Key Account Manager

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