Regional Sales Manager, Short Line Railroads (Central Region)

Regional Sales Manager – Short Line Railroads (United States)

Location: United States – Remote, with proximity to assigned customers
Reports To: Sr. Director of Sales, Short Line Railroads & Ports Vertical
Travel: Up to 50%, based on customer and business needs

How will you make a difference?

The Regional Sales Leader – U.S. Short Lines is responsible for driving profitable growth, customer satisfaction, and long-term strategic relationships across an assigned portfolio of U.S. Short Line, Regional, Industrial, Mining, and Utility railroads.
The role owns full commercial accountability across Wabtec’s end-to-end portfolio, including locomotives (new and modernized), aftermarket services, digital solutions (including RailConnect), and infrastructure offerings. The role acts as the senior commercial interface to customers while coordinating cross-functional Wabtec teams.

What do we want to know about you?

Required Qualifications

• Bachelor’s degree from an accredited institution.
• 7+ years of customer-facing sales or account leadership experience.
• Strong knowledge of railroad operations, products, and services.
• Ability to travel extensively across the United States

Preferred Qualifications

• Experience with U.S. Short Line or Regional Railroads.
• Proven record of margin-focused growth leadership.
• Executive presence with strong negotiation and communication skills.
• Experience selling software or digital solutions preferred.

• Experience with the U.S. CRISI funding and application process.

What will your typical day look like?

• Own revenue growth, margin performance, forecasts, and customer satisfaction across assigned accounts.
• Develop and execute account strategies, growth plans, and multi-year opportunity roadmaps.
• Serve as the primary executive contact for customer leadership with a deep holistic understanding of assigned Tier 1 Short Line accounts.
• Lead integrated sales motions across locomotives, services, digital, new products through Advanced Technologies group, and infrastructure offerings.
• Coordinate cross-functional teams including product, services, engineering, finance, commercial operations, and legal.
• Drive value-based proposals, negotiations, and deal governance.
• Maintain and grow pipeline with accuracy and disciplined forecasting in Salesforce system.
• Own customer satisfaction, escalation management, and long-term partnership creation and growth.

• Deliver voice of customer strategic insights to business stakeholders in support of higher-value product roadmap generation and competitive differentiation.

You may also be asked to perform other duties outside of your function or trade, for which adequate training will be provided if necessary.

This role is also eligible for a performance bonus]. More information on offered benefits, which include health, welfare, and retirement, is available at mywabtecbenefits.com.

Relocation assistance may be provided if eligibility requirements are met.

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).