Commerical Operations Leader

Wabtec•Erie, PA

About The Position

The Commercial Operations Leader is a key member of the Wabtec Equipment Global Locomotive team, responsible for leading global, cross‑functional teams to develop and execute competitive, profitable deal strategies, proposals, and contracts. This role evaluates market and competitive dynamics, drives effective stakeholder engagement, and ensures pricing reflects value delivered while meeting cost, legal, and financial requirements. By balancing customer and market needs with engineering and supply chain considerations, the Commercial Operations Leader directly contributes to increased win rates, deal quality, and sustainable business performance.

Requirements

Bachelor’s degree in Business Administration, Engineering or a technical equivalent
Minimum 3 years of Commercial experience including: developing, writing highly complex proposals and contracts, formulating business strategies that fit each product offering and winning strategy
Experience in the Railroad industry
Demonstrated experience with financial and profitability analysis.
Proven ability to lead and collaborate effectively within cross‑functional teams.
Strong attention to detail with a structured, process‑oriented approach.
Effective written and verbal communication skills, including active listening.

Nice To Haves

Experience in customer engagement, including negotiations, presentations, and relationship management.
Technical knowledge of locomotive equipment, services, and/or digital solutions.
Exposure to global or multi‑regional business environments.
Experience communicating and working with senior or executive‑level leadership.

Responsibilities

Lead the end‑to‑end proposal and contract development process from inquiry through order (Inquiry to Order – ITO).
Ensure full compliance with all customer requirements outlined in Requests for Information (RFIs), Tenders, and Requests for Proposals (RFPs).
Oversee the timely delivery of high‑quality proposals and contracts through close collaboration with cross‑functional stakeholders.
Translate customer commercial and technical requirements into differentiated, value‑driven solutions that support winning outcomes.
Develop and execute comprehensive commercial strategies and competitive value propositions.
Partner with Product Management and Engineering to define optimal product and technical solutions aligned to regional, customer, and application needs.
Support pricing strategy development, competitive assessments, and financial modeling in partnership with Finance.
Ensure consistent adherence to commercial governance, approval processes, and policy requirements.