Digital Intelligence Sales Manager, Passenger Rail

It’s not just about your career or job title… It’s about who you are and the impact you will make on the world. Because whether it’s for each other or our customers, we put People First. When our people come together, we Expand the Possible and continuously look for ways to improve what we create and how we do it. If you are constantly striving to grow, you’re in good company. We are revolutionizing the way the world moves for future generations, and we want someone who is ready to move with us.

Who will you be working with?

The Digital Sales Director will be responsible for the business and sales growth leadership, encompassing the Wabtec Digital Electronics portfolio. You will engage with our customers to learn about the base of transit, shortlines, and commuter rail agencies, as well as develop and implement the sales strategy in coordination with the Wabtec business units.

This position will report to the Passenger Rail Business Development/ Sales Director.

How will you make a difference?

The position will be responsible for specific accounts and meeting order targets by serving as the key Wabtec interface with customers within North America and effectively managing interactions across the full range of products.

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 a preference for experience selling Digital Electronics Solutions
• Technical or Business Bachelor's Degree from an accredited college or university
• A master's degree is considered an asset.
• Ability to travel approximately 50%

Desired Characteristics

• 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 problems, complex customer organizations, 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 product management or 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)

What will your typical day look like?

• Develop a deep understanding of customer business models, 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 ensure th