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Key Account Manager

1 month ago

Elmsford, New York, United States Wabtec Corporation Full time
About the Role

We are seeking a highly skilled and experienced Key Account Manager to join our team at Wabtec Corporation. As a Key Account Manager, you will be responsible for managing the overall relationship between Wabtec and our customers, developing new opportunities for our divisions, and leading regular Key Account business reviews with all Wabtec stakeholders.

Key Responsibilities
  • 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.
  • Build and maintain relationships with key members of assigned customers: Executive management, operations, engineering, sales, marketing, procurement, and consulting organizations.
  • 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 making.
  • Provide 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.
  • Develop new growth opportunities (OEM & Aftermarket) within assigned customers.
  • Actively engage customer vehicle equipment and maintenance departments to drive acceptance of Wabtec products, overhauls, and upgrades to improve customer performance.
  • 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.
Requirements
  • 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.
  • 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 properly.
What We Offer

We offer a competitive salary range of $113,900-$210,800, a performance bonus, and a comprehensive benefits package, including health, welfare, and retirement benefits. We are an equal opportunity employer and welcome applications from diverse candidates. If you have a disability or special need that requires accommodation, please let us know.

How to Apply

If you are a motivated and experienced professional looking for a challenging role, please submit your application, including your resume and cover letter, to [insert contact information]. We look forward to hearing from you.