Global Commercial Director

Wabtec; Indiana (PA); On-site; USD 121,000 - 172,000; Full time

Benefits offered by this job

Performance bonus

Relocation assistance

Job summary

Wabtec's KinetiX division seeks a strategic commercial leader to drive the worldwide commercial organization, forecast pipeline, manage regions, and align sales execution with business goals.

You will build trusted executive relationships with rail customers and partners, define pricing across hardware, software, services, and ensure disciplined execution and growth.

Travel up to 50% globally; lead a high-performing team and mentor sales professionals to strengthen commercial capability.

Qualifications

• Bachelor's degree in business/engineering or related field.
• 8+ years in sales/commercial leadership or related roles.
• 5+ years in rail/industrial tech or similar industries.
• Experience leading geographically distributed teams.
• Strong forecasting, negotiation, pricing, and problem-solving skills.
• Excellent communication, presentation, and executive engagement.
• Willingness to travel 35–50% globally.

Responsibilities

• Lead the global KinetiX commercial organization and drive execution of growth strategies aligned with business objectives.
• Operate the commercial organization with reliable forecasting, pipeline management, and accountability.
• Define pricing strategies for hardware, software, analytics, services, and recurring offerings.
• Build executive relationships with customers and partners to enable growth.
• Coach and develop a high-performing global sales team and establish clear performance metrics.

Skills

Commercial leadership

Forecasting

Negotiation

Executive engagement

Strategic thinking

Travel readiness

Education

Bachelor's degree

Job description

Role Summary/Purpose

In this strategic commercial leadership position, you will lead the worldwide KinetiX commercial organization and be responsible for commercial strategy, forecasting, pipeline management, sales execution, and regional sales team performance. You will establish trusted advisor relationships with customers, internal teams, and ecosystem partners while driving profitable growth, disciplined execution, and predictable commercial results across global markets. This role requires a strategic thinker skilled in commercial leadership, customer engagement, business development, and sales operations.

Essential Responsibilities

• Lead the global KinetiX commercial organization and drive execution of growth strategies aligned with business objectives.
• Operate the commercial organization as a disciplined business system with reliable forecasting, pipeline management, and accountability.
• Manage pipeline performance across regional sales leaders and engage directly where opportunities stall.
• Improve sales process efficiency and reduce administrative burden on commercial teams.
• Develop risk-adjusted forecasting and reporting for KinetiX and Digital Intelligence leadership.
• Tie commercial execution to bookings, revenue conversion, profitability, EBIT performance, and production readiness.
• Partner with regional sales leaders to refine deal structure, pricing strategy, and commercial terms.
• Define pricing strategies for hardware, software, analytics, services, and recurring offerings.
• Support regional leaders with Go/No-Go decisions and navigation of CP1, contracting, and governance processes.
• Leverage relationships across Wabtec organizations to improve specification influence and attachment rates.
• Drive synergies across Wayside, Signaling, Frauscher, and other Wabtec commercial teams.
• Build executive relationships with freight railroads, passenger operators, transit agencies, infrastructure managers, mining operators, industrial transportation providers, and strategic partners globally.
• Lead and coach a high-performing global sales team using clear metrics and performance expectations.
• Mentor developing sales professionals and build organizational commercial capability.

Qualifications/Requirements

• Bachelor's Degree in business, engineering, STEM, or related discipline, or equivalent experience.
• Minimum 8+ years of experience in sales, commercial leadership, product management, or related business leadership roles.
• Minimum 5+ years in rail, transportation, industrial technology, or similar industries.
• Demonstrated experience leading geographically distributed commercial teams.
• Strong commercial intensity, forecasting, business analysis, negotiation, and problem-solving skills.
• Excellent communication, presentation, and executive engagement skills.
• Ability to define and execute pricing strategies across tiered product and service offerings.
• Ability to work independently and collaboratively in a fast-paced environment.
• Must be able to travel approximately 35-50% of the time globally.

Desired Characteristics

• Strong commercial acumen and strategic thinking.
• Experience selling hardware, software, data, analytics, and service-based solutions.
• Deep understanding of freight and passenger rail markets.
• High say/do ratio with strong accountability and ownership.
• Commitment to developing and coaching team mates to support their competency and career growth.
• Customer-focused leader with a data-driven approach to decision-making.
• Strong interpersonal skills with the ability to influence technical and non-technical stakeholders globally.

What about the physical demands of the job?

• Ability to travel globally up to 50% of the time.
• Ability to sit, stand, walk, communicate, and work on a computer for extended periods.
• Ability to attend customer meetings, industry events, manufacturing facilities, and operational sites as required.
• Ability to comply with applicable site safety requirements, including use of personal protective equipment (PPE) when visiting operational facilities.
• You may also be asked to perform other duties outside of your function or trade, for which adequate training will be provided if necessary.

Compensation and Benefits

The actual salary offered may be influenced by factors including 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 our benefits, including health, welfare, and retirement programs, is available at mywabtecbenefits.com. Relocation assistance may be provided if eligibility requirements are met.

Our job titles may span more than one career level. The salary rate for this role is currently $120600-171800 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.

Legal Authorization

Wabtec will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable) and fitness-for-duty test (as applicable).

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.