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Company

Wabtec Corporation · 2 days ago

Digital Intelligence Sales Manager, Passenger Rail

Maine, IL

Full-time

Remote

Mid, Senior Level

$99K/yr - $183K/yr

5+ years exp

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Railroad Manufacture

No H1B

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Responsibilities

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 that Wabtec wins profitable sales

Responsible for overall customer satisfaction evaluation, plans, and follow through

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Digital Electronics SolutionsCommercial experienceConsultative sellingBusiness growth leadershipProduct managementStakeholder analysisRail industry knowledgeRail signaling technologiesMarket segmentationComplex project managementC-suite relationship buildingValue/Price offer expertiseCross-functional team leadershipVoice of the CustomerChallenger Sales Methodology

Required

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

Ability to travel approximately 50%

Preferred

A master's degree is considered an asset.

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)