Global Commercial Director

Role Summary/

Purpose:

In this strategic commercial leadership position, you will lead the worldwide KinetiX commercial organization and be responsible for commercial strategy, forecasting, pipeline management, sales execution, and regional sales team performance. You will establish trusted advisor relationships with customers, internal teams, and ecosystem partners while driving profitable growth, disciplined execution, and predictable commercial results across global markets. This role requires a strategic thinker skilled in commercial leadership, customer engagement, business development, and sales operations.

• Lead the global KinetiX commercial organization and drive execution of growth strategies aligned with business objectives.
• Operate the commercial organization as a disciplined business system with reliable forecasting, pipeline management, and accountability.
• Manage pipeline performance across regional sales leaders and engage directly where opportunities stall.
• Improve sales process efficiency and reduce administrative burden on commercial teams.
• Develop risk-adjusted forecasting and reporting for KinetiX and Digital Intelligence leadership.
• Tie commercial execution to bookings, revenue conversion, profitability, EBIT performance, and production readiness.
• Partner with regional sales leaders to refine deal structure, pricing strategy, and commercial terms.
• Define pricing strategies for hardware, software, analytics, services, and recurring offerings.
• Support regional leaders with Go/No-Go decisions and navigation of CP1, contracting, and governance processes.
• Leverage relationships across Wabtec organizations to improve specification influence and attachment rates.
• Drive synergies across Wayside, Signaling, Frauscher, and other Wabtec commercial teams.
• Build executive relationships with freight railroads, passenger operators, transit agencies, infrastructure managers, mining operators, industrial transportation providers, and strategic partners globally.
• Lead and coach a high-performing global sales team using clear metrics and performance expectations.
• Mentor developing sales professionals and build organizational commercial capability.

• Bachelor's Degree in business, engineering, STEM, or related discipline, or equivalent experience.
• Minimum 8+ years of experience in sales, commercial leadership, product management, or related business leadership roles.
• Minimum 5+ years in rail, transportation, industrial technology, or similar industries.
• Demonstrated experience leading geographically distributed commercial teams.
• Strong commercial intensity, forecasting, business analysis, negotiation, and problem-solving skills.
• Excellent communication, presentation, and executive engagement skills.
• Ability to define and execute pricing strategies across tiered product and service offerings.
• Ability to work independently and collaboratively in a fast-paced environment.
• Must be able to travel approximately 35–50% of the time globally.

• Strong commercial acumen and strategic thinking.
• Experience selling hardware, software, data, analytics, and service-based solutions.
• Deep understanding of freight and passenger rail markets.
• High say/do ratio with strong accountability and ownership.
• Commitment to developing and coaching team mates to support their competency and career growth.
• Customer-focused leader with a data-driven approach to decision-making.
• Strong interpersonal skills with the ability to influence technical and non-technical stakeholders globally.

• Ability to travel globally up to 50% of the time.
• Ability to sit, stand, walk, communicate, and work on a computer for extended periods.
• Ability to attend customer meetings, industry events, manufacturing facilities, and operational sites as required.
• Ability to comply with applicable site safety requirements, including use of personal protective equipment (PPE) when visiting operational facilities.
• You may also be asked to perform other duties outside of your function or trade, for which adequate training will be provided if necessary.

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