Job description
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 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.
http://www.WabtecCorp.com
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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.
Position Overview
Reporting directly to the Global Director of Sales for Marine & Stationary, the Americas Sales Leader - Marine Power - will provide sales management, coordination, and communication including developing relationships with customers and influencers at all levels as well as the day-to-day leadership of a global sales team and Channel Distribution network. The leader will contribute to the development & execution of sales strategy, implement change to meet customer commitments and drive growth, create programs responsive to external and customer environment, and participate in cross-functional business initiatives.
Sales Management
- Understand market dynamics and develop a clear vision and sales strategy for each region of the Americas. Set annual priorities accordingly.
- Work with the entire M&S Team to align on the business’s vision of market dynamics and help set priorities accordingly
- Lead market development and sales for marine markets including military, government, dredging, offshore construction, tugs, ferries, and fishing vessels
- Develop influential relationships with target end-users, channel partners, as well as marine & stationary industry influencers at all levels
- Understand decision-making processes and help develop strategies to win profitable business from marine and stationary power customers
- Improve regional sales coverage by optimizing our Channel Distribution Program
- Work with product management to identify and develop new products for business growth to include identification, understanding and development of the plan to address government funded projects
- Track and follow up on long term projects to assure our products will remain design specified and positioned for award
- Continually improve market share and identify new markets for our marine products.
- Provide team leadership for the development of a Wabtec marine vertical for co-marketing relationships
- Promote Wabtec by securing speaking slots at key Marine and Stationary conferences and shows
- Create ‘white papers’ and provide tradeshow presentations to be used for influencing and product marketing
Coordination
- Focus on stronger / faster channel sales development throughout the Americas
- Continue to establish key relationships with key customer (Designers, Naval Architects, Builders, Shipyards, EPCs, Integrators, Single-source vendors, and End Users)
- Lead and organize Business Reviews with each Channel Partner
- Develop and integrate robust communication and training with our Strategic Channel Partner
- Lead in the research and selection of new Channel Partners for the open regions throughout the Americas
- Lead and manage timely Channel Partner contract renewals and negotiations
- Track and expedite solutions for Channel Partner commercial problems
Communications
- Uncover and document customers’ key initiatives and priorities
- Communicate and provide commercial guidance for our technical support team, contracts, finance, product support, and others in the implementation of customer strategies
- Maintain knowledge of market trends, customer requirements, competitor actions and customer base
- Organize and manage M&S team’s memberships, attendance, and exhibiting at Industry events including speaking engagements
- Provide strategic marketing development and leadership for the region
- Support the Wabtec sponsored: Technical Customer Symposiums around the world including a key follow up strategy
Performance Metrics
- Meet/exceed orders, sales, and cash targets for assigned accounts
- Lead the Americas commercial activities to achieve clear growth, team building, and success
- Lead the sales and commercial activities to achieve successful sales coverage of all areas in the Americas.
- Provide consultation and guidance to the business to achieve optimized distribution network and verifiable customer satisfaction improvement
Qualifications and Experience
Education and Experience Qualifications
- Engineering degree: Marine Engineering Degree from a Maritime or Federal Academy is preferred
- Master’s Degree in Business or Sales Management is preferred
- Previous Military Service Experience is preferred.
- Experience working with complex capital projects and with system integrators is preferred
- Experience working/executing government contracts is preferred
- Has a substantial “established’ presence in the marine industry; is connected with designers, shipyards, Integrators, and vessel operators
- Has experience with Power Generation and Propulsion Projects
- Minimum 15 years of experience in the Marine and/or Stationary Power business space
- Minimum of 15 years of experience selling and / or fulfillment in marine propulsion and / or stationary power equipment / projects interfacing with designers / naval architects, builders / shipyards, and project / ship owners
- Minimum 10 years of experience in account management, commercial / contract management, technical sales, project management, or equivalent is desired
- Expertise in establishing value-based pricing combined with reality-based product and service differentiation.
- Knowledge of actionable market segmentation and analysis to deepen understanding of customer's
- buying behavior.
- Able to travel at more than 50% of the time.
Knowledge/Skills/Competencies
- Knows and understands the Marine construction and power markets.
- Understands what it takes to do work on government contracts.
- Has experience developing/managing government contracts.
- Language Skills: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Communications Skills: Ability to present written and verbal information to a wide variety of audiences and respond to questions from managers, clients, customers, and the public.
- Mathematical Skills: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages. Ability to apply concepts of basic algebra.
- Reasoning Skills: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
- Exhibit a high level of enthusiasm and energy.
- Demonstrate the ability to work independently in pursuit of departmental goals and objectives
- Excellent oral and written communication skills.
- Excellent organizational skills.
- Ability to interact with all levels of management with a high level of professionalism.
- Ability to prioritize in a fast-paced dynamic environment.
- The ability to multi-task and priorities workflow.
- Articulate clearly with good presentation skills
- Detail and goal oriented.
- Exhibit a high level of professionalism.
#LI-AZ1
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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