Regional BD Director West, Passenger Rail

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.

Salary Range: $180,000 to $220,000 USD
Eligible for Sales Incentive Program at a 35% target
Wabtec reserves the right to offer an hourly rate or salary that differs from the rate and/or range provided in this posting based on market data, industry trends and/or candidate’s experience.
Details about Wabtec’s employee benefits can be found: https://www.mywabtecbenefits.com/

Role Summary/Purpose

The Regional Business Development (BD) Director will be responsible for the business and sales growth leadership, encompassing the overall customer product portfolio for the passenger rail accounts in Western United States. The BD Director will serve as the main point of contact with current and prospective customers and effectively manage interactions across the full range of Wabtec’s products and services. The BD Director will act as the voice of the customer internally and drive customer-centric culture across the company.

Essential Responsibilities

In addition you will:

• Be responsible for business and sales growth for the Wabtec product portfolio for your region
• Lead the overall regional strategy and own sales and customer satisfaction
• Lead a matrixed sales team of product line sales leads and technical experts
• Develop marketing, sales and strategic business plans and be responsible for delivering revenue commitments
• Develop influential and effective relationships at all levels of the customer’s organization and develop strategies to win business
• Provide key leadership in the generation of proposals
• Integrate the various businesses, including Digital, Locomotives, Services and Transit as well as functions, including contracts, finance, product support, and others in the implementation of customer strategies
• Provide specific leadership, plans, and actions to assure that Wabtec wins profitable sales
• Build customer relationships for the purpose of business development and sales
• Develop customer strategies, campaign plans, and leadership in their execution
• Responsible for overall customer satisfaction evaluation, plans, and follow through

Qualifications/Requirements

• Minimum of 10 years of commercial experience including product management and/or direct selling in passenger rail segment or equivalent experience in passenger rail operations
• Bachelor's Degree from an accredited college or university preferably in Business Administration, Transportation / Logistics, Engineering, or Computer Science from an accredited college or university

Desired Characteristics

• Experience with service operations
• Proven business and sales team leadership skills with a successful growth track record and margin retention
• Competitive drive, courage, determination and passion
• Establishment of effective customer partnerships and the understanding of stakeholder analysis, engagement and influence
• 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
• Railroad products, services, industry knowledge and technical depth and breadth
• Ability to lead and manage through changing business conditions
• Expertise in establishing Value / Price offer combined with 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

Location: Based in California. Relocation assistance may be provided if eligibility requirements are met.

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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.