Address Wabtec Corporation is a leading global provider of equipment, systems, digital solutions and value-added services for freight and transit rail. Drawing on nearly four centuries of collective experience across Wabtec, GE Transportation and Faiveley Transport, the company has unmatched digital expertise, technological innovation, and world-class manufacturing and services, enabling the digital-rail-and-transit ecosystems. Wabtec is focused on performance that drives progress, creating transportation solutions that move and improve the world. Wabtec has approximately 27,000 employees in facilities throughout the world. Visit the company's new website at: http://www.WabtecCorp.com .
It's not just about your career... or your job title...it's about who you are and the impact you are going to make on the world. Do you want to go into uncharted waters...do things that haven't been done to make yours and someone else's life better? Wabtec has been doing that for decades and we will continue to do so! Through our people, leadership development, services, technology and scale, Wabtec delivers better outcomes for global customers by speaking the language of industry.
The Key Accounts Manager is responsible for cultivating and growing a robust sales pipeline, consistently surpassing order and revenue targets for assigned accounts, and implementing a unified Wabtec strategy for the accounts. As the primary liaison, the Key Accounts Manager will maintain strong relationships and ensure seamless communication with the designated accounts.
Key Account Manager's Responsibilities
- Develop and execute strategic account plans for assigned Key Accounts across all Wabtec Business units
- Develop marketing, sales and strategic business plans and be responsible for delivering assigned annual orders, revenue, and Wabtec strategic objectives
- Integrate effectively the various Wabtec support functions into the customer engagement strategy, including technical support, fulfillment, commercial, legal finance, product management etc to enhance the customer experience, account penetration and ensure 100% compliance to Wabtec policies
- Foster and maintain strong influential relationships across all departments and levels with Key Accounts
- Understand the One Wabtec portfolio and continuously identify and pursue new business opportunities within assigned accounts
- Monitor and analyse sales performance, providing regular progress reports and forecasts as required to Wabtec wide support functions and leadership
- Collaborate with cross-functional teams to ensure a cohesive and comprehensive One Wabtec approach for Key Accounts
- Address and resolve any client concerns or issues in a timely and effective manner with different Wabtec business units
- Maintain a deep understanding of industry trends, market dynamics, and client-specific needs to ensure Wabtec is positioned for growth
- Ensure client satisfaction and loyalty by delivering exceptional service and support directly and via cross-functional teams working within given accounts
- Represent the company at industry events, conferences, and networking opportunities to strengthen brand presence and foster new relationships
- Collaborate with product management and execution teams to tailor offerings for Key Accounts, based on their unique needs and desired outcomes
- Provide ongoing feedback to internal teams to optimize product offerings and enhance the overall customer experience
- Compliance with Wabtec Business Conduct Guidelines
- Completion of all assigned education/training modules
Qualifications and Skills
Essential Qualifications:
- Minimum of 10-years' experience of working in the rail industry
- Minimum of a bachelor's degree in a relevant field such as STEM, Business, Commerce or equivalent
- Demonstrated success in initiating and growing sales in rail
- Superior knowledge of rail industry concepts, regulations, and operational guidelines
- Strong expertise in commercial and contract negotiations and management
- Proven experience influencing teams in a matrix organisation
- Experience in executive report / brief writing
- Outstanding leadership, organizational, and problem-solving skills
- Excellent written and oral communication;
- Experience in using Salesforce.com
- Experience in influencing stakeholders from C-suite to workshop floor
- Experience in developing and negotiating deals >$100M
Desirable Qualifications:
- Background in rail Original Equipment Manufacturing (OEM)
- Master's degree in business (or related field)
- Competitive drive, courage, determination, and passion
- Change agent with strong credibility and influence in the organization
- Ability to create and influence through effective executive-level presentations
- Ability to lead and thrive in uncertain environments
- Executive presence, confidence, communication skills, influence skills and superior negotiation skills
- Ability to travel to customer sites as need (~30% of the time)
Wabtec Corporation is committed to taking on the world's toughest challenges. In order to fulfill that commitment we rely on a culture of leadership, diversity and inclusiveness. We aim to employ the world's brightest minds to help us create a limitless source of ideas and opportunities. We believe in hiring talented people of varied backgrounds, experiences and styles...people like you! Wabtec Corporation is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, or protected Veteran status. If you have a disability or special need that requires accommodation, please let us know.
