Sales Manager, Digital Intelligence – Passenger Rail

• Lead business and sales growth for Wabtec's Digital Intelligence portfolio
• Know the customer base of transit, commuter, and intercity rail agencies
• Develop and implement sales strategy with Wabtec business units
• Manage assigned accounts and meet order targets
• Serve as the key Wabtec interface with customers across the full product range
• Report to the Sales Director – Digital Intelligence – Passenger Rail
• Understand customer business models, desired outcomes, and pain points
• Develop customer relationships through the C-suite and strategies to win business
• Provide actionable customer feedback to development teams
• Lead Voice of the Customer and customer hygiene/satisfaction initiatives
• Develop marketing, sales, and strategic business plans and deliver sales commitments
• Lead business engagement on customer accounts
• Lead cross-functional teams in consultative, outcome-focused problem solving
• Lead proposal generation
• Integrate technical support teams, contracts, finance, product support, and others into customer strategies
• Lead plans and actions to win profitable sales
• Evaluate customer satisfaction and manage follow-through

Requirements

• Minimum of five (5) years of commercial experience including product management and/or direct selling in the rail industry
• Technical or Business Bachelor's Degree from an accredited college or university
• Bachelor's Degree in Business Administration, Transportation / Logistics, Engineering, or Computer Science from an accredited college or university
• Master's degree considered an asset
• Ability to travel approximately 50%
• Proven business and sales skills with a successful growth track record and margin retention
• Establishment of effective customer partnerships and understanding of stakeholder analysis, engagement, and influence
• Consultative selling experience with complex projects, business problems, customer organizations, and cultural environments
• Demonstrated business team leadership with customers and internal Marketing, Engineering, and Product Management teams
• Executive presence, confidence, communication, influence, 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 project capacity
• Ability to lead and manage through changing business conditions
• Ability to understand customers' key business drivers, strategy, and organizational political map
• Expertise in establishing value/price offers and product/service differentiation
• Knowledge of actionable market segmentation and analysis
• Willingness to learn, share, grow, and seek commercial excellence
• Demonstrated ability to challenge customer thinking using Challenger Sales Methodology

Core Competencies

Demonstrates expertise in sales strategy development and execution within the rail industry, focusing on customer relationship management and consultative selling. Proven ability to lead cross-functional teams and drive business growth through effective stakeholder engagement and market analysis.

Highest-signal resume keywords

• Sales Strategy Development
• Consultative Selling
• Customer Relationship Management
• Rail Industry Knowledge
• Stakeholder Engagement

ATS Optimization Keywords

Hard Skills

• Product Management
• Sales Growth
• Market Segmentation
• Negotiation Skills
• Business Analysis

Soft Skills

• Executive Presence
• Communication
• Influence
• Leadership
• Problem Solving

Certifications & Qualifications

• Bachelor's Degree in Business Administration
• Bachelor's Degree in Transportation / Logistics
• Bachelor's Degree in Engineering
• Bachelor's Degree in Computer Science
• Master's Degree

Industry Keywords

• Rail Products
• Rail Signaling
• Communications Technologies
• Customer Satisfaction
• Challenger Sales Methodology