Freight Components Key Account Manager

at Wabtec Corporation in Chicago, Illinois, United States

Job Description

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.

Who will you be working with?

You will be responsible for all Freight Car product lines which include Components, Railroad Friction Products, WGS Services and Digital Intelligence Telematics. You will coordinate and align the various Freight Car P&L leaders to work together as One Wabtec for all pricing, product supply and terms & conditions for your Key Account – Union Pacific, Greenbrier and TTX companies. You will report directly to the VP of Freight Car Sales and Marketing and work cross-functionally with all Freight Car Sales and Customer Service members.

How will you make a difference?

As a member of the Freight Car Sales and Marketing group, you will provide

leadership and accountability to achieve new order intake, market share and sales revenue to meet group, individual and business unit objectives. You will provide continuous product and sales training for yourself and your team while resolving any issues.

What do we want to know about you?

+ Minimum 10 years of commercial/sales experience

+ Bachelor’s Degree required

+ Deep rail car industry knowledge, experience, and connections. Detailed understanding of rail car parts and products

+ Willingness and ability to travel up to 65%

What will your typical day look like?

+ Use CRM and focused sales capture process to grow market share and reach sales objectives

+ Conduct weekly sales opportunity reviews with your sales team, identifying risks and upside opportunities; provide a summary to the Executive leadership team

+ Participate in monthly review of key accounts

+ Understand relevant market dynamics and competitive factors impacting the business and industry; develop and maintain a Strategic Marketing Plan that aligns with and supports the business units and group strategic plan

+ Support annual budget process for business units – create a bottom-up detailed sales forecast for assigned customer accounts

+ Experience negotiating and executing long-term agreements with technical pricing and legal sensitivities

+ Assist with special projects and Freight Car related process changes.

+ Assist all Freight Car BU’s and CS members and ensure all parties are accountable for their roles to satisfy the customer’s needs and requirements.

Preferred Qualifications and Skills

+ Exceptional leadership skills

+ Ability to clearly and effectively communicate complex information to a variety of audiences and constituencies

+ Strong relationship skills with customers and internal stakeholders

+ Strong sales, account management and marketing skills

+ In-depth knowledge and understanding of relevant product profiles, features and benefits

+ Strong planning, prioritizing and execution skills

+ Ability to think, act and respond in a strategic manner

+ Strong business acumen

+ Proven demonstration of core personal characteristics

+ Self-motivated, Passionate, Reliable, Collaborative, Trustworthy

+ Ability to reflect and inspire the core values of our corporation in all behaviors and interactions

+ Safety, Customer Focus, Continuous Improvement, Teamwork, Leadership

+ Sense of urgency with the ability to prioritize and execute any tasks or issues requested by the customer

+ Ability to respond quickly and confidently to all customer requests in a timely fashion

Our job titles may span more than one career level. The salary range for this role is between $165,000- $280,000. The actual salary offered to a candidate may be influenced by a variety of factors, such as: training, transferable skills, work experience, education, business needs, market demands and work location. The base pay range is subject to change and may be modified in the future. This role is also eligible for a performance bonus. More information on offered benefits, which include health, welfare, and retirement, are available at mywabtecbenefits.com

While this position is remote, it may include occasional work at a Wabtec office/site or attendance at offsites, as agreed to with your manager.

Wabtec will only employ those who are legally authorized to work in the U.S. for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable) and fitness for duty test (as applicable).

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.