Job Description

This position reports to the Sr. Director KinetiX

How will you make a difference?

In this strategic commercial director position, you will establish a trusted advisor relationship with our external customers, internal teams, and ecosystem partners. You will collaborate with the Wabtec KinetiX and broader Wabtec teams to engage with key customers to sell Wabtec's KinetiX suite of products and services. The purpose of this role is to oversee the market expansion and growth of KinetiX products in all regions. This role requires a strategic thinker adept in sales/business development. Responsibilities include exploring new business opportunities, conducting market research, mapping customer needs, establishing local relationships, serving as the main interface for customers, and managing all aspects of the account.

What will your typical day look like?

In this role, you will be a strong voice for our customers to drive a strong pipeline for the KinetiX portfolio.

• Develop and implement commercial strategies aligned with company goals to accelerate growth. Account Plan Management including decision matrix and timeline will be key to driving the discussion and shaping the commercial pipeline.
• Conduct market research and analysis to identify new business opportunities by reviewing market trends, competitor activities, and evolving market and customer needs. Use insights to develop actionable plans.
• Manage client relationships, both new and existing, to ensure customer satisfaction. Define customer health check tracker to lead customer steering committee for full KinetiX portfolio. Understand what the customer’s problem is and define the engagement model.
• Collaborate with various departments and the larger Wabtec team (marketing, sales, customer service) to align business activities ensuring product positioning and competitive advantage.
• Monitor the performance of commercial activities using key metrics and prepare reports for senior management. Prepare regular reports on sales performance, market trends, and business development activities. Present findings to the Senior Leadership Team to drive results.
• Work with the leadership team to set financial targets for the region and assist in budget development and monitoring.
• Strong leadership and management skills with the ability to motivate and inspire a team.
• Sales and Revenue Generation: Achieve incremental revenue targets through effective business bringing technical and business requirements back to our development team helping to ensure our solutions continue to meet customer needs. You will also analyze the customer’s current situation and define the desired business outcomes that will allow you to determine the best way to make them successful.

What do we want to know about you?

Qualifications/Requirements

• Bachelor’s Degree in business, science, engineering, technology or related discipline, or equivalent experience.
• Proven experience (10+ years) in business development and sales within related industries.
• Fluency in English. Ability to speak French/German language preferred.
• Excellent communication, negotiation, and presentation skills.
• Strategic thinker with a proactive approach to problem-solving.
• Ability to work independently and collaboratively in a fast-paced environment.
• Must be able to travel approximately 30% of the time

Desired Characteristics

• Demonstrated strong business acumen, problem-solving and creative skills, ability to exercise sound judgment and make decisions based on market and customer trends – go beyond the status quo
• Technical acumen to interface with technologists, understand complex concepts and translate in a way that businesses or industries can understand
• Demonstrated commercial acumen, including strong written, verbal & presentation skills.
• Significant expertise in developing, selling, and delivering SW/HW solutions. Including creating and executing propositions and a track record of success
• Previous sales, pre-sales technical, advisory, or consulting experience.
• Deep understanding of Passenger and Freight Rail operations, systems, and their maintenance strategies
• Deep understanding of the technology stack to include visual, acoustic, and thermal analytical systems, data collation, analysis, and processing with the use of machine vision algorithms and trend analysis.
• Strong interpersonal skills, including creativity and curiosity with the ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels. Flexibility to navigate cultural nuances and business practices and adapt strategies accordingly.
• A track record of achieving sales targets, revenue growth, and market share expansion in competitive environments.
• Ability to deal with ambiguity, strategic agility, manage diversity, and drive for results

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