Key Account Manager
Company: Wabtec
Location: Elmsford
Posted on: June 23, 2022
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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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