Key Account Manager
4 weeks ago
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:
It’s not just about your careeror 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.
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 these accounts. As the primary liaison, the Key Accounts Manager will maintain strong relationships and ensure seamless communication with the designated accounts.
Key Account Manager’s Responsibilities
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 including technical support, fulfillment, commercial, legal finance, product management etc to enhance the 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
Represent 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 preferences
Provide ongoing feedback to internal teams to optimize product offerings and enhance the overall customer experience
Compliance with Wabtec Business Conduct Guidelines
Completion of all assigned education/training modules
Essential Qualifications:
Minimum of 10-years’ experience of working in the rail industry
Minimum of a bachelor’s degree in a relevant field such as STEM, Business, Commerce or equivalent
Demonstrated success in initiating and growing sales in rail
Superior knowledge of rail industry concepts, regulations, and operational guidelines
Strong expertise in commercial and contract negotiations and management
Proven experience influencing teams in a matrix organisation
Experience in executive report / brief writing
Outstanding leadership, organizational, and problem-solving skills
Excellent written and oral communication;
Experience in influencing stakeholders from C-suite to workshop floor
Experience in developing and negotiating deals >$100M
Desirable Qualifications:
Background in rail Original Equipment Manufacturing (OEM)
Master’s degree in business (or related field)
Competitive drive, courage, determination, and passion
Change agent with strong credibility and influence in the organization
Ability to create and influence through effective executive-level presentations
Ability to lead and thrive in uncertain environments
Executive presence, confidence, communication skills, influence skills and superior negotiation skills
Ability to travel to customer sites as need (~30% of the time)
Wabtec Corporation is committed to taking on the world’s toughest challenges. In order to fulfill that commitment we rely on a culture of lea
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