Business Development & Sales Manager - Rail

Company Description

What are we offering you?

• Your next leadership step with a Fortune 500 company

• Permanent role with a generous bonus plan

• Medical insurance plan

• Birthday Leave and Long Service Leave

Job Description

Position Overview: The Business Development & Sales Manager shall be responsible for the Business Development and Sales for the entire Transit Services across Southeast Asia region. Building strong relationships with Country and City Operators, Railway specifiers, Consulting Engineers, Partners and OEMs across the region to create preference and superior Customer satisfaction.

Reporting to General Manager of Faiveley Transport Far East, the role is responsible for developing deep customer relationships, identification and development of business opportunities & positioning Wabtec to grow and service our installed base.

Working off-cycle to promote product & services, technical solutions and create customer preference together with the Original Equipment (OE) sales network & Services Product Management team to develop market visibility and winning strategies and supporting the OE Product lines during on cycle Tendering with market intelligence and Customer insights.

For aftermarket driving profitable order intake, sales growth, for the full TSG portfolio, Parts & materials, Engineering Services (ES), Long-Term Service Agreements/Solutions (LTSA/LTSS) etc. The role owns the end‑to‑end bid, tender governance, and commercial strategy, while shaping market growth strategies, strengthening customer relationships, and ensuring robust OI forecasting, CRM discipline, and alignment with Group and Region strategic ambitions.

What will your typical day look like?

Business Development & Sales Strategy

• Develop Regional Commercial strategy and sales pipeline, defining and executing;

• Create, shape & own Customer & Market growth strategies across SEA in line regional and global strategic objectives;

• Accountable for regional order intake and associated performance;

• Lead market screening, identifying addressable markets, growth segments, and priority customers;

• Translating explicit and implicit customer needs (pain points, risks, lifecycle challenges) into qualified business opportunities;

• Create technical preference for Wabtec portfolio with ender users & specifiers;

• Lead structuring and development of Long‑Term Service Solutions (LTSS) with customers;

• Offer transit’s full product portfolio and CS aftermarket engineering and services portfolio;
   

Bid, Tender & RFQ Ownership

• Ownership of RFQs including appraisal, technical proposal coordination, RFP/RFI responses, T&Cs negotiation, and order intake all in accordance with Pricing Governance;

• Own and enforce Tender Governance & Processes, including structured win/loss analysis and continuous improvement;

• Partner with regional and central teams to plan, prepare, negotiate, and close strategic and complex deals across extended sales cycles; and

• Collect, analyse, and document competitive intelligence to support winning strategies.
   

Growth & Competitive Intelligence

• Lead and animate a robust forecasting process for STRAP and Budgets and achieve yearly targets in Orders, Sales, and Margin;

• Turn leads into opportunities for Transit;

• Proactively engage customers on overhaul programs, upgrades, and lifecycle opportunities, maximizing the entitled market and creating new revenue streams;

• Manage Life Cycle Cost (LCC) processes, including obsolescence management and upstream opportunity creation;

• Review and maintain the Installed Base Database as a strategic sales and services growth tool; and

• Lead market intelligence development (accessible market, competitor positioning,, customer portfolio analysis) & identify emerging trends;
   

Customer Intimacy & Experience

• Act as the primary interface between customers and competence functions/centres, ensuring customer satisfaction and for pain points tailored technical and commercial solutions are offered;

• Define customer segmentation & key account mapping;

• Increase customer intimacy through segmentation, key account mapping, senior‑level customer engagement, and KAM customer visits;

• Ensure customer satisfaction during execution and post‑execution follow‑up;

• Lead customer satisfaction surveys and voice of customer process and ensure follow‑up actions are embedded in account plans; and

• Plan for and coordinate regional exhibitions events & customer technology days.
   

CRM

• Own CRM governance for SEA, acting as CRM Champion and ensuring data accuracy, discipline, and alignment with regional and central stakeholders and

• Ensure timely CRM inputs and updates for prospect tenders and reconcile data with key stakeholders.

Cross‑Functional Leadership & Interface

• Effectively communicate market and customer needs to R&D to support future product and service development;

• Develop Marketing plans and liaise with Central Marketing to contribute to regional marketing plans, campaigns, and positioning; and

• Support and deploy global initiatives (e.g. ToT, Industrial Benchmarks, etc).
   

Agent & Partner Management

• Define and implement Agent Strategy across SEA, including performance management, QBRs, and budget oversight and

• Proactive management of partners to ensure that they are fully aligned with regional growth priorities, governance standards, and ethical requirements.

Qualifications

What do we want to know about you?

• Minimum Bachelor's degree in  Engineering, Business, Commerce, or a related discipline;

• Southeast Asia regional market experience;

• Proven experience in Bid Management, Sales, or Business Development within rail, transit, or complex engineering services environments with strong understanding of OEM and aftermarket business models;

• Expertise in complex RFQs, long‑term service contracts, and lifecycle‑based solutions;

• Experience managing key customer relationships and influencing senior stakeholders, including operators, OEMs, government authorities, consultants, and strategic partners;

• Demonstrated ability to lead strategic negotiations, influence senior customers, and close complex deals;

• Proven track record of driving business growth, leading diverse teams and managing cross functional operations;

• Strong commercial acumen with a track record in forecasting accuracy, margin management, pipeline management, pricing strategy, and growth delivery;

• Ability to operate effectively across regional, global, and matrix organizations;

• Strategic mindset combined with execution discipline and customer focus;

• Flexibility and ability to travel across Southeast Asia (30–50%) is required;

• Knowledge of CRM tools (e.g., Salesforce);

• Demonstrated ability to analyze and resolve problems;

• Strong communication and presentation skills; and

• Strong competency in Microsoft applications including Word, Excel, and PowerPoint

Additional Information

We thank all applicants for their interest; each application will receive a response.

We do not accept unsolicited contact from recruitment agencies.

What could you accomplish in a place that puts People First?

At Wabtec, it’s not just about a job - it’s about the impact you make. When our people come together, we’re Expanding the Possible by continuously improving what we do and how we do it - for our clients and each other.

If you’re ready to revolutionize how the world moves for future generations, Wabtec is the place for you.
 

Who are we?

Wabtec is a leading global provider of equipment, systems, digital solutions, and value-added services for the freight and transit rail sectors. Drawing on more than 150 years of experience, we are leading the way in safety, efficiency, reliability, innovation, and productivity. Whether it’s freight, transit, ports, logistics, mining, industrial, or marine, our expertise, technologies, and people together – are accelerating the future of transportation. With roots that date back to George Westinghouse, Thomas Edison, and Louis Faiveley, Wabtec has always built technologies and implemented solutions for a variety of sectors that are critical to meeting the needs of customers and governments alike.

Our global team of about 30,000 employees worldwide delivers performance that moves the world forward. We’re lifelong learners, obsessed with better. Learn more at www.WabtecCorp.com.

Culture powers us and the possibilities.

We believe the best ideas come from a mix of experiences and backgrounds. At Wabtec, we strive every day to create a place where everyone belongs. We’re building a culture where leadership, inclusion and your unique perspective fuel progress.

We’re proud to be an Equal Opportunity Employer. We welcome talent of all backgrounds, experiences, and identities, including race, gender, age, disability, veteran status and more.

Need accommodation? Just let us know - we’ve got you.