Manager, Sales West Region

About the company

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 customers’ potential by delivering innovative and lasting transportation solutions that move and improve the world. Wabtec has approximately 30,000 employees in facilities throughout the world.

About the role

Lead and manage sales operations within a multi-state region, ensuring customer satisfaction and achievement of top-line revenue growth and bottom-line profitability in alignment with Wabtec Bus Solutions’ strategic plans. This role combines strategic decision-making, commercial leadership, and technical expertise to drive growth with OEMs and end users. Responsible for developing regional strategies, enforcing existing supply agreements to assure customer and Wabtec Bus compliance, managing contract labor, and leading trade show activities while collaborating across engineering, quality, operations, and project management teams. The Regional Sales Manager must be a product-line expert across doors, ramps, windows, lifts, charging infrastructure, air dryers, and other equipment supplied by Wabtec Bus Solutions.

Responsibilities

• Drive regional performance to achieve both revenue and margin targets, ensuring alignment with corporate strategic objectives.
• Make informed commercial decisions regarding pricing, contract terms, and resource allocation to maximize profitability.
• Monitor market trends and competitive activity; recommend strategic adjustments to maintain a leadership position.
• Ensure sales performance, forecasting accuracy, and expense control within the region.
• Enforce existing supply agreements to assure customers and Wabtec Bus compliance.
• Manage contract labor resources to support regional sales and service activities effectively.
• Drive specification inclusion for Wabtec Bus Solutions products in bid proposals and ensure competitive positioning in tenders.
• Lead team to achieve coverage at all Top 500 transit agencies within the region at a rate agreed upon with the National Sales Manager.
• Build and maintain executive-level relationships with CEOs, procurement leaders, and engineering teams at major transit authorities and OEMs.
• Lead trade show activities, including planning, execution, and representation at local, state, and national industry events.
• Resolve complex technical and commercial issues, acting as a trusted advisor and subject matter expert across Wabtec Bus Solutions product lines (doors, ramps, windows, lifts, charging infrastructure, air dryers, and other equipment).
• Partner with Engineering, Quality, Operations, and Project Management to ensure successful execution of contracts and projects.
• Select, train, and develop a high-performing sales team focused on customer success and achieving plan.
• Ensure timely and accurate reporting of sales forecasts, budgets, and CRM data (Salesforce), including opportunities, visit reports, and tender updates.
• Recommend new product development or enhancements based on customer feedback and market needs.
• Position requires up to 80% travel to customers, sister companies, and Wabtec corporate offices.

Requirements

• 5+ years progressive sales experience in fleet transportation equipment or similar industry, including 2+ years in a leadership role.
• Candidates without a B.A. degree must have 5–10 years of equivalent experience selling engineering-based products.

Physical demands

The employee must occasionally lift and/or move up to 20 pounds. Specific vision abilities include close vision, distance vision, peripheral vision, and depth perception. While performing the duties of this job, the employee is frequently required to reach hands and arms and talk or hear. The employee is occasionally required to stand, walk, sit, use hands to finger, handle, or feel; and stoop, kneel, crouch, or crawl. You may also be asked to perform other duties outside of your function or trade, for which adequate training will be provided if necessary.

Pay

The salary rate for this role is currently $79,100–$