It's not just about your career or job title... It's about who you are and the impact you will make on the world. Because whether it's for each other or our customers, we put People First. When our people come together, we Expand the Possible and continuously look for ways to improve what we create and how we do it. If you are constantly striving to grow, you're in good company. We are revolutionizing the way the world moves for future generations, and we want someone who is ready to move with us.
Role Summary / Purpose
The Commercial Operations Manager serves as the orchestrator of the deal supporting Sales, and Product to deliver high quality proposals to customers in a timely manner and develop compliant, clear, and concise contracts. This role is responsible for collaborating on the development of winning strategies to close new orders by proactively bringing internal stakeholders together to balance the customer and business needs through the Inquiry to Order process (ITO) for the global Wabtec Digital Intelligence product lines. This role will focus on our Train Performance & Automation operating unit, specifically on our multi-division opportunities with the Global Locomotives and Global Services Divisions. In addition, this role will be the Digital Intelligence Comm Ops Account Leader for one of our Class I Railroad customers, and spearhead commercial capability automation initiatives.
Location: Remote Available.
Essential Responsibilities
In the role of Commercial Operations Manager, you will:
Partner with Sales, Product, and internal stakeholders to understand customers' critical requirements to create and clearly articulate a winning deal strategy that delivers outcome-based commercial solutions to meet or exceed high value-add customer goals & objectives with the appropriate level of detail.
Proactively coordinate and lead the proposal and contract development tasks across multi-functional teams that meets applicable deadlines by building right to left plans to close the deal.
Challenge recommendations and propose alternatives to achieve the right next best actions and strategy to win the deal.
Be responsible for bid compliance to established proposal development processes and procedures.
Write clear and persuasive content in a fast-paced, deadline-driven environment.
Effectively identify, quantify, and communicate potential proposal, contract, and execution risks.
Interface successfully and comfortably with different functional groups, including Sales, Product Management, Program Management, Finance, Legal, Supply Chain, Contracts, and Engineering.
Present to leadership throughout the ITO process to ensure that all commercial elements and risk factors are vetted and that business approvals are properly secured and reflected in the scope, profitability, and structure of the deal.
Lead the coordination of the proposal creation/review/edit process to collect input from a variety of cross-functional stakeholders.
Ability to collaborate with Sales teams and subject matter experts in persuasive writing and proposal best practices.
Attend customer meetings and participate on customer calls with Sales and Product as needed.
Qualifications / Requirements
Bachelor's Degree in Engineering, Business, or a Technical field from an accredited college or university.
Minimum of 5 years of experience in sales, contract or proposal management or in project management, preferably in software, IT, or railway solutions.
Experience in developing and implementing commercial strategies and proposals or in product or project management, preferably in software, IT, or railway solutions.
Proven ability in planning, producing, and delivering proposals within a complex organization and business environment with a compliance mindset.
Strong understanding of risk management and mitigation strategies.
Knowledge of legal and financial requirements for contracts.
Excellent technical and commercial writing and reading comprehension skills.
Strong verbal, written, and presentation communication skills.
Strong time management / prioritization skills.
MS suite efficiency skills.
Desired Characteristics
Passion for winning.
Experience with and continuous curiosity to unlock organizational potential leveraging AI as a teammate.
Experience managing complex deals with multi-functional interactions.
Minimum of 5 years of experience within the Transportation Industry.
Minimum of 5 years of experience with software applications.
Ability to prioritize and manage multiple bids concurrently.
Capability to communicate with high-level management.
Leading in a complex, matrixed environment with experience managing multiple deadlines.
Excellent attention to detail.
Salesforce proficiency.
Ability to simplify multi-faceted scenarios into logical strategies/positions.
Six Sigma Greenbelt/Blackbelt certification or equivalent Quality certification.
Eligibility Requirements
Willing to travel up to 10% of time.
Willing to be available to work 50% of time during USA EST time zones.
LI-LV1
Our job titles may span more than one career level. The salary range for this role is between
$89,100.00-$126,900.00
The actual salary offered to a candidate may be influenced by a variety of factors, such as: training, transferable skills, work experience, education, business needs, market demands and work location. The base pay range is subject to change and may be modified in the future. More information on offered benefits, which include health, welfare, and retirement, are available at mywabtecbenefits.com . Other benefit offerings for this role may include an annual bonus, if eligible.
Who are we?
Wabtec Corporation is a leading global provider of equipment, systems, digital solutions, and value-added services for freight and transit rail as well as the mining, marine, and industrial markets. Drawing on nearly four centuries of collective experience across Wabtec, GE Transportation, and Faiveley Transport, the company has grown to become One Wabtec, with 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 and unlocks our customers' potential by delivering innovative and lasting transportation solutions that move and improve the world. We are lifelong learners obsessed with making things better to drive exceptional results. Wabtec has approximately 27K employees in facilities throughout the world. Visit our website to learn more! http://www.WabtecCorp.com
Our Commitment to Embrace Diversity:
Wabtec is a global company that invests not just in our products, but also our people by embracing diversity and inclusion. We care about our relationships with our employees and take pride in celebrating the variety of experiences, expertise, and backgrounds that bring us together. At Wabtec, we aspire to create a place where we all belong and where diversity is welcomed and appreciated.
To fulfill that commitment, we rely on a culture of leadership, diversity, and inclusion. We aim to employ the world's brightest minds to help us create a limitless source of ideas and opportunities. We have created a space where everyone is given the opportunity to contribute based on their individual experiences and perspectives and recognize that these differences and diverse perspectives make us better.
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.
