Job Information
Wabtec Corporation Senior Commercial Operations Manager in Trenton, New Jersey
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.
Location: Due to team/manager location(s), this position can be remote in the U.S. in the Eastern or Central Time Zones only.
Who will you be working with?
The Senior Commercial Operations Manager will serve as the Program Manager of the deal supporting Sales and Product to deliver high-quality proposals to customers promptly. You will work with internal stakeholders to balance the customer and business needs through the Inquiry to Order process (ITO) for global Wabtec Digital Intelligence product lines. You will be focused on our Train Performance & Automation operating unit, specifically with the global Locomotives and Global Services Divisions as well as international opportunities.
How will you make a difference?
In the role of Senior 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 compliance to established proposal development processes and procedures.
Write clear and persuasive content in a fast-paced, deadline-driven environment.
What do we want to know about you?
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.
What will your typical day look like?
Effectively identify, quantify, and communicate potential proposal, contract, and execution risks.
Interface successfully and comfortably with different functional groups, including Sales, Product 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.
Desired Characteristics
Passion for winning.
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.
Wabtec will only employ those who are legally authorized to work in the U.S. for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable) and fitness for duty test (as applicable).
Our job titles may span more than one career level. The salary range for this role is between $99,000 - $183,100. 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. This role is also eligible for a performance bonus. More information on offered benefits, which include health, welfare, and retirement, are available at mywabtecbenefits.com.
While this position is remote, it may include occasional work at a Wabtec office/site or attendance at offsites, as agreed to with your manager.
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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.