Commercial Operations Leader

Job Description

Role Summary / Purpose

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.

Essential 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.

Required Qualifications

• 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.

Preferred Qualifications

• 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.

Qualifications

Additional Information

Our job titles may span more than one career level. The salary rate for this role is currently $120600-171800 The actual salary offered to a candidate may be influenced by a variety of factors, such as: training, transferable skills, work experience, education, business needs, market demands and work location. The base pay range is subject to change and may be modified in the future. More information on offered benefits, which include health, welfare, and retirement, are available at mywabtecbenefits.com. Other benefit offerings for this role may include annual bonus, if eligible.

What could you accomplish in a place that puts People First?

At Wabtec, it’s not just about a job - it’s about the impact you make. When our people come together, we’re Expanding the Possible by continuously improving what we do and how we do it - for our clients and each other.

If you’re ready to revolutionize how the world moves for future generations, Wabtec is the place for you.
 

Who are we?

Wabtec is a leading global provider of equipment, systems, digital solutions, and value-added services for the freight and transit rail sectors. Drawing on more than 150 years of experience, we are leading the way in safety, efficiency, reliability, innovation, and productivity. Whether it’s freight, transit, ports, logistics, mining, industrial, or marine, our expertise, technologies, and people together – are accelerating the future of transportation. With roots that date back to George Westinghouse, Thomas Edison, and Louis Faiveley, Wabtec has always built technologies and implemented solutions for a variety of sectors that are critical to meeting the needs of customers and governments alike.

Our global team of about 30,000 employees worldwide delivers performance that moves the world forward. We’re lifelong learners, obsessed with better. Learn more at www.WabtecCorp.com.

Culture powers us and the possibilities.

We believe the best ideas come from a mix of experiences and backgrounds. At Wabtec, we strive every day to create a place where everyone belongs. We’re building a culture where leadership, inclusion and your unique perspective fuel progress.

We’re proud to be an Equal Opportunity Employer. We welcome talent of all backgrounds, experiences, and identities, including race, gender, age, disability, veteran status and more.

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