Key Account Manager

It’s not just about your career or job title… It’s about who you are and the impact you will make on the world. Because whether it’s for each other or our customers, we put People First. When our people come together, we Expand the Possible and continuously look for ways to improve what we create and how we do it. If you are constantly striving to grow, you’re in good company. We are revolutionizing the way the world moves for future generations, and we want someone who is ready to move with us.

Who will you be working with?

Reporting to the Vice President Sales - ANZ Region, 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.

How will you make a difference?

As the primary liaison, the Key Accounts Manager will maintain strong relationships and ensure seamless communication with the designated accounts, establishing a trusted advisor relationship with our external customers, internal teams, and ecosystem partners.

What will your typical day look like?

• 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 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
• Representing 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 overall customer experience
• Compliance with Wabtec Business Conduct Guidelines
• Completion of all assigned education/training modules

What do we want to know about you?

This role requires a highly capable sales individual with a good depth of experience in driving through a high level of activity. Experience in customer-facing roles with a high engineering value add products and systems is required and experience in the rail industry is highly desirable.

You must have:

• Minimum of a Bachelor’s degree in a relevant field such as STEM, Business, Commerce or equivalent
• 10+ years’ experience working in the Rail industry
• Proven experience in commercial including product management and/or direct selling; with a successful growth track record and margin retention
• Railroad products, services, industry knowledge and technical depth and breadth; Ability to lead and manage through changing business conditions
• Competitive drive, courage, determination and passion
• Communication skills, influence skills and superior negotiation skills
• Willingness to learn, share, grow and seek commercial excellence.

We would love it if you had:

• Expertise in establishing Value / Price offer combined with reality-based product and service differentiation; Knowledge of actionable market segmentation and analysis to deepen understanding of customer's buying behavior;
• Ability to navigate a matrix-based organization with multiple reporting lines, offshore and onshore;
• Background in Rail Original Equipment Manufacturing (OEM).