Sales Manager, Digital Intelligence – Passenger Rail – Eastern Region- Remote

Wabtec Corporation; Pittsburgh (Allegheny County); Hybrid; USD 105,000 - 149,000; Full time

Benefits offered by this job

Annual bonus

Job summary

Wabtec is seeking a Digital Intelligence – Sales Manager to lead business and sales growth across the Digital Intelligence portfolio. You will manage key accounts in rail, drive strategy with cross-functional teams, and engage with customers from the C-suite to frontline staff to close profitable deals.

The role requires deep rail knowledge, strong leadership, and expert negotiation skills, with travel up to 50%. Location flexibility in major U.S.

Qualifications

• Minimum of five (5) years of commercial experience including product management and/or direct selling in the rail industry.
• Bachelor's Degree from an accredited college or university in a technical or business field.
• Bachelor's Degree in Business Administration, Transportation/Logistics, Engineering, or Computer Science; Master’s degree is an asset.

Responsibilities

• Develop understanding of customer business models and map outcomes to Digital Solutions.
• Lead sales growth for the Wabtec Digital Electronics portfolio for specified accounts.
• Build relationships to the C-suite and develop strategies to win business.
• Provide feedback to development teams to align requirements and roadmaps.
• Coordinate cross-functional teams to meet customer needs with a consultative approach.
• Lead proposals and integrate contracts, finance, and product support into strategy.

Skills

Commercial experience

Product management

Direct selling

Rail industry knowledge

Executive presence

Negotiation skills

Consultative selling

Stakeholder analysis

Leadership

Travel ability

Education

Technical or Business Bachelor's Degree

Bachelor's Degree in Business Administration/Engineering/CS

Master’s degree

Job description

Job Description

Who 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)

Additional Information

Our job titles may span more than one career level. The salary rate for this role is currently $104800-149300 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.

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.