Commercial Operations Manager

Wabtec Corporation•West Melbourne, FL

58d•Remote

About The Position

It's not just about your career or job title… It's about who you are and the impact you will make on the world. Because whether it's for each other or our customers, we put People First. When our people come together, we Expand the Possible and continuously look for ways to improve what we create and how we do it. If you are constantly striving to grow, you're in good company. We are revolutionizing the way the world moves for future generations, and we want someone who is ready to move with us. Role Summary / Purpose The Commercial Operations Manager serves as the orchestrator of the deal supporting Sales, and Product to deliver high quality proposals to customers in a timely manner and develop compliant, clear, and concise contracts. This role is responsible for collaborating on the development of winning strategies to close new orders by proactively bringing internal stakeholders together to balance the customer and business needs through the Inquiry to Order process (ITO) for the global Wabtec Digital Intelligence product lines. This role will focus on our Train Performance & Automation operating unit, specifically on our multi-division opportunities with the Global Locomotives and Global Services Divisions. In addition, this role will be the Digital Intelligence Comm Ops Account Leader for one of our Class I Railroad customers, and spearhead commercial capability automation initiatives. Location: Remote Available.

Requirements

Bachelor's Degree in Engineering, Business, or a Technical field from an accredited college or university.
Minimum of 5 years of experience in sales, contract or proposal management or in project management, preferably in software, IT, or railway solutions.
Experience in developing and implementing commercial strategies and proposals or in product or project management, preferably in software, IT, or railway solutions.
Proven ability in planning, producing, and delivering proposals within a complex organization and business environment with a compliance mindset.
Strong understanding of risk management and mitigation strategies.
Knowledge of legal and financial requirements for contracts.
Excellent technical and commercial writing and reading comprehension skills.
Strong verbal, written, and presentation communication skills.
Strong time management / prioritization skills.
MS suite efficiency skills.
Willing to travel up to 10% of time.
Willing to be available to work 50% of time during USA EST time zones.

Nice To Haves

Passion for winning.
Experience with and continuous curiosity to unlock organizational potential leveraging AI as a teammate.
Experience managing complex deals with multi-functional interactions.
Minimum of 5 years of experience within the Transportation Industry.
Minimum of 5 years of experience with software applications.
Ability to prioritize and manage multiple bids concurrently.
Capability to communicate with high-level management.
Leading in a complex, matrixed environment with experience managing multiple deadlines.
Excellent attention to detail.
Salesforce proficiency.
Ability to simplify multi-faceted scenarios into logical strategies/positions.
Six Sigma Greenbelt/Blackbelt certification or equivalent Quality certification.

Responsibilities

Partner with Sales, Product, and internal stakeholders to understand customers' critical requirements to create and clearly articulate a winning deal strategy that delivers outcome-based commercial solutions to meet or exceed high value-add customer goals & objectives with the appropriate level of detail.
Proactively coordinate and lead the proposal and contract development tasks across multi-functional teams that meets applicable deadlines by building right to left plans to close the deal.
Challenge recommendations and propose alternatives to achieve the right next best actions and strategy to win the deal.
Be responsible for bid compliance to established proposal development processes and procedures.
Write clear and persuasive content in a fast-paced, deadline-driven environment.
Effectively identify, quantify, and communicate potential proposal, contract, and execution risks.
Interface successfully and comfortably with different functional groups, including Sales, Product Management, Program Management, Finance, Legal, Supply Chain, Contracts, and Engineering.
Present to leadership throughout the ITO process to ensure that all commercial elements and risk factors are vetted and that business approvals are properly secured and reflected in the scope, profitability, and structure of the deal.
Lead the coordination of the proposal creation/review/edit process to collect input from a variety of cross-functional stakeholders.
Ability to collaborate with Sales teams and subject matter experts in persuasive writing and proposal best practices.
Attend customer meetings and participate on customer calls with Sales and Product as needed.