strong communication and presentation skills.
• Results-oriented, customer-focused, entrepreneurial and collaborative.

Languages

• Fluent Spanish (required).
• Portuguese (considered a plus).

Availability to travel in Spain and Portugal for up to 30% of time.

Legal authorization to work in EU is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening.

Please note that we do not accept agency candidate submissions without a formalized agreement with Wabtec Talent Acquisition. If you are an agency/third party Recruiter and have not been engaged by Wabtec for this search, we do not owe you a fee if you submit a candidate to the applicant tracking system that is ultimately hired.

Additional Information

What could you accomplish in a place that puts People First?

At Wabtec, it's not just about a job - it's about the impact you make. When our people come together, we're Expanding the Possible by continuously improving what we do and how we do it - for our clients and each other.

If you're ready to revolutionize how the world moves for future generations, Wabtec is the place for you.

Who are we?

Wabtec is a leading global provider of equipment, systems, digital solutions, and value-added services for the freight and transit rail sectors. Drawing on more than 150 years of experience, we are leading the way in safety, efficiency, reliability, innovation, and productivity. Whether it’s freight, transit, ports, logistics, mining, industrial, or marine, our expertise, technologies, and people together – are accelerating the future of transportation. With roots that date back to George Westinghouse, Thomas Edison, and Louis Faiveley, Wabtec has always built technologies and implemented solutions for a variety of sectors that are critical to meeting the needs of customers and governments alike.

Our global team of about 30,000 employees worldwide delivers performance that moves the world forward. We're lifelong learners, obsessed with better. Learn more at www.WabtecCorp.com.

Culture powers us and the possibilities.

We believe the best ideas come from a mix of experiences and backgrounds. At Wabtec, we strive every day to create a place where everyone belongs. We're building a culture where leadership, inclusion and your unique perspective fuel progress.

We're proud to be an Equal Opportunity Employer. We welcome talent of all backgrounds, experiences, and identities, including race, gender, age, disability, veteran status and more.

Need accommodation? Just let us know - we've got you.

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