Country Sales Director Portugal

How will you make a difference?

Reporting to the Transit S&M VP, the Country Sales Director Spain & Portugal is responsible for driving profitable growth across Spain and Portugal for both Transit Services and Original Equipment (OE) businesses. The role leads the country commercial strategy, develops executive customer relationships, expands market share, and ensures the successful delivery of growth, profitability and customer satisfaction objectives.

The incumbent serves as the senior commercial leader for the region and represents Wabtec across customers, industry stakeholders and key market influencers.

What will your typical day look like?

• Define and execute the commercial strategy for Spain and Portugal across OE and Services activities.
• Deliver Order Intake, Margin and Growth objectives aligned with regional and business priorities.
• Drive sustainable growth through strategic account development, installed base expansion, market penetration and new business acquisition.
• Develop and maintain a robust pipeline of qualified opportunities.

• Build and maintain executive-level relationships with operators, rolling stock manufacturers, maintainers, infrastructure managers, consultants and key industry stakeholders.
• Position Wabtec as a trusted partner through customer engagement, lobbying and industry representation activities.
• Promote the full portfolio of OE and Services solutions while identifying emerging market opportunities and customer needs.
• Coordinate commercial activities with Product Line teams and global Key Account Managers.

• Lead the identification, qualification and conversion of strategic opportunities across the region.
• Define winning commercial and negotiation strategies for major bids and tenders.
• Ensure disciplined opportunity management and effective collaboration across functions.
• Drive continuous improvement through Why Won / Why Lost reviews.

• Lead, coach and develop a high-performing sales organization.
• Foster a culture of accountability, collaboration, customer focus and commercial excellence.
• Develop talent and strengthen leadership capability within the country sales organization.

• Align activities across Product Lines, Operations, Engineering, Supply Chain, Customer Service and Finance.
• Support customer issue resolution and alignment between commercial commitments and operational capabilities.
• Partner with Finance and operational teams to support cash collection and overdue reduction initiatives.

• Ensure CRM discipline, installed base visibility, customer segmentation and opportunity pipeline management.
• Lead sales forecasting activities and provide accurate monthly, quarterly and annual outlooks.
• Contribute to demand planning, S&OP and capacity planning processes.
• Maintain effective commercial governance, reporting and performance management practices.

Success Measures

• Order Intake, Margin Performance, Revenue Growth and Installed Base Growth.
• Opportunity Pipeline Development and Tender Win Rate.
• Customer Satisfaction, Strategic Account Growth, Customer Retention and Market Share Development.
• Forecast Accuracy, CRM Data Quality, Overdue Reduction and Commercial Excellence KPIs

What do we want to know from you?

• Bachelor’s degree in Engineering, Business Administration, Marketing, or a related discipline. Master’s degree or MBA preferred.
• Minimum 10 – 15 years of experience in technical sales, business development, key account management, or commercial leadership roles.
• Proven experience within the rail, rolling stock, transportation,…