Inside Account Manager - Shortline 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 Inside Account Manager is responsible for driving ongoing customer success and growth for Wabtec Shortline Rail customers. This entry-level sales position focuses on the Shortline Rail space, particularly on products in the Wabtec RailConnect suite and TMS solutions.

How will you make a difference?

The role combines elements of customer success management and strategic account executive responsibilities, with an emphasis on inside sales (no travel required). The right candidate will have the opportunity to grow in the role and take on more responsibilities over time.

What do we want to know about you?

• Bachelor's Degree in business, marketing, or related discipline (or equivalent industry experience)
• 2-3 years of experience in Rail preferred
• Hands-on experience using Wabtec TMS solutions preferred
  • Capable of demonstrating TMS, mCrew, eBOL, BI/AA, with high-level understanding of Shortline Revenue Accounting
• Experience dealing with customers in a training, teaching, and consulting perspective
• General urgency in execution and ability to adapt and change quickly

Desired Characteristics:

Business Acumen:

• Strong business analysis, problem-solving, and strategy development skills
• Ability to identify customer's business and strategic needs, concerns, and desires

Personal Attributes:

• Proactive engagement with cross-functional teams to resolve issues and design solutions
• Emotional intelligence and ability to influence others
• Accountability for decision-making with incomplete or conflicting information

Growth Potential:

This role offers significant opportunities for professional development and career advancement. As the incumbent gains experience and demonstrates success, they may take on increased responsibilities, including:

• Expanded account management duties
• Leadership in strategic planning and execution
• Potential for future travel to key accounts (up to 35%)
• Advancement into senior sales or customer success roles

What will your typical day look like?

• Develop and execute action plans to achieve identified Shortline Rail customer outcomes for named accounts
• Drive post-sales engagements with strategic Shortline accounts and participate in relevant pre-sales activities
• Collaborate cross-functionally to guide customers through the onboarding process
• Perform Customer Value Assessments (CVA) to ensure full value capture of Wabtec's TMS solution
• Manage customer interactions to establish credibility and trust as a business advisor
• Work with Shortlines to expand penetration and develop holistic solutions
• Execute growth plans to increase the adoption of existing offerings and drive demand for new offerings
• Develop and measure key performance indicators for Shortlines
• Achieve customer success outcomes, including reduced churn, revenue expansion, higher product adoption, and improved customer satisfaction
• Advocate for Shortline needs/issues cross-departmentally and manage account escalations
• Identify new sales opportunities and meet deadlines for customer accounts
• Collaborate with software development teams and product management to drive key activities
• Develop a deep understanding of customers' business needs and demonstrate the value of Wabtec's solutions
• Maintain and grow a multi-year account plan, coordinating across various business units
• Ensure a professional sales experience for customers throughout all aspects of the sales process

What about the physical demands of the job?

• Prolonged sitting: You'll spend a significant amount of time seated at a computer.
• Computer use: Frequent use of a computer, including typing and using a mouse.
• Talking and hearing: Regular communication via phone calls and online meetings.
• Vision requirements: Close vision for computer work.

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