Job Information
Wabtec Corporation Parts & Services Sales Manager - Norfolk Southern in Atlanta, Georgia
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?
The Services Commercial team is responsible for building backlog for the Global Freight Services team. This includes securing Orders to support the Growth of Global Freight Services across the entire portfolio from aftermarket parts and modernizations to multiyear Service agreements along with technical support, training, and digital services to enhance our customer's maintenance efficiency. You will work with a diverse and cross-functional team including other Services Account Sales Managers, Technical Sales Leaders, and Commercial Operations Managers to meet our growth targets for Global Freight Services.
How will you make a difference?
As a member of the Services Commercial team and larger Wabtec Freight Commercial team you will be responsible for identifying commercial opportunities with the Norfolk Southern Account as well as other parts sales customers. You will be required to support the Key Account Executive managing the relationship with Norfolk Southern and matching our parts and services capabilities to impact Norfolk Sothern’s desired outcomes. In this role, you will collaborate with the Norfolk Southern account (and potentially other accounts) to maximize parts sales, sell locomotive upgrades, and promote the value of locomotive modernizations as well as drive backlog expansion through Multiyear Service Agreements. Along with leading the entire Inquirer to Order process, the position will have ownership of securing orders to expand our services backlog and close opportunities tied to the internal operating plan.
What do we want to know about you?
Bachelor's Degree in a technical discipline from an accredited university
Minimum of 5-10 years of service and/or service sales experience
Demonstrated computer skills including Microsoft Word, Excel, Outlook, and PowerPoint
Willingness and ability to travel 25% of the time.
Additionally, the desired characteristics of the candidate would be:
10 years Rail or heavy equipment industry experience
5 year's experience of railroad service operations & transportation functions
Ability to work with cross-functional teams to help develop solutions for customers.
Deep technical knowledge of locomotive components and services
Comfortable with ambiguity with a keen ability to develop customized service solutions.
Strong oral and written communication skills
Desire and ability to champion innovative ideas and solutions.
Ability to use knowledge & experience to identify growth opportunities.
Strong business & financial analysis, value, and strategy development skills
Ability to interact at all levels of the customer’s organization.
Incorporate market, industry, and regulatory trends into solutions.
Demonstrated ability to develop, implement & execute plans to achieve goals.
Confidence to deal with Executive level and C suite.
Understanding of industry trends, compliance-driven mandates, and the relevant impact on client business strategy and challenges
Six Sigma Green Belt certification or equivalent Quality certification
Strong interpersonal and leadership skills
Established program management ability.
What will your typical day look like?
Serve as the locomotive parts, services, and NPI sales expert on the Norfolk Southern Account
Identify customer’s desired outcomes and CTQs to create sales opportunities that have a positive impact on the customer.
Develop a deep understanding of the competitive threats to maximize the Wabtec value proposition when compared to potential competitors.
Assist the Services Modeling, Commercial Operations & Services Risk Team in the ITO process and the development of an effective proposal.
Act as commercial lead in the negotiations and contracting effort with the customer to ensure efficient closure of opportunities.
Close key opportunities in locomotive parts sales, service contracts, modernizations, and product upgrades tied to the internal operating plan.
Expand the service's backlog, promote the value of modernizations, and highlight the value of product upsells.
Manage the relationship with Norfolk Southern, present / negotiate proposals and establish rapport with various levels of the customer organization.
Maintain awareness of other global service commercial activities to ensure consistency in pricing, guarantees and terms.
Be responsible to learn quickly when facing unfamiliar problems and analyze successes and failures for improvement opportunities.
Provide specific and actionable customer feedback that our development teams can use to ensure alignment of requirements and roadmaps to meet specific and broad customer needs.
See ahead clearly to anticipate future trends and consequences and be accordingly flexible to adapt to changes.
Develop a deep understanding of customer business models, desired outcomes, and pain points and be dedicated to meeting their expectations and mapping desired outcomes.
What about the physical demands of the job?
The position requires visiting heavy manufacturing and railroad maintenance and operational facilities that require the use of PPE and may require specific safety training.
You may also be asked to perform other duties outside of your function, for which adequate training will be provided if necessary.
This role is also eligible for a Sales Incentive Plan beyond base salary. In addition to base & incentive compensation, you will be eligible to participate in Wabtec’s benefits program. More information on offered benefits, which include health, welfare, and retirement, is available at mywabtecbenefits.com (https://wabtec.sharepoint.com/sites/GlobalCommunications/Shared%20Documents/Branding/VMV/mywabtecbenefits.com) .
Relocation assistance may be provided if eligibility requirements are met.
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).
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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.