Key Account Manager
Wabtec
- Eagle Farm, QLD
- Permanent
- Full-time
- Permanent full-time position with competitive remuneration
- Rewards & Recognition Program
- Discounted health insurance with Medibank
- Novated Leasing with Custom Fleet
- Lifestyle discounts with Woolworths, Coles, Avis, Quest, Accor Hotels etc
- Access to our Employee Assistance Program
- Develop and execute strategic account plans for assigned key accounts across all Wabtec Business units
- Develop marketing, sales and strategic business plans and be responsible for delivering assigned annual orders, revenue, and Wabtec strategic objectives
- Integrate effectively the various Wabtec support functions into the customer engagement including technical support, fulfillment, commercial, legal finance, product management etc to enhance the customer experience, account penetration and ensure 100% compliance to Wabtec policies
- Foster and maintain strong influential relationships across all departments and levels with key accounts
- Understand the One Wabtec portfolio and continuously identify and pursue new business opportunities within assigned accounts
- Monitor and analyse sales performance, providing regular progress reports and forecasts as required to Wabtec wide support functions and leadership
- Collaborate with cross-functional teams to ensure a cohesive and comprehensive One Wabtec approach for key accounts
- Address and resolve any client concerns or issues in a timely and effective manner with different Wabtec business units
- Maintain a deep understanding of industry trends, market dynamics, and client-specific needs to ensure Wabtec is positioned for growth
- Ensure client satisfaction and loyalty by delivering exceptional service and support directly and via cross-functional teams working within given accounts
- Represent the company at industry events, conferences, and networking opportunities to strengthen brand presence and foster new relationships
- Collaborate with product management and execution teams to tailor offerings for key accounts, based on their unique needs and preferences
- Provide ongoing feedback to internal teams to optimize product offerings and enhance the overall customer experience
- Compliance with Wabtec Business Conduct Guidelines
- Completion of all assigned education/training modules
- Minimum of 10-years’ experience of working in the rail industry
- Minimum of a bachelor’s degree in a relevant field such as STEM, Business, Commerce or equivalent
- Demonstrated success in initiating and growing sales in rail
- Superior knowledge of rail industry concepts, regulations, and operational guidelines
- Strong expertise in commercial and contract negotiations and management
- Proven experience influencing teams in a matrix organisation
- Experience in executive report / brief writing
- Outstanding leadership, organizational, and problem-solving skills
- Excellent written and oral communication;
- Experience in using Salesforce.com
- Experience in influencing stakeholders from C-suite to workshop floor
- Experience in developing and negotiating deals
- Background in rail Original Equipment Manufacturing (OEM)
- Master’s degree in business (or related field)
- Competitive drive, courage, determination, and passion
- Change agent with strong credibility and influence in the organization
- Ability to create and influence through effective executive-level presentations
- Ability to lead and thrive in uncertain environments
- Executive presence, confidence, communication skills, influence skills and superior negotiation skills
- Ability to travel to customer sites as need (~30% of the time)