Key Account Manager

1 month ago

Eagle Farm, Queensland, Australia Wabtec Full time
About Wabtec Corporation

Wabtec Corporation is a leading global provider of equipment, systems, digital solutions, and value-added services for freight and transit rail. With a rich history spanning nearly four centuries, the company has unmatched digital expertise, technological innovation, and world-class manufacturing and services, enabling the digital-rail-and-transit ecosystems.

Job Summary

We are seeking a highly skilled Key Account Manager to join our team at Wabtec Corporation. As a Key Account Manager, you will be 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.

Key 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 analyze 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
Requirements
  • 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 organization
  • Experience in executive report/brief writing
  • Outstanding leadership, organizational, and problem-solving skills
  • Excellent written and oral communication
  • Experience in using Salesforce.com
  • 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 needed (~30% of the time)
About Wabtec Corporation

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.

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