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Key Account Manager

Company: Wabtec
Location: Elmsford
Posted on: June 23, 2022

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: 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.Relocation assistance may be provided if eligibility requirements are met.Job Summary:Responsible for overall business relationship between Wabtec Corporation and assigned Customers. Includes both OEM and Aftermarket opportunities in assigned region. Responsible to support development of sales strategies for assigned customers and Wabtec product lines. Develop and maintain appropriate customer relationships to maximize Wabtec's business opportunities.Responsibilities:Order Objectives:Utilizes all internal and external resources to maximize order growth, meet annual customer order goals and strategic objectivesDevelop Capture plans as required to win major orders for both OEM and Aftermarket opportunities.Develop and publish "WIN" strategy for all major opportunities and serve as the Wabtec key point of contact and "Voice of the Customer".Support and provide customer insight for various Bid / Proposals as required.Manage sales and opportunity pipeline using CRM systems and defined by sales processes.Coordinate marketing strategies with other Wabtec Transit and Freight business units as required.Support negotiations between customers and divisions resulting in signed contracts.Business Development:Build and maintain relationships with key members of assigned customers: Executive management, operations, engineering, sales, marketing, procurement and consulting organizationsAct as key contact / liaison and Lead communication between assigned customers and Wabtec Corporation business units. Interact with operations as necessary to meet customer requirements or to resolve business or technical issues.Maintain up-to-date mailing and phone lists of all contacts and obtain necessary information and data from account for Wabtec Corporation review and decision makingProvide market intelligence and Forecasts concerning assigned customers including but not limited to: Authority Capital Budget Plans, Rolling Stock and Signaling purchase plans, Service / Repair and overhaul plans. Monitor and provide data on competitor activity in assigned regionDevelop new growth opportunities (OEM & Aftermarket) within assigned customers. Participate in Wabtec Sales & Marketing planning process jointly establishing strategic account targets and objectives.Schedule and Lead regular Key Account business reviews with appropriate personnel.Develops, executes and maintains account management planning processes and business review processes with assigned account on a regular basis.Provides competitive, customer, and business data to Wabtec business units in support of strategic planning process. Responsible for forecasting and business planning relative to assigned accounts. Provide input to appropriate business unit product marketing and engineering on business and technical trends relative to assigned customers.Make presentations to management as necessary and develop and initiate workable procedures and business plans to maximize business at assigned account.Additional Responsibilities and DutiesUtilize Key Account Organization to coordinate approach to End User customersCall on all existing and potential customers as required to capture business: Car builders, End Users, Consultants, Installers and other influencers as required.Provide OEM & Aftermarket purchase plans for assigned customers.Support Wabtec Freight Group Divisions as required.Understand all Transit car programs including car retirements and fleet service, repair and overhaul plans.Know all decision makers and influencers for OEM and Aftermarket products.Coordinate with regional sales and service managers to fully understand customer decision process, contracts and timing.Follow all Wabtec budgets, policies and guidelines.Support all Wabtec Cash collection activities.ProductsBrake Systems, Couplers, Doors, HVAC, Aux. Power units, Collectors, Relays, PIS, etc.Other Wabtec Division products: Signaling, Rubber, Springs, Event Recorders.Support all Wabtec products as assigned.Support Aftermarket group as appropriate: Overhauls, Repair and ServicesSkills RequiredStrong Attention to Detail and SafetyStrong Customer FocusExcellent management skills, and ability to perform personnel performance and evaluationsStrong organizational skills, able to prioritize and pursue the best opportunitiesAbility to have good business understanding of the goals and objectivesStrong drive / self initiative to "win" the right dealsEffective communicator and interpersonal skillsTechnical CompetenceJudgment and ability for strategic thinking, sound decision making skills, sound reasoning and decision-making skillsPositive attitude and respectful of all stake holdersAbility to work with Wabtec Business Units to understanding and implement the goals and objectives of the business unitsEducation/Experience: Bachelor's Degree preferably in Engineering from an accredited college or university, or High School diploma with at minimum of 10 years applicable experience in transit/commuter rail sector and/or relevant commercial roles. Direct experience with a transit/commuter agency and/or significant existing relationships with transit/commuter stakeholders is highly desirable.Competency:To perform the job successfully, an individual should demonstrate the following competencies:Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.Quality Management - Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness.Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue, conserves organizational resources.Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.Quality and Quantity - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality. Meets productivity standards; Completes work in timely manner. Strives to increase productivity, Works quickly.Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properlyThis Job Description represents a summary of major responsibilities and tasks performed.It is not an exhaustive list of all job tasks; other job-related tasks and responsibilities may be required by the company.Job requirements and working conditions represent the minimum levels acceptable for this job.A job incumbent must possess the knowledge, skills and abilities to perform each task successfully.This Job Description does not create an employment contract. All salaried new hires must be fully vaccinated or be willing to be fully vaccinated against COVID-19 by date of hire to be considered for U.S.-based job, where permitted by applicable law and subject to requests for accommodation. Fully vaccinated means 14 days have elapsed since receiving the second dose of the Pfizer or Moderna vaccine or 14 days since receiving the one dose Johnson & Johnson vaccine.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.

Keywords: Wabtec, Yonkers , Key Account Manager, Executive , Elmsford, New York

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